Strategic Sales Development Representatives (SDRs) are responsible for partnering with their Client Executives to develop a territory strategy for discovering, nurturing and qualifying pipeline, and converting those leads to Sales qualified opportunities and revenue. Strategic SDRs are also responsible for working with their Sales and Solution Consultant teams to actively support and progress opportunities through the sales pipeline funnel.
Their prospecting activity is split between outbound, strategic sales driven prospecting, and following up inbound leads generated from prospect and customer engagement activated by global campaigns and regional Field Marketing. Success in this position is measured by qualified pipeline creation, pipeline acceleration and revenue, with activity-based metrics in place to achieve this outcome.
Outbound Prospecting
This role uncovers and develops new business opportunities via outbound cold calling into targeted enterprise level accounts by working strategically with an assigned Sales team of Client Executives, articulating business value through persona-based research, storytelling, social selling.
Inbound Lead Development
This role is responsible for qualifying and developing new business leads that come from prospect and customer engagement across campaigns and digital events to generate Sales Qualified Leads.
An inbound lead provides the opportunity to build a profile of customer pain points, map the buying process and engage additional stakeholders.
Opportunity Progression
Strategic SDRs will be assigned opportunities to progress, working as part of a win team with a Client Executive and Solution Consultant.
Activities include re engagement, identifying blockers, stakeholder mapping and nurturing relationships to move the opportunity forward.
Prospecting Activity
This role acts as a trusted advisor and builds customer relationships via outbound cold calling and the use of email, social media and video engagement.
Identifies key contacts and target accounts through Salesforce and desk-based research tools such as LinkedIn and ZoomInfo.
All lead generation activity, progress and forecasting are tracked and managed within Salesforce and Outreach using approved processes and tools. Strategic SDRs provide regular updates on pipeline and performance.
Strategic SDRs qualify leads using BANT criteria and aligned prospecting sequences. Sales Qualified Leads are approved and monitored for quality through defined processes.
WHAT IT TAKES TO EXCEL
Achievement of quarterly targets
Strong interpersonal and effective verbal and written communication skills, with the ability to engage senior stakeholders and understand complex business challenges
Ability to work independently and within a team environment
Strategic and creative approach to researching and engaging enterprise accounts
Ability to adapt in a fast paced, high growth technology environment
Strong organizational, planning and prioritization skills
Goal oriented, self-starter mindset with strong analytical capability and ownership
Ability and desire for continuous learning
Experience with tools such as Salesforce and LinkedIn Sales Navigator are beneficial
Proven outbound lead generation experience within a technology environment preferred
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