Business Development Representative

Shift Paradigm is an execution-led strategic consultancy that partners with Fortune 500 brands to solve complexities in digital marketing. The role involves generating and qualifying sales leads through consultative selling and understanding enterprise organizations' needs in marketing technology and revenue operations.

Responsibilities:

• Craft relevant and compelling cold outreach messages to identified POC’s within target accounts
• Partner with GTM and Client Partner team members to build pipeline, develop targeted campaigns (e.g. email cadences) to key segments, and close deals
• Continuously sourcing new sales opportunities into enterprise-level organizations with complex marketing technology needs through inbound lead follow-up and outbound cold calls and emails
• Listening for potential client buying signals and engage in high-level business conversations with CMOs, CTOs and VPs of Marketing about their long-term digital and marketing roadmaps
• Route qualified opportunities to the appropriate Client Partner for further development and closure
• Achieve monthly & quarterly quotas
• Research accounts, identify key players and generate interest
• Maintain and expand your database of prospects, utilizing all forms of information possible
• Support pre-meeting preparation with Client Partner & Delivery Leads and collaborate closely with technical and delivery teams to ensure prospective clients understand the depth of our experience and how we scope hours against client business requirements
• Conduct and facilitate effective first call meetings with prospects to validate opportunity and qualify to the next stage of the sales cycle

Requirements:

• 2-4 years of sales experience specifically within a professional services agency or consultancy
• Ability to research an organization's tech stack and identify specific pain points where a consultancy can add immediate value
• Experience using 6sense (or similar intent platforms) to identify 'in-market' accounts and prioritize outreach based on buying signals
• Proficient in Salesforce.com for pipeline management and Chorus for call analysis, coaching, and deal tracking
• Demonstrated success using LinkedIn Sales Navigator and other social selling platforms to build relationships and secure meetings
• Experience managing high-intent leads from real-time sources, specifically Adobe Dynamic Chat or similar conversational marketing bots
• Proven experience working within a fast-paced agency or professional services consultancy environment (especially within the Adobe or Salesforce ecosystems)
• Familiarity with enterprise ecosystems and martech stacks (i.e Adobe or Salesforce)
• Proven track record of identifying, engaging and navigating the long sales cycles of Fortune 500/Enterprise organizations across VP and C-level decision-makers
• The ability to pivot quickly from outbound tasks to engage internally identified high-intent leads ensuring no lead goes cold
• The skill to translate 6sense 'intent data' into highly personalized, relevant messaging that resonates with a prospect's current pain points
• Utilizing Chorus insights to self-coach, refine scripts, and improve discovery questions based on what is actually working in the market
• Seamlessly orchestrating outreach across phone, email, LinkedIn, etc., to surround target accounts
• Managing a complex daily workflow of inbound leads, outbound 'warm' accounts (from 6sense), and administrative CRM hygiene
• You don't just follow a list; you enjoy 'playing detective' with 6sense data to find the best angle into an account
• Comfortable in an 'always-on' environment where you can balance deep-work prospecting with the urgency of a live chat request
• Being open to feedback and constantly reviewing your own performance to sharpen your sales craft
• An early adopter mindset that views sales technology as an accelerator rather than a chore
• You view yourself as a partner to the prospect, not just a seller; you are eager to understand how complex ecosystems like Adobe and Salesforce can solve their business and marketing challenges