Sales Development Representative

The Scalable Company is dedicated to helping entrepreneurs systemize their businesses for successful exits. The Sales Development Representative will generate and conduct consultative discovery calls with potential clients, manage pipeline deals, and be accountable for meeting key sales metrics.

Responsibilities:

• Prospect for sales-qualified leads (SQLs) in the CRM task lists and views provided using the SDR outreach cadence. Prioritize the highest-value leads based on engagement recency and engagement volume
• Manage inbound meetings by communicating with leads who have scheduled an inbound discovery call to establish trust, connection, and authority before the meeting
• Field inbound SMS and emails
• Establish high status and leadership from the beginning of each triage conversation
• Uncover the prospect’s current situation and desired situation while qualifying the prospect. A qualified prospect has a problem we can help solve, wants help solving the problem now, and has the time and financial resources available to leverage our solution
• Set expectations with the prospect regarding why, how, where, and when they should show up to the business consultation in a way that builds the credibility of our company and the Account Executive
• Send an ‘Immediate Confirmation’ containing an educational resource and a relevant case study for the prospect to consume prior to the business consultation
• Send a ‘3-Way (you, the prospect, and the Account Executive) Confirmation’ such that the prospect’s relationship with the AE is developed prior to the business consultation (you, the prospect, and the Account Executive)
• Send a ‘Day Before Confirmation’ to the prospect. If the prospect does not confirm before the sales team meeting the following morning, send a ‘Morning Of Confirmation.'
• Communicate with the Account Executive and nurture the prospect by following up every 3-7 days after the initial meeting. This will maximize the odds of closing the sale until the prospect is closed lost or closed won
• Submit an EOD report at the end of each workday
• Submit KPIs EOD at the end of each workday
• Log and update each meeting booked in the SDR CRM at the end of each workday
• Submit a synopsis for each meeting booked
• Log notes for every triage conversation held in the CRM
• Attend x1/week 30-minute 1-1 with the Sales Development Manager
• Attend x5/week 30-minute Sales Department Meetings
• Attend x1-3/week 60-minute Sales Development Training Sessions

Requirements:

• Previous experience as a Sales Development Representative or in a similar role
• Proven track record of achieving or exceeding sales targets and quotas
• Strong prospecting and cold-calling skills
• Excellent communication and interpersonal skills
• Ability to build rapport and establish relationships with potential clients
• Self-motivated with a competitive mindset
• Ability to work independently and as part of a team
• Proficient in using CRM software and other sales tools
• Knowledge of the entrepreneurial and small business landscape is a plus