Senior Sales Development Representative

Payscale provides compensation intelligence and AI-powered technology to help organizations make smarter pay decisions. The Senior Sales Development Representative identifies and qualifies prospective buyers, develops enterprise opportunities with Account Executives, communicates product value to decision-makers, and contributes market intelligence to sales, marketing, and product teams.

Responsibilities:

• Collaborating with full cycle Account Executives to develop quality opportunities within enterprise organizations across the country
• Qualifying leads by acting as a consultant where we seek to understand prospects needs and address them head on
• Prospecting into accounts by employing innovative techniques and strategies for researching prospective companies and potential buyers to target with persona specific communication via email, phone, and LinkedIn
• Overcoming objections and effectively communicating Payscale’s value propositions to key decision makers such as Senior Managers and Executives regarding appropriate product offerings
• High level knowledge of product offerings
• Staying current on industry trends and maintaining high level knowledge of competitor’s product offerings
• Maintaining up to date records and providing valuable market intelligence to Marketing, Sales, and Product teams in sales tools like Salesforce and Outreach
• Achieving monthly pipeline goals set by sales management
• Continuous learning through mock calls, formal training, and regular coaching and feedback
• Month 1: During your second week, you'll travel to our Buffalo, NY office for 3 days of dedicated in-person enablement; including live training and team connection, with travel days on either end. This is how we set every new SDR up with the foundation, relationships, and momentum to hit the ground running
• Month 3: You will have learned the ins and outs of the role through a combination of classroom style training, frequent practice and feedback, shadowing your team members and scheduling discovery meetings for Account Executives. You will be partnering with an Account Executive to strategically prospect a territory for new opportunities and continuing to hone your skills in discovery, objection handling, and targeted messaging
• Month 6+: You will be a leader on the team and take an active part in improving the team as a whole, as well as assisting newer colleagues and developing more advanced sales skills

Requirements:

• Bachelor's Degree or equivalent experience
• Proficiency with Salesforce or a similar CRM
• Proficiency with sales enablement tools such as Outreach/Salesloft, Highspot
• Curious and active listener: You have a deep hunger to learn, coupled with a willingness to experiment. You ask a lot of questions. You recognize there is a difference between "hearing" and "listening" and you even pick up on what's not being said
• Resilient and self-motivated: You're always striving to build upon previous successes. You realize that the quickest path to success is through quick failures, so you aren't afraid to jump in and try something new
• Detail oriented: The little things matter! You're able to craft a process that keeps you on track
• Tech savvy: you love experimenting with new technology, and you quickly learn and adapt to new processes
• Exceptional verbal and written communicator: You are clear, concise, professional, and engaging over the phone. You have the ability to write a confident, persuasive, and professional email
• Collaborative: When we all succeed, we're better for it. You share your recipe for success without even being asked
• Salesforce or a similar CRM
• Outreach or a similar sales enablement platform
• MS Office Suite, especially Outlook
• 3+ years of professional experience, preferably 1-2 years in sales including phone-based lead generation, inside sales and/or business development activities, territory planning, and outbound prospecting