Sales Development Representative

• Drive revenue pipeline through outbound prospecting and following up on marketing sourced leads
• Support sales organization by proactively identifying, nurturing, and creating new opportunities with prospects
• Act as the first point of contact with prospects
• Bridge the gap between Marketing and Sales to grow business
• Manage a holistic territory plan with Account Executive counterparts
• Build relationships with in-market buyers in target accounts
• Leverage intent-based data to prioritize and tailor outreach
• Use tools such as Salesforce, Outreach, LinkedIn, and other prospecting tools
• Research accounts, identify key contacts, and craft targeted messaging
• Communicate value proposition across solutions including content, commerce, intelligence and experimentation
• Work with new prospects to understand their challenges and goals
• Accurately scope business requirements
• Facilitate engagement with Account Executives and Solutions Consultants
• Create a prescriptive follow up plan for new opportunity creation
• Manage a multi-million-dollar book of business
• Contribute to 50% of overall company generated pipeline and 20% of all closed won opportunities
• Manage a territory coverage plan of ~100 accounts
• Create individualized industry and persona-based marketing content
• Conduct extensive corporate research
• Navigate company structure to identify buying committee members
• Conduct a value assessment with a prospect
• Understand marketing technology ecosystem
• Research target account list and determine strategic approach to outbound
• Book meetings with accounts
• Provide weekly pipeline forecasts to manager and regional Sales Vice Presidents
• Achieve daily call, email, LinkedIn outreach metrics
• Partner with local field marketing, Sales and presales teams to create account-based engagement programs

• Adaptability
• Coachability
• Drive/Achievement with a strong track record of performance
• Team Orientation
• Process Orientation/Focus
• Detail oriented, organized mindset with ability to manage time effectively
• Curiosity about people, technology and business
• Excellent listening skills
• Strong persuasion and negotiation skills
• Excellent communication (written and verbal), presentation, and client relationship skills
• Technological Savvy with strong Internet, email, and Microsoft application skills
• Understanding of Salesforce would be useful
• Maturity/Professionalism
• Bachelor's degree or equivalent experience
• Driving for Results
• Learning Quickly
• Accepting Responsibility
• Managing Time
• Communicating Effectively

Understanding of Salesforce