Business Development Representative

Summary

Join Wrike as an Inbound Sales Representative and drive business growth within a defined set of accounts. You will analyze customer data to identify expansion opportunities, understand buyer personas, and tailor communication effectively. Collaborate with Account Managers to develop and execute account strategies, actively seek new contacts, and conduct research to personalize outreach. Utilize sales tools to enhance outreach and maintain comprehensive records. Assess the suitability of opportunities, persuade prospects to engage with Account Managers, and qualify new opportunities. Partner with sales teams to refine account-specific messaging. This role requires 1-2 years of sales experience (Tech/SaaS preferred).

Requirements

1-2+ years of successful sales experience (Tech/SaaS Preferred)

Responsibilities

• Analyze customer personas and target audience demographics in current accounts to generate leads and identify expansion (cross-sell) opportunities
• Understand buyer personas and market needs within existing accounts to tailor communication effectively by adopting a solution-selling approach
• Perform research on competitors, consumer behavior, market trends, product developments, and lead acquisition methods to inform strategy and identify opportunities for cross-selling
• Identify new prospects within existing customer accounts by analyzing business workflows and leveraging insights from customer interactions to discover potential sales opportunities
• Collaborate with Account Managers to develop and execute account strategy, ensuring alignment on goals and approaches to maximize revenue growth within current accounts
• Actively seek out additional contacts and decision-makers in existing accounts through channels such as networking, referrals, and research, emphasizing the value of Wrike
• Conduct research on prospects and their organizations to personalize outreach via email, phone, and LinkedIn, showcasing how our solutions address specific challenges faced by the account
• Utilize tools such as LinkedIn Sales Navigator, Salesloft, and Salesforce to enhance outreach efforts, manage workflow efficiently, and maintain comprehensive records of account activities
• Compile lists of potential leads within accounts and contact them with relevant information through a variety of communication channels, focusing on solution selling
• Assess the suitability of potential opportunities within accounts by understanding their needs, budget, and decision-making processes to ensure alignment with our solutions
• Persuade prospects within current accounts to engage in calls or meetings with a Wrike Account Manager through targeted outreach strategies, including solution-focused and tailored email campaigns
• Qualify new opportunities within accounts to improve conversion rates and route qualified opportunities to the appropriate Account Manager, emphasizing how our solutions meet account-specific needs
• Partner with sales teams, including other ISRs, Senior Sales Executives, and Marketing, to refine and perfect account-specific messaging, aligning with business workflows needs and solution selling

Preferred Qualifications

• Experience handling the full sales cycle from qualification to close
• Experience handling customer relationships and using those relationships to expand business
• Experience with solution selling
• Outbound sales calling experience
• Experiencing filtering through a large number of inbound leads/trials, and promptly following up on those leads
• Ability to conduct end-user demonstrations over video conferencing/zoom

Benefits

• Comprehensive Health Coverage: Enjoy medical, dental, and employer-paid vision insurance
• Security & Support: Benefit from life insurance and employer-paid short- and long-term disability
• Financial Well-Being: Build your future with our 401(k) plan featuring an employer match along with FSA/HSA benefits
• Generous Parental Leave: Cherish every moment with 18 weeks of leave for birth mothers and 4 weeks for non-birth parents
• Community Connections: Engage with our vibrant Wrike Employee Resource Communities (WERC) to connect, grow, and thrive
• Flexible Time Off: Our flexible time off (FTO) policy empowers you to balance work, personal matters, and well-being on your own schedule
• Home Office Support: Enjoy a $500 Working-from-Home stipend to create a comfortable and productive home office
• Celebration & Service: Enjoy 11 paid holidays and 2 volunteer days to rest, recharge, and give back