Sales Development Representative

Summary

Join Actian as a Sales Development Representative (BDR) and become a future top salesperson. Strategize with fellow SDRs, reach out to mid-market and Fortune 1000 companies, and showcase Actian's technology. Utilize data technology and sales automation tools to prospect new business and develop skills for advancement to senior sales roles. As the 'tip of the spear', you will make the best first impression with prospective customers, generating meetings and showcasing Actian's value. This remote position is based in the Pacific Northwest and offers a fast-paced, growth-oriented environment.

Requirements

• 6 mo. + of sales or service experience
• You're a confident communicator, comfortable speaking with managers, executives, and customers via phone, e-mail, and multi-channel (social media)
• A measurable track record of succeeding in a goal-oriented environment
• You're creative and a self-starter, with a desire to help people see a problem in a new light
• You act independently when necessary, creating and executing plans for improvements and implementation
• Creativity, persistence, and inquisitiveness about data, analytics, and new technology, combined with the desire to help enterprises solve problems in new ways
• A team player, self-motivated, results driven, with excellent communication and organizational skills
• When you find problems, you look to identify solutions
• Strong written and verbal communication skills
• Experience with email cadence/template development

Responsibilities

• Qualify: Gather information needed to qualify the prospects and document the information into a winning sales plan in salesforce.com
• Stay organized and synthesize and report learnings from your client interactions on a regular basis to sales management, account executives – and take ownership to convert small data points & interactions into a new sales opportunity Working in a sales team environment, with SDR’s, Account Executives, Technical engineering, and Renewal/Customer success
• The Business Development Representative is the ‘tip of the spear’ that makes the best first impression with all new prospective customers – you get the meeting & create the best first impression
• Utilize cutting-edge front-line sales & prospecting tools (including Actian Avalanche -Customer 360) to creatively plan and connect with prospective customers
• Prospect: Identify and prioritize accounts that are most likely to generate revenue based on your territory and teaming with local sales management, account executives, and Actian’s ideal customer profile
• You will have the most cutting-edge technology enabling prospect scoring/prioritization (example – digital web traffic, highly engaged prospects that require higher outreach)
• Outreach: Plan how to get in touch with accounts and conduct outreach in a modern sales methodology and capacity
• Utilize best first impression across multi-channel selling to differentiate Actian (phone, email, social media)
• Call into strategic accounts with a defined requirement that you have identified via our demand analytics tools, and/or through your 1:1 research of the account needs via tools provided
• Engage: Build relationships and generate engagement/awareness with key decision makers, adapting messaging to the different stakeholders, making sure they understand the value we bring and get excited about Actian’s cutting edge technology
• Sell: discovery prospective customer pain points and be prepared to tell the Actian story & a few customers success stories to clearly differentiate why Actian is a game changer in multi-cloud data & analytics
• Qualify accounts, including multiple prospects within one account/department leading to new sales opportunity creation – manage and develop leads in your territory in a strategic manner
• Lead account and prospect research to build a world-class customer database for your territory in an organized manner utilizing advanced prospecting tools at your fingertips
• Contribute to and develop key messaging and content to drive repeatability against our Ideal Customer Profile, Targeted Personas, and 1:1 Account ABM
• Consistently achieve qualified meeting/opportunity creation quota and productivity goals for your territory
• Manage an organized territory plan, and maintain Salesforce.com with precision to represent your territory to sales management and roll-up clean reports for the entire sales extended team follow-up and management of identified opportunities

Preferred Qualifications

• Prior track record of Sales Development role success is preferable
• Experience in the world of enterprise SaaS and analytics is a definite plus
• Prior sales training and experience with Salesforce.com is a plus
• Ability to use or learn to use modern sales prospecting tools, including: ZoomInfo, SalesLoft/Outreach

Benefits

This will be a remote position for SDR candidates located in the Pacific Northwest Region (Washington, Oregon, Idaho, Montana)