My client balances business needs and their commitment to due diligence, National Historic Preservation Act (NHPA), National Environmental Policy Act (NEPA), and other regulatory compliance. They have the knowledge, experience, and drive to help their clients achieve their goals.

My client focuses on Land Development, Energy Generation and Transmission, Oil and Gas, Communications, Transportation, Federal Government, State & Local Government, Mining, and Tribal to make sure they are complying before doing any building or construction.

This a REMOTE position and you will be calling across the United States.

We are looking for Inside Sales Reps that have around 2 years of phone sales experience and a Bachelor’s Degree.

You will report to the Vice President of Sales.

The Sales Development Representative (SDR) will join a strong Sales Team that values collaboration, communication, and transparency selling cultural resources services to buyers responsible for government compliance mandates. The SDR researches prospective customers, and qualifies, disqualifies, or places prospects into nurture queues using a prescribed lead management process. The SDR is accountable for filling the top of the sales pipeline with quality sales-ready leads for the sales team to pursue, and research strong-fit companies for pursuit by the sales team.

SDRs foster customer outreach (via email, cold calls, social media, and other creative channels), conduct market research, and maintain appropriate level of knowledge regarding the company’s cultural resources solutions and service offerings. The SDR will conduct exploratory conversations with potential customers, use business acumen to identify how we could help them with their cultural resources needs and successfully position the company’s value proposition. The SDR also qualifies inbound leads that come from the Marketing Department by aligning customer business objectives to the company’s cultural resources offerings. The SDR will continue to nurture relationships with those prospects who aren't ready to buy through the use of the phone, email, and social media.

The SDR will schedule meetings and source early-stage sales qualified leads for Account Executives and Strategic Account Executives to begin the sales process. The SDR is expected to meet assigned goals while also ensuring a positive customer outreach experience. The SDR function is critical to building a strong pipeline and ensuring the company meets its revenue targets. The SDR allocates 30% to outbound prospecting/receiving direction from AEs and Office Principals, 30% to inbound activities primarily responding to Marketing Qualified Leads, and 40% researching buyers in commercial businesses and public entities.

Responsibilities

• Generate new clients through research, cold calling and networking within a defined market.
• Maintain a high level of expertise on the company’s cultural resources industry solutions.
• Collaborate with colleagues to exchange information such as selling strategies and marketing information.
• Support all lead generation campaigns executed by the Marketing Department.
• Access, research, and qualify leads, which include:
  Existing Marketing Qualified Leads (MQLs).
  New markets and account opportunities.
  Exceed opportunity goals through consistent follow up and messaging. Quickly identify prospect needs and execute core messaging to increase sales velocity of qualified leads.
  Email and cold call potential customers within territory.
  Prospect social sites (e.g., LinkedIn), as well as business directories (e.g., Hoovers, ZoomInfo) and other venues
  Identify decision makers within customer’s organization
  Research potential customers’ business and service needs
  Plan approaches and pitches
  Follow established cadence for daily outreach.

Make 20–40 outreach attempts per day (estimate.)

• Once contact is made:
  Conduct prospect needs analysis.
  Recommend and negotiate appropriate services/products.
  Qualify prospective customers through targeted questioning using BANT qualification criteria.
  Handle objections, using variety of styles to persuade and/or negotiate.
  Lead Conversion

Convert MQLs to Sales Accepted Leads (SALs. collaborate primarily with AEs to schedule prospect calls.

Access multiple databases:
ZoomInfo
Social Media (LinkedIn, Twitter)
Marketing automation system (HubSpot)

CRM system (Salesforce)
Record accurate data in Salesforce.
Maintain organized pipeline and activity records in Salesforce.

Relationship Management
Assist Sales Department and collaborate with Marketing Department in devising campaigns as needed.
Establish strong working relationship with AEs to better understand the company’s value proposition.

Qualifications and Requirements

·      Bachelor’s degree preferred;

·       2+ years of relevant phone selling experience is a plus.

·       Results-oriented mindset, with ability to achieve sales objectives and targets.

·       Capable of in-depth research and ability to prospect new account opportunities.

·       Persistent, self-disciplined, confident, competitive, and organized.

·       Comfortable in cold-calling and managing resistance and pushback from prospects. Demonstrates active listening skills.

·       Capable of quickly learning service offerings and products to communicate company’s value proposition to potential customers. Demonstrates effectiveness in linking services to potential customer needs.

·       Proficient in MS Office and email systems.

·       Knowledge of Salesforce and Marketing Automation tools a plus.

·       Excellent verbal and written communication skills.

·       Ability to work well in fast-paced environment.

Base Salary of $55,000 per year plus commissions…OTE is $75,000 - $80,000 first year

Great Benefits plan including medical, dental, vision, vacation pay, 401k, etc.