The Business Development Representative I - EHS is responsible for prospecting, qualifying and generating new sales leads to support Sales Account Executives (AEs) in assigned territory. The BDR is a highly motivated, self-starter able to identify and develop new business prospects from multiple sources including inbound marketing leads, prospect lists, discovery and individual research.
As a Business Development Representative (BDR) at HSI Donesafe, you will be a key player in driving our sales efforts by managing inbound lead qualification and conducting outbound prospecting to high-intent leads. You will be responsible for creating new sales opportunities, scheduling meetings, and building a strong pipeline that contributes directly to our revenue goals.
This role involves a mix of inbound and outbound engagement, focusing on driving conversations with qualified prospects, managing follow-ups, and ensuring the smooth transition of leads through the sales process. Your success will be measured by your ability to meet specific targets for meetings, opportunities, and revenue alongside meeting required activity levels.
Key Accountabilities
* Respond to marketing generated leads: Follow immediately to all inbound leads and cadence these leads to ensure ongoing communication in an effort to set meetings for sales team members.
* Pursue outbound opportunities: Leverage diverse sources of information such as intent data, website visitors, live chat, LinkedIn, events, and marketing campaign engagement to create new outbound opportunities, build connections, and advance relationships through the sales funnel.
* Drive consideration: Guide prospects from awareness and interest to active consideration of both the solution and the brand, ensuring higher conversion rates to opportunities and increasing the likelihood of closing deals.
* Help build relationships: Build trust through a multi-touchpoint process, creating rapport by educating prospects, understanding their pain points, and qualifying needs.
* Nurture pipeline: Actively build, maintain, and engage a nurture pipeline of prospects across industries.
* Accelerate sales pipeline: Collaborate closely with the sales team to accelerate the sales pipeline by maintaining active engagement with prospects throughout the process.
* Stay engaged through deal close: Work closely with both sales to ensure prospects in the pipeline are actively progressing.
* Expand revenue: Focus on driving up-sell and cross-sell opportunities after closed-won deals.
Lead Coordination & Allocation
* Responsible for managing lead capture, qualification and triage of inbound leads.
* SDRs are expected to maintain data accuracy by promptly logging all activities, notes, and follow-up engagements into SFDC.
* Oversee and manage the centralised lead coordination process.
* Qualify and book demo/sales appointments based on understanding budgets, decision-making process, need and timeline.
* Work closely with Field Marketing Manager to ensure success of marketing demand generation campaigns.
Lead Generation
* Engage warm lead prospects generated by marketing.
* Generate new business opportunities through dedicated prospecting via “warm calling”, email and LinkedIn outreach.
* Drive uptake and higher response rates across events/webinar registrations.
* Nurture warm prospects previously engaged through marketing led campaigns.
* Help cross-sell and up-sell by leveraging existing customer bases.
* Re-activate and re-engage un-converted lead opportunities.
* Support lead generation efforts through Live Chat.
* Participate in marketing led events to help generate prospects.
* Maintain an accurate record of all activities and account information in Salesforce.
Minimum Requirements
* Minimum of 3 years of experience in Sales Development or Business Development within B2B SaaS companies.
* Proven track record of successfully prospecting and qualifying mid to enterprise-level markets in the B2B SaaS sector.
* Exceptional communication skills with the ability to articulate complex SaaS products and solutions.
* Working knowledge of B2B SaaS business models, sales cycles, and industry trends.
* Self-motivated and driven, with a consistent history of meeting and exceeding performance goals.
* Experienced with LinkedIn Sales Navigator and other prospecting tools.
* Proficient in Salesforce CRM and other relevant B2B SaaS sales tools.
* Genuine interest in emerging SaaS technologies.
* Bachelor's degree in Business, Marketing, Computer Science, or a related field preferred.
* Certifications in B2B sales methodologies are a plus.
Competencies
* Adaptability: Ability to modify approach in the fast-paced B2B SaaS market.
* Communication Excellence: Exceptional interpersonal, verbal, and written communication skills.
* Grit and Resilience: Demonstrates the desire to meet goals, persevering through challenges.
* Time Management and Prioritization: Effectively balances multiple tasks.
* Initiative and Proactivity: Identifies opportunities and takes action.
* Continuous Learning: Proactively deepens knowledge of B2B SaaS products.
* Consultative Selling Approach: Understands client business needs and communicates value propositions effectively.
We offer a competitive compensation structure for our Sales Development Representative (SDR) roles across the EMEA region:
• Base Salary: €25,000 - €40,000 per annum
• Commission: Uncapped earnings potential
• On-Target Earnings (OTE): €41,600 - €67,000 per annum
Where an applicant will ultimately fall within the stated range depends on various factors. Join our team and unlock your earning potential in this dynamic sales role!
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