Senior Sales Development Representative
Richardson Sales Performance is the global leader in sales training and performance improvement. When sales professionals across the globe want to advance their careers, they turn to Richardson for training and help. So, it’s no surprise that many of the world’s top sales leaders, thinkers, trainers, and other professionals ultimately chose to work for Richardson itself. Not only has Richardson been an industry leader since 1978, but this is where the latest thinking in agile sales training and other innovations are continuing to be developed. And because the same highly personalized approach that we take to sales training informs our approach to employee development, Richardson has created the ideal environment for great careers to take off. Richardson – This is where it gets real.
Our company is growing & evolving and now is an exciting time to join our team.
That’s where you come in …
The Senior Sales Development Representative (SDR) will hold a key position in the development and growth of our sales pipeline. More than your average SDR, this role will be successful through the use of various new sales tech stack platforms, intent data, and personalized outreach in order to fuel the continued growth and evolution of Richardson. You will support the Regional Vice President(s) of Sales as you identify new contacts and opportunities at the prospect and customer level. You will help to identify the customer’s unique needs and clearly convey the value of Richardson’s solutions. You are responsible for both:
- Establishing outbound, account-based outreach using intent data from various sources in the marketing and sales tech stack
- Nurturing inbound marketing contacts that are in very early sales stages, often with no defined need.
With a goal of creating more qualified leads for the sales organization, you will master what accounts are in the buying cycle, what prospects are active, and maintain contact with the prospects (and/or customers) until they are ready to meet with an RVP. Once you get that signal, you then work to feed all relevant information to a member of our sales team so we can create the best solution and win a client. The ideal candidate shares our passion for relentless pursuit of excellence and brings best-in-class ability to engage with prospects and provide a thoughtful approach to lead hand-offs. The ideal candidate will have the potential to grow into a future RVP position managing large key accounts with one of the best renowned sales companies in the world!
Primary Responsibilities:
- Research and understand market and industry trends to ensure messaging aligns with current goals and challenges of the Richardson’s target personas and customers.
- Identify what accounts are currently in a buying cycle and ensure outreach reflects their current stage of the buying journey.
- Build out target lists of contacts for named accounts, maintain and update active contact records.
- Use sales and marketing tech stack to access intent data to build personalized messaging for named accounts and prioritize outreach efforts.
- Build and implement outbound campaigns into named accounts using sales tools.
- Develop and maintain data hygiene processes best practices regarding contact and lead management.
- Maintain up-to-date contact information for key alumni decision makers; build campaigns for key decisions makers as they move to new target organizations.
The SDR will showcase their ability to:
- Demonstrate Value: Promotes and sells Richardson’s value proposition to new and inactive prospects and inbound marketing leads.
- Maintain Persistence in Pursuit: Must maintain a high activity level with current prospects via telephone, email, social networking, and other modes of communication as appropriate; the use of new tech stack platforms to access intent data to build campaigns is key in this role.
- Research & Document: Adheres to established sales and marketing activity requirements including maintaining current records, contacts and activities/opportunities using our CRM system (SalesForce.com) and sales engagement platform Salesloft.
- Collaborate: Prepare sales organization for productive conversations with qualified leads; utilize deep knowledge of our existing client base – broadly speaking and intricacies of our most prosperous client relationships; maintain a deep understanding of Richardson’s solutions, product team and client service team operations, and be able to condense and express our thought leadership on selling and training.
- Create a Feedback Loop: Provides reports on results and strategy to Vice President of Marketing on a regular basis and provides the team with impressions about effectiveness of campaigns via responses to the SDR outreach.
Desired Skills, Abilities and Experience:
- 2-3 years of account executive/inside sales experience with the proven ability to sell business-to-business or professional services solutions (such as training, consulting, or recruiting services.)
- Bachelor’s Degree in Sales/Marketing preferred; equivalent work experience could be substituted.
- Proficient in using marketing and sales tech stack: Salesforce, Salesloft, Zoominfo
- Excellent organizational, written and verbal communication skills required.
- Strong business acumen; must be able to carry conversations with all levels of prospect contacts including C-Suite (Sales Enablement, Sales, SVPs, Directors, etc.)
- Passion for selling and engaging in high value conversations for prospects.
- High attention to detail required.
- Strong research and preparation skills required.
- Ability to manage multiple responsibilities and tasks and manage time effectively.
- Ability to be self-directed and autonomous with work activities is required.
- Aptitude towards collaboration and teamwork required, experience collaborating with marketing preferred.
- Eligible for a quarterly bonus of $1,250, this is not a commissioned position.
- Salary range will be dependent on experience.
