Sales Development Representative

About the Role

As a Sales Development Representative (SDR), you will be strategizing with your Sales Teams, reaching out to both Mid-Market and Fortune 1000 companies, and providing valued insights and stories that showcase Actian technology and unique value proposition. With Actian’s data technology fueling your day-to-day analytics to support your selling + our investments in innovative sales automation tools at your fingertips, you will be responsible for prospecting new business, continually learning new skills that will prepare you for the fast track into more senior sales roles in the future – including Senior SDR roles, Territory outside sales, and Enterprise Account Executive roles.

This will be a hybrid position for SDR candidates located in the Austin Texas area.

Key Responsibilities

• Qualify: Gather information needed to qualify 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 and account executives.
• Take ownership to convert small data points & interactions into a new sales opportunity.
• Work in a sales team environment, with SDR’s, Account Executives, Technical Engineering, and Renewal/Customer Success.
• Act as the ‘tip of the spear’ to make the best first impression with new prospective customers, get the meeting, and 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.
• Utilize 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 identified via demand analytics tools or through your 1:1 research of account needs via provided tools.
• Engage: Build relationships and generate engagement/awareness with key decision makers, adapting messaging to different stakeholders, ensuring they understand the value Actian brings and get excited about Actian’s cutting-edge technology.
• Sell: Discover prospective customer pain points and be prepared to tell the Actian story & a few customer success stories to clearly differentiate why Actian is a game changer in multi-cloud data & analytics.

Key Objectives

• 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.
• 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.

Requirements & Tech Stack

• Prior track record of Sales Development role success is preferable.
• 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.
• Ability to use or learn to use modern sales prospecting tools, including: ZoomInfo, SalesLoft/Outreach.

Qualifications

• • 6 mo. + of sales or service experience.
• Active Listener
• Clear communication
• Resilience
• Coachable
• Self-Motivation
• Experience in the world of enterprise SaaS and analytics is a definite plus.
• Prior sales training and experience with Salesforce.com is a plus.

Salary Range: $65,000 - $85,000 a year