At Espial, Sales Development Representatives (SDRs) are responsible for identifying and creating new qualified sales opportunities for the Sales Team. SDR’s manage the inbound lead activity, qualifying active buying interest and developing opportunity in prospect accounts. SDRs also coordinate and execute multi-target outbound sales programs for target accounts. This requires daily research, prospecting, and outreach (email, call, social, direct mail) activities to secure a sufficient flow of additional qualified opportunities to build pipeline and achieve more revenue goals.
The SDR is a capable and dynamic individual who will bring a broad range of experiences and a tenacious, and coachable attitude to the team. They’ll be comfortable with technology and have a strong desire to learn and grow. Comfort working cross functionally as well as interacting with executives is a must. Strong attention to detail and the ability to quickly internalize and put feedback and coaching into practice will be critical to the success of the SDR. You will be responsible for providing a great first impression, qualifying who should be passed to Sales, and feeding insights gleaned from your conversations back to the rest of the organization.
Espial is publicly traded company, headquartered in Ottawa, Canada, with R&D centers in Seattle, Silicon Valley, and Lisbon, Portugal and with sales offices in North America, Europe and Asia. It makes software that helps traditional Pay TV providers world-wide to transform legacy TV businesses to next-generation IPTV video solutions.
Elevate is Espial’s industry-leading solution for next-gen video. With this fully-hosted TV-as-a-Service (TVaaS), operators are empowered to launch new services quickly and efficiently across cable, IPTV and App-based networks, taking advantage of traditional STB technologies, as well as Android TV, Roku, FireTV, AppleTV, and mobile devices.
What you need to do:
Proactively connects with prospective customers through outbound calls to understand their needs and educate them Espial’s SAAS product offering.
Manages pipeline with a wide range of customers in Salesforce to maximize ROI and gain market share
Generate new leads thought outbound calling and prospecting
Follow up with leads generated by various marketing programs, sales campaigns and target account prospecting
Develops relationships and manages assigned leads and pipeline to continuously generate revenue growth for the organization
Stays organized to accurately maintain forecast and pipeline to ensure quota achievement
Communicates effectively with prospects, customers, peers and leadership
Maintains data integrity of internal systems, pipeline and CRM data
Persuade Director, VP, and C-level executives of the value of our full suite of the company’s applications.
Interact with prospects via telephone, email, social media, and direct mail channels.
Research accounts identify key players, map org charts, generate outbound interest and develop accounts to stimulate opportunity.
Disseminate opportunities to appropriate Sales Executive, educating them as necessary about the opportunity.
Successfully manage and overcome prospect objections.
Become a trusted resource and develop superior relationships with prospects.
Update lead scoring and prospect interaction in salesforce.com (or other appropriate tools) to ensure efficient lead management.
Consistently achieve qualified opportunity quotas to ensure revenue objectives.
Provide closed-loop feedback to ensure continuous process optimization.
Delivering individual daily/weekly activity volume, sales meeting goals, and opportunity production while focusing on the success of the team and account executives.
What you need to bring with you:
Sales training, and CRM / Salesforce.com experience.
Proven track record achieving measurable Inside Sales or Sales Development Representative (SDR) goals in an automated sales environment where accurate entry and management of lead data in a CRM system was required.
1-2+ years’ experience in B2B SaaS or software sales.
A self-starter with a track record of successful, credible lead follow-up and sales development at multiple executive levels within an organization.
High energy and passionate
Sales Development Representative or Inside Sales experience in the high-tech industry SaaS based software products
Strong interpersonal and communication skills with the ability to convey them over the phone
Ability to understand and convey complex technical concepts in a clear and concise manner
Proven ability to perform in highly competitive environments
Discipline to follow up on daily tasks, have attention to detail and have strong organizational skills
Operates efficiently under pressure
Excellent Health Benefits, downtown location, access to a fitness facility, paid parking or bus pass