Generates qualified pipeline and revenue through account-based prospecting, strategic account research, inbound and outbound lead qualification, and multichannel outreach. Engages decision-makers via phone, email, and digital channels, nurtures prospects, communicates product value, and hands qualified leads to Enterprise Sales Executives. Maintains CRM data integrity, tracks activity and SQL-generation KPIs, uses intent data to identify buying signals, and provides market insights to sales and marketing teams.
The Sales Development Representative (SDR) is a dynamic role focused on generating qualified pipeline and revenue to drive Criteria’s Enterprise sales goals. The SDR will leverage ABM strategies and tactics to target high-value accounts and contacts through account qualification criteria and profiling characteristics of buying committees and influencers. They will engage in proactive outreach to potential customers through phone, email, and digital channels while ensuring a seamless handoff of qualified leads to Enterprise Sales Executives. Additionally, the SDR will qualify inbound leads from various sources, including the website, inbound calls and email.
Responsibilities:
- Conducting strategic account research to identify key decision-makers and business challenges.
- Utilizing a multi-channel approach to engage and nurture potential customers, ensuring a seamless transition of Sales Qualified Leads (SQLs) to Sales Executives.
- Promptly addressing prospect inquiries and effectively communicating Criteria’s solutions for their hiring challenges.
- Achieving key performance indicators related to outbound activity and SQL generation.
- Ensuring the integrity of data management and providing actionable market insights to the sales and marketing teams.
- Maintaining a thorough understanding of Criteria’s product offerings to articulate their value proposition.
- Following established lead management protocols and engaging in continuous learning.
- Leveraging intent data to proactively target organizations with active buying signals and support Sales Executives with additional lead generation initiatives.
Required Knowledge/Skills/Abilities:
- Proven ability to engage and qualify prospects, effectively communicating Criteria’s unique value proposition.
- Proficiency in persuasive written and verbal communication.
- Familiarity with SDR tools such as ZoomInfo, LinkedIn Sales Navigator, Gong, and Salesforce.
- Competence in developing outreach cadences and email templates.
- Understanding of prospect profiles and personas.
- Strong collaboration and teamwork capabilities.
- Insight into industry trends, technologies and competitive landscape.
Base: $55,000 - $65,000 (depends on experience)
Variable Compensation: $38,000
Total available on target earnings: $93,000 - $103,000
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