Sales Development Representative

Company: 15five
Location: Raleigh
Posted on: June 12, 2021

Job Description:

Our Sales Development Representatives are an integral part of the Revenue Organization and are responsible for qualifying leads at the initial stages in the sales funnel. SDRs research potential clients, connect with and educate prospects, and qualify leads before passing them on to the Account Executive team. Outbound reps are responsible for researching and prospecting into target customers, identifying needs, introducing 15Five, and generating an evergreen pipeline of prospects and accounts. This is the perfect role for someone who thrives in a dynamic team, is curious and passionate, is a self-motivated, driven individual looking to build the foundation for their SaaS B2B Sales Career!

Schedule / Work Location

This is a full-time, salaried exempt position. The typical work week will be Monday through Friday, between the hours of 8:30 am and 5:30 pm, working an expected 40+ hours/week. Due to this role supporting varying time zones, there may be some early morning or after hours meeting requirements.

Reports to:

Sales Development Manager

Key Areas of Focus:

• Prospecting
• Cold Calls/Email sequences
• Data and quota management
• Lead qualification

Prospecting

• Research prospect contact information and curate creative techniques to get in touch with them.
• Diligently nurture and qualify leads from various channels including MQLs and outreach efforts.
• Prospect into warm and cold accounts that are not engaged in an evaluation of 15Five. This should be guided by an Account-Based Marketing strategy in conjunction with your AE.
• Assist and host in-office industry events such as conferences, dinners, meet-ups, and webinars.

Cold Calls / Email Sequences

• Drive 15Five revenue and growth through emails, phone calls with a focus on setting appointments for your Account Executives
• Schedule and conduct qualification calls with target accounts ranging from Fortune 1000 to mid-market companies, by building relationships with C-Level execs, VPs and Directors

Data and Quota Management

• Hold yourself accountable for meeting and exceeding quotas by being a master at understanding our product and also know how to sell it successfully
• Work closely with Sales & Marketing on various projects that are in support of the entire SDR team
• Be determined and diligent: Conduct high volume outbound call and email campaigns into target accounts until meetings are set and opportunities are created
• Hit and/or exceed weekly quota to ensure territory revenue objectives are met, contributing to the continued rapid growth of 15Five
• Participate in regular training & informational sessions including shadowing Account Executives on demos, and learning the ins and outs of software tools like Salesforce.com, Outreach.io, Zoom Info, Zoom.us, and Linkedin Sales Navigator

Lead Qualifications

• Educate prospects on the value of 15Five continual performance management solution

Required Experience / Skills / Attributes

• Passion for helping companies become a source of inspiration and growth for their employees
• Strong written and verbal communication skills
• You are highly motivated, confident, tenacious and a self-starter
• Excited to be a part of an early-stage, high-growth startup and the opportunity to accelerate your career development
• Ability to thrive in a fast-paced, high-growth, rapidly changing environment
• Willing to master the 15Five product and be a resource and coach for prospects
• Demonstrated coachability, curiosity, and motivation
• Willing to take risks while also effectively collaborating with a dynamic team
• Experience in selling software solutions is a HUGE plus
• Experience with Salesforce and Salesforce integrated products

3 Months Desired Impact

• Complete 15Five's new-hire onboarding and job-specific training for the SDR role Identify needs for your team and role and build your OKRs for the quarter, including your self-development objective
• Create a list of at least 100 accounts with an average of 5 prospects each in your Outreach queue that you're actively contacting
• Consistently maintain or exceed an average of 50 calls/50 emails per working day
• Consistently schedule at least 15 discovery appointments for the AE team with no less than 8 being qualified by the AE team per month
• Pass cold call exercise with Sales Leadership
• Consistently be present in the office and hold working hours between the hours of 8:30 am to 5:30 pm (local time) to reach prospects during their working hours and to participate in real-time training and coaching.

6 Months Desired Impact

• Consistently exceed an average of 50 calls/50 emails per working day
• Keep up with call/email activity and have no more than 200 past due tasks at any given time
• Consistently schedule at least 15 discovery appointments for the AE team with no less than 8 being qualified by the AE team
• Maintain a list of at least 150 accounts with an average of 5 prospects each in your Outreach queue that you're actively contacting
• Work a list of named strategic accounts with an assigned AE counterpart
• Miss quota for no more than 1 month out of any 3-month rolling period

12 Months Desired Impact

• Consistently exceed an average of 50 calls/50 emails per working day
• Keep up with call/email activity and have no more than 200 past due tasks at any given time
• Maintain a list of at least 150 accounts with an average of 10 prospects each in your Outreach queue that you're actively contacting
• Work a list of named strategic accounts with an assigned AE counterpart
• Consistently schedule at least 18 discovery appointments for the AE team with no less than 10 being qualified by the AE team
• Miss quota for no more than 1 month out of any 3-month rolling period
• Shadowing AE discovery/demo calls
• Regularly attend AE trainings
• Based on achievement of rolling quota and role availability, you should be eligible to interview for other roles within RevOrg/15Five

Sample Week In The Life

• Monday: Internal boost/rev org meetings, prospecting, following up on emails/tasks, team stand-ups, qualification calls
• Tuesday: Prospecting, cold calling, email sequencing, team trainings, qualification calls
• Wednesday: Company-wide boost call, prospecting, cold calling, email sequences maintenance, qualification calls
• Thursday: Prospecting, cold calling, email sequences maintenance, qualification calls
• Friday: Company-wide boost call, prospecting, cold calling, email sequences maintenance, qualification calls, team trainings

15Five Universal Attributes

• Openness to vulnerability, self-reflection, and receiving radically candid feedback to grow personally and professionally
• Curious and committed to innovation and continuous learning and growth
• Self-motivated, self-responsible and self-accountable

ABOUT 15FIVE

15Five is a people and performance platform that instantly upgrades each and every manager. It works by combining employee engagement, continuous performance management, and manager effectiveness software with education, services, and community. At the heart of our approach is Best-Self Management, an evidence-inspired strategy for cultivating world-class managers and transforming organizations by unlocking every employee's potential. With our holistic solution, CEOs, HR leaders, and managers create highly-engaged, high-performing organizations.

We work with over 2,000 forward-thinking companies that use our solution to bring out the best in their people, including big brand names like Credit Karma, WP Engine, Adobe, and Fitbit. 15Five is backed by Next 47, Origin Ventures, Point Nine Capital, and Matrix Partners. Its headquarters are based in San Francisco, with offices in New York and Raleigh, NC. The company is working 100% remotely during the COVID-19 pandemic.

We're excited to continue building out a diverse team that prioritizes inclusivity and celebrates everyone's unique identity. To support our people, 15Five believes in flexible working arrangements, non-gendered Parental Leave, Flexible Time Off, Sick Time Off and extensive training and development including but not limited to Diversity, Equity & Inclusion, Best-Self Management, strengths discovery and alignment and Manager specific development opportunities.

Research shows that while men apply for jobs when they meet an average of 60% of the criteria, womxn and other underrepresented folx tend to only apply when they check every box. So, if you think you have what it takes but don't necessarily meet every single point listed below, please apply - you could be exactly who we are looking for!

Our Mission, Vision & Values

Our People and Culture

Keywords: 15five, Raleigh , Sales Development Representative, Other , Raleigh, North Carolina