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Position Overview
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Sales Development Representatives research and identify sales opportunities, engage prospects and qualify leads at the top of the sales funnel. They work closely with Account Executives to understand who to target, how to build interest and invite prospects to take an initial meeting with the AE. Most of this job is outreach using all means necessary (text, phone, email, social media and more). Some leads come through marketing, but most are the result of the SDR’s own research efforts.
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Once a connection has been made, SDRs educate prospects about OpenSesame’s learning platform and schedule meetings with the sales team. As first contact, SDRs create the first impression prospects have of OpenSesame, so they must have the capability to make a lasting impression on potential customers over the phone.
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Key Performance Objectives
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1. Meet or exceed all core metrics on a daily, weekly and monthly basis. Tracked metrics for an SDR2 include the following:
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Generate 6 mid-market sales accepted leads each month. Leads are passed to the sales team and accepted by the AE as a fully qualified lead. (Rep Qualified)
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Generate 3 Enterprise sales accepted leads each month. (5000+ employees or more)
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Complete 65 calls each day
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Send 200 emails each day (customized)
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Place 25 high-probability targets in sequence using Outreach every day
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Enter 1000 new ZoomInfo leads monthly
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2. Proactively organize your day around each key metric. This includes creating your routine, blocking time for each activity, focusing on the task at hand and pushing yourself to meet all metrics each and every day. This requires the ability to use technology efficiently. If you are not structured in your approach, you will struggle to succeed.
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3. Build your pipeline and prioritize all targets using ZoomInfo, LinkedIn Sales Navigator, 6Sense, and Salesforce. Prioritized targets are divided into calls to be made, emails, and accounts that should be put into a sequence. SDRs identify multiple initial contact points within each target.
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4. Meet at least weekly with each of your assigned Account Executives (AEs) (1-4) to coordinate activities, hone your outreach strategy, understand their needs and receive feedback on presented leads. The best SDRs will learn from each AE how best to position OpenSesame and what to say to be more effective on outreach calls.
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5. Qualify every lead by asking the right questions. SDRs qualify every prospect by asking about employee counts, decision makers within the account, current initiatives on learning and development and what’s working and what’s not. SDRs are constantly networking to find the right contacts within each account who have decision-making authority.
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6. Build and optimize the marketing sequences in Outreach. SDRs often customize their outreach sequences, changing emails, messages, and personalizing their approach for their specific targets and geography. This is done over time, but ultimately the quality of the sequences is up to each individual SDR.
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7. Support your fellow SDRs and AEs. Even though this is a remote position, SDRs work together to share ideas, help each other, celebrate wins, become more efficient, and increase productivity. Your team of fellow SDRs and AEs is your lifeline to success!
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8. Learn how to sell OpenSesame’s product offerings to highly sophisticated and educated prospects. Understand the value proposition and how best to articulate it to prospects. That will require product training, listening to AE’s sales calls and understanding the product’s key benefits. It will also require SDRs to get into the head of their target buyer, understanding customer pain points, requirements and needs.
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While some sales experience is helpful and maybe even desirable, those who succeed in this role will already have some things that we can’t teach you: drive, grit, determination, resilience and a strong desire to compete and win. Self-starters and people who can master time management and organizational skills will excel in this role. It helps a lot if you can think on your feet, engage clients in meaningful discussions and use your natural curiosity to uncover real needs and opportunities.
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Performance Driven: We're looking for self-starters with a track record of delivering excellent results, but we're highly selective about who we hire. We don't focus on typical job requirements, instead, we're interested in specific examples from your past experiences. All positions can be based anywhere in the US and require up to 15 days of travel per year, with senior management and leadership teams requiring up to 35 days.
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Compensation: At OpenSesame, we offer a comprehensive benefits package to employees upon hire, including ISOs, health insurance, 401(k) matching, and paid time off. We carefully consider a wide range of compensation factors, relying on market data to determine compensation and consider your specific job family, background, skills, and experience.
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Equal Employment Opportunity: OpenSesame is an Equal Employment Opportunity and Affirmative Action employer that values and welcomes diversity. We do not discriminate on the basis of various legally protected characteristics, including criminal history, and strive to provide reasonable accommodations to qualified individuals with disabilities. We prioritize safety and security and may use your information accordingly, and you can contact us for assistance or accommodations during the job application process. For more information on our Diversity, Equity, and Inclusion initiatives, click the provided link.
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Pay Transparency: At OpenSesame, we prioritize pay transparency, fairness, and equity to create a positive and inclusive work environment, regularly reviewing our compensation practices to align with our values and goals. We provide competitive and fair compensation to our employees based on their skills, experience, and performance.
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CPRA (California Candidates): When you submit your application, OpenSesame may collect and use your personal information in accordance with our privacy policy and the CPRA. This may include personal details and employment history and will only be used for employment-related purposes. We may share this information with third-party service providers, but we will not sell it to third parties. If you have any questions or concerns, please contact us, and for more information on your rights under the CPRA, refer to our privacy policy or the California Attorney General's website.
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