Sales Development Representative

Sales Development Representative

Company: The Scalable Company

Location: Remote (US-based)

Compensation: $48,000 + Commission

At The Scalable Company, we have over a decade of success creating, scaling, and selling multimillion-dollar companiesand now it's our turn to give back. Our mission is to help 7and 8-figure entrepreneurs systemize their businesses to achieve their ideal exit.

We believe there is transformational power in bringing together business owners with shared passions and shared stories because we have seen the power in our own businesses investing in similar programs throughout the years.

Scalable is the place where serious entrepreneurs come to scale their companies and stay to discover new strategies, continue to grow their team and themselves, form lasting relationships built on trust, and reach their full potential.

About the Role

The Sales Development Representative (SDR) generates and conducts consultative discovery calls with investors, business owners, and C-level executives across multiple industries and schedules sales-qualified leads with our Sales Team. These will be leads who have opted in through at least one of our marketing assets.

The SDR will prospect, nurture, and manage pipeline deals, attend meetings, communicate internally, and update the CRM.

The SDR will also be held accountable for monthly booked meetings, held meetings, closed-won meetings, and other key activities that lead to revenue.

Responsibilities

• Prospect for sales-qualified leads (SQLs) in the CRM task lists and views provided using the SDR outreach cadence. Prioritize the highest-value leads based on engagement recency and engagement volume.
• Manage inbound meetings by communicating with leads who have scheduled an inbound discovery call to establish trust, connection, and authority before the meeting.
• Field inbound SMS and emails.
• Establish high status and leadership from the beginning of each triage conversation.
• Uncover the prospect's current situation and desired situation while qualifying the prospect. A qualified prospect has a problem we can help solve, wants help solving the problem now, and has the time and financial resources available to leverage our solution.
• Set expectations with the prospect regarding why, how, where, and when they should show up to the business consultation in a way that builds the credibility of our company and the Account Executive.
• Send an 'Immediate Confirmation' containing an educational resource and a relevant case study for the prospect to consume prior to the business consultation.
• Send a '3-Way (you, the prospect, and the Account Executive) Confirmation' such that the prospect's relationship with the AE is developed prior to the business consultation (you, the prospect, and the Account Executive).
• Send a 'Day Before Confirmation' to the prospect. If the prospect does not confirm before the sales team meeting the following morning, send a 'Morning Of Confirmation.'
• Communicate with the Account Executive and nurture the prospect by following up every 3-7 days after the initial meeting. This will maximize the odds of closing the sale until the prospect is closed lost or closed won.
• Submit an EOD report at the end of each workday
• Submit KPIs EOD at the end of each workday
• Log and update each meeting booked in the SDR CRM at the end of each workday
• Submit a synopsis for each meeting booked
• Log notes for every triage conversation held in the CRM
• Attend x1/week 30-minute 1-1 with the Sales Development Manager
• Attend x5/week 30-minute Sales Department Meetings
• Attend x1-3/week 60-minute Sales Development Training Sessions

Knowledge, Skills, and Abilities

• Demonstrates consistent tenacity, persistence, and stoicism while prospecting and conversing with prospects.
• Must be able to manage an ever-growing sales pipeline professionally.
• Must have a solid understanding of consultative and solutions-focused sales development.
• Possesses a working knowledge of our solutions and the role we play in each business achieving its short and long-term goals.
• Ability to recognize high-level operational inefficiencies & patterns when dealing with prospects across multiple industries.
• Demonstrates ability to clearly and succinctly communicate both verbally and in writing.
• Demonstrates professional behavior reflective of The Scalable Company's Mission Statement, Philosophy, and Values.
• Must be able to relate well to all kinds of people both inside and outside the organization; build appropriate rapport; build constructive and effective relationships; use diplomacy and tact; can diffuse even high-tension situations comfortably.
• Demonstrates an ability to listen attentively and actively; has the patience to hear people out; can accurately restate the opinions of others, even when the parties disagree.
• Must be able to orchestrate multiple activities at once to accomplish a goal; use resources effectively and efficiently; arrange information and files in a helpful manner
• Can quickly find common ground and solve problems; can represent his/her own interests and yet be fair to other groups; can solve problems with peers with a minimum of conflict; is seen as a team player and is cooperative; quickly gains trust and support of peers; encourages collaboration.
• Accurately sets objectives and goals; breaks down work into process steps; develops schedules; anticipates and adjusts for problems and roadblocks; measures performance against goals and evaluates results.
• Must be an effective communicator in a variety of settings: one-on-one, small and large groups, with peers and direct reports.
• Demonstrates ability to learn quickly when facing new problems or in obtaining new information; quickly grasps the essence and the underlying concepts.
• Must be able to deal with concepts and complexity comfortably and effectively.