Sales Development Representative

ABOUT GUIDEBOOK:

Guidebook is an event software platform that helps universities and colleges build genuine connection across the entire student journey - from prospective student, to enrolled, to alumni. Higher education institutions around the globe use Guidebook to bring people together across open houses and campus visits, orientation and welcome week, student life and engagement, and the hundreds of moments in between.

We are a people business, not a technology business. Our product is the tool, but the mission is human: helping students feel they belong, and getting them out of the app and into the world - connected to their campus, their peers, and the experiences that shape them. Higher education is the heart of our strategy and where our product-market fit and brand are strongest.

These are the four things we hire for and live by. We want to work with people who embody them every day.

• Own it. You take responsibility for your pipeline and your numbers. No excuses, no waiting to be told.

• Find a way. Small team, big ambition. You are resourceful and you get to the outcome even when the path is not obvious.

• Have each other's backs. We win as a team. You share what is working, ask for help, and back up your colleagues.

• Always getting better. You treat coaching, feedback and your own experiences as a chance to improve every week.

ABOUT THE JOB:

Guidebook is seeking a self-starting Sales Development Representative, who will have the freedom to be creative with one super-important goal: creating new sales opportunities. Based on the East Coast of the United States, with your manager based in London, you will be able to contribute and work closely with a truly global team. Every opportunity you create that turns into a client will be a huge win, celebrated by our sales and marketing teams.

You are a driven, hard working, and resilient hunter who is excited to generate opportunities for our sales team by using strategic and creative outreach tactics and messaging. You are the heartbeat of the team. The pace at which you work determines the pace of our entire business. You manage the very start of the sales process and are driven not just to meet, but to exceed your goals. You will be compensated quarterly on the number and value of qualified opportunities you generate.

LOCATION:

This role is for someone based on the East Coast of the USA. Your manager will be based in London, and the executive team has members based in California and London, making us a truly global company! We are determined to find the absolute best candidate for this role, and have adapted our business to hire flexibly.

WITHIN 3 MONTHS, YOU’LL:

• Work alongside our global sales team to find qualified sales targets, use outreach to uncover pains that Guidebook can solve, and position our solutions as exciting enough that prospects agree to meet with our sales team.

• Understand the Ideal Client Profiles that Guidebook targets and how to construct strategies for outbound around each ICP.

• Look in creative places for new leads, devise effective ways of capturing their attention, and consult with them to determine whether it makes sense for them to consider Guidebook’s solutions.

• Manage tasks and follow ups from outbound sequences, including calling cold and warm leads as part of our strategic outbound plan, and confidently communicating the problems we can solve for them.

WITHIN 6 MONTHS, YOU’LL:

• Hit your goals consistently.

• Use social selling techniques to improve the chances of being seen and heard.

• Share best practices and trends with the sales and marketing teams. You are on the front-lines speaking to prospects every day, the insights you hear can be instrumental in helping sales and marketing efforts.

• Take ownership of your own outbound campaigns, identifying potential targets that would be a good fit for Guidebook and creating a pipeline of opportunities.

• Be flexible and agile with your outbound campaigns, working to devise campaigns around trends that we see in the market and that you experience first hand from interacting with prospects.

• Have the opportunity to attend trade shows and owned events to meet prospects face to face and qualify potential opportunities.

WITHIN 12 MONTHS, YOU’LL:

• Identify, suggest and implement process improvements to scale the role.

• Work alongside your manager on a variety of projects and create processes (often using AI tools) that can impact the whole business.

• Be contributing to the success of your teammates and the business as a whole.

  • At Guidebook we have a culture of helping to better one another - you will be a key part in contributing to your teammates success, as they will yours.

OTHER CHARACTERISTICS OF THE IDEAL CANDIDATE:

• Experience in sales development/lead generation.

• Resilient and not afraid of making phone calls as this role has a focus on phone outreach. Guidebook has invested in cutting-edge tools to make this as easy as possible, allowing you to spend more time finding the right prospects and actually speaking to them, and less time doing the manual work.

• Coachable, with a genuine curiosity about learning new things and staying ahead of market and industry trends.

• You are customer focused and consultative. At Guidebook we approach outbound sales differently, with a focus on finding and solving customer problems with our leading solution.

• You have no fear of failure or rejection and are willing to try new things - with the ability to review what worked and did not work, and make changes and adjustments accordingly.

• You enjoy speaking with people and getting them to open up.

• You are able to travel and attend trade shows on Guidebook’s behalf to showcase our latest products and features, and to connect with prospects in person. Guidebook typically attends 8 to 15 trade shows each year, and travel to these is divided among the team depending on availability.

• Able to challenge people’s perspectives and create a compelling story for customers to rally around.

• You are a team player. Everyone needs to pull for each other, challenge each other, share best practices, and take on team projects to make the entire organization better.

• Bonus points if you have experience using a parallel dialer to make sales calls.

PERKS:

• 100% paid benefits: medical, dental, and vision.

• Short term and long term disability.

• Unlimited vacation time.

• 401(k) program with matching benefit.

• Stock options.

• Awesome company culture and fun virtual hangouts.

• MacBook and accessories to make you comfortable working from home.

• Annual company retreats.

EQUAL OPPORTUNITY EMPLOYER:

At Guidebook, we're committed to cultivating an inclusive work environment for everyone – and we know that's best achieved, in part, with a diverse workforce. We're working on increasing diversity across the company. If you're looking to join a team that is smart, highly motivated, and also values work/life balance, we can't wait to hear how you can add to our growing culture!

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state or local protected class. If you want to help our team do amazing things, then we want to hear from you!