Enterprise Sales Development Representative

Role & responsibilities

Lead Identification & Research:

• Conduct in-depth market research to identify target accounts and key decision-makers within large enterprises
• Utilize various tools (e.g., Lusha, CRM data, Clay, industry reports, company websites) to build and maintain a database of prospective clients
• Stay up-to-date on industry trends, competitor activities, and market shifts to inform prospecting strategies

Outreach and Engagement:

• Develop and execute personalized multi-channel outreach campaigns, including cold calling, email, WhatsApp and social media (LinkedIn)
• Craft compelling messaging that addresses the specific pain points and needs of enterprise-level clients
• Engage with prospects to assess their interest and qualify them based on established criteria (e.g., BANT)

Lead Management & Nurturing:

• Maintain accurate and up-to-date records of all lead interactions and activities in the CRM system (e.g., Zoho, HubSpot)
• Nurture leads that are not yet sales-ready by providing them with relevant and valuable content, moving them through the sales funnel
• Collaborate closely with marketing to align lead generation strategies with content and demand generation campaigns

Collaboration & Handoff:

• Work with the enterprise sales team to ensure a smooth and effective handoff of qualified leads
• Set up meetings, demos, and discovery calls for Sales Representatives
• Provide the sales team with detailed insights on the prospect's background, needs, and conversations to date

Performance Analysis:

• Track and report on key performance indicators (KPIs) such as lead volume, conversion rates, and campaign effectiveness
• Analyze data to continuously refine and optimize lead generation strategies for better results

Preferred candidate profile

Education:

• Bachelor's degree in Marketing, Business Administration, or a related field is preferred

Experience:

• Proven experience in a lead generation, sales development, or business development role, preferably in a B2B SaaS or enterprise environment.
• Demonstrated success in meeting or exceeding lead generation targets

Skills:

• Excellent Communication:

  Exceptional verbal and written communication skills with the ability to engage confidently with senior-level executives

• Research & Analytical Skills:

  Strong research skills and the ability to interpret data to identify trends and optimize strategies

• Technology Proficiency:

  Experience with CRM software (e.g., Zoho, HubSpot) and marketing automation tools (e.g., Zapmail, Smartlead)

• Persistence and Resilience:

  A self-starter with a persistent and motivated attitude to overcome objections and navigate a long sales cycle

• Organizational Skills:

  Excellent time management and organizational skills to manage a high volume of leads and a dynamic workflow

• Sales Acumen:

  A solid understanding of the sales funnel and B2B sales principles