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Pyramid Outline

Sales Development Representative

/ United States


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Your Opportunity

REMOTE ROLE: We're looking for a results-oriented, enthusiastic, motivated Sales Development Representative who will be responsible for generating new demand for the sales organization to pursue at Blue Prism.

Duties & Responsibilities

  • Generate new demand (e.g. individual leads and/or buying groups) for the sales organization to pursue
  • Qualify demand (e.g. individual leads and/ or buying groups) against established criteria before passing a lead to account directors/field sales as Sales Accepted Leads (SALs) or qualified demand units
  • Discover, validate and reach out to additional personas typically involved in a buying decision to determine possible buying groups for delivery to field sales
  • Nurture predetermined groups of prospects back from field or channel sales by using multiple touch tactics (e.g. telephone, email, social)
  • As a secondary responsibility – where specified by the organization – process inbound demand using a range of tactics (e.g. telephone, email, social)
  • Comply with all demand management– related service-level agreements
  • Provide accurate weekly forecasts to marketing and sales on the volume of qualified demand expected to reach the SAL stage or qualified demand stage
  • Track and manage prospecting, qualification and nurture activities in the company’s sales force automation (SFA) system
  • Reach and have meaningful, productive conversations with individuals representing the buyer personas targeted by the organization

Dimensions of the Role

  • Organizational interlocks: Field Sales, Channel Sales, Pre-Sales, Field Marketing, Marketing Operations, Sales Operations, Product Marketing, Product Marketing
  • Technologies Supporting the role: SalesForce, SalesLoft, LeadIQ, Lusha, Linkedin Sales Navigator, full Microsoft Office suite
  • Success Metrics: Accepted & Converted Sales Accepted Leads (SALs), new opportunities & influenced opportunities
  • KPIs: Number of appointments set, percentage of set appointments accepted by sales, percentage converted to opportunities) Opportunity value generated from demand passed, Revenue value achieved from demand passed, Call quality with target buyer personas and buying groups & activity levels (e.g. talk time, dial and connect volumes, emails sent, social engagement)
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Our Ideal Candidate

Competencies

  • Bachelor's degree desired
  • Three to five years of prospecting experience, depending on the complexity of the product/ solution being sold, as well as the level of prospect being called (e.g. IT buyer vs. CXO)
  • B2B experience
  • Familiarity with MAPs and CRM systems
  • Experience in an industry with a significant volume of customer/prospect interaction

Additional Skills, Experience, Languages

  • Strong verbal & written communication skills
  • Active listening to asses prospect needs & opportunities
  • Ability to articulate a high-quality value proposition on every call
  • Ability to perform prospect & account research to prepare for calls
  • Ability to use existing and emerging social media tools to monitor targeted accounts and buying groups, and identify trigger events for follow-up
  • Discipline and energy to maintain high activity volumes (e.g. a minimum of 30 outbound calls and 25 additional outbound touches per day)
  • A desire for a career in tech sales and ambition to progress
  • Speaking another language other than English would be brilliant, but not essential
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Additional Information

Flexible Vacation: We're a team of innovators who work hard, and with hard work comes much needed time off. We all need time off! We offer a flexible vacation plan for all our employees that offers great work/life balance401K MatchParental Leave: Blue Prism fully supports all types of families as they welcome a new child into their homeEmployee Share Plan: Our employees are our biggest advocates! We offer the incentive to be included in our growth via RSUs

Blue Prism is an Equal Opportunity Employer that does not discriminate on the basis of actual or perceived race, creed, color, religion, alienage or national origin, ancestry, citizenship status, age, disability or handicap, sex, marital status, veteran status, sexual orientation, arrest record or any other characteristic protected by applicable federal, state or local laws.

Blue Prism is not accepting unsolicited assistance from search firms for this employment opportunity. Please, no phone calls or emails. All resumes submitted by search firms to any employee at Blue Prism via-email, the Internet or in any form and/or method without a valid written search agreement in place for this position will be deemed the sole property of Blue Prism. No fee will be paid in the event the candidate is hired by Blue Prism as a result of the referral or through other means.

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