RoadRunner is dedicated to transforming waste management through innovative technology and sustainable practices. As an Enterprise Sales Development Representative, you will create new opportunities with major companies, utilizing a multi-channel approach to connect with key decision-makers and promote RoadRunner's solutions.
Responsibilities:
- Be the voice of innovation: Use a multi-channel approach—calls, LinkedIn, and email—to connect with Directors, VPs and CEO's. Your mission? Show them how our technology uncovers hidden costs and drives efficiency
- Think strategically: Partner with Enterprise AEs to target major accounts. You’ll map decision-makers, identify buying committees, and craft messaging that opens doors to new business
- Lead the charge for zero waste: Own the top of the funnel for our biggest deals, ensuring our mission of sustainable materials management reaches the companies shaping the world
- Master the tools: Use Salesforce, ZoomInfo, LI Navigator and Gong to build a smart, data-driven pipeline—just as efficient as the recycling programs we deliver
- Strategic Outreach & Storytelling (60)
- Multi-Channel Engagement: Execute high-volume, personalized outreach via phone, email, and social platforms to initiate conversations with key decision-makers
- Value Articulation: Clearly communicate the environmental and financial impact of RoadRunner’s solutions, tailoring the message to solve specific prospect pain points
- Strategic Sequencing: Manage and optimize outreach cadences to ensure consistent touchpoints and high engagement rates
- Pipeline Architecture & Qualification (15%)
- Opportunity Identification: Research and identify high-potential prospects within target markets to build a robust top-of-funnel pipeline
- Discovery & Qualification: Conduct initial discovery to assess 'fit' and intent, ensuring only high-quality opportunities are transitioned to the next stage of the sales cycle
- Lead Scoring: Leverage market intelligence to prioritize accounts that align with RoadRunner’s ideal customer profile (ICP)
- Professional Mastery & Influence (15%)
- Skill Refinement: Participate in ongoing training and coaching to master advanced sales techniques, psychological triggers, and objection handling
- Stakeholder Influence: Develop strategies to navigate complex organizational structures and foster early-stage relationships with multiple stakeholders
- Industry Leadership: Stay current on sustainability trends and waste-tech innovations to act as a credible consultant to prospective clients
- CRM Integrity & Data Management (5%)
- Data Hygiene: Maintain a 'Single Source of Truth' within Salesforce by logging all activity, notes, and prospect intelligence with high precision
- Informed Decision-Making: Utilize CRM data to track personal KPIs, analyze outreach effectiveness, and report on pipeline health
- Workflow Optimization: Streamline administrative tasks to ensure a seamless handoff between the prospecting and closing stages
Requirements:
- Minimum 2 years of B2B sales experience, specifically targeting large complex companies with a national footprint
- Proven ability to thrive in a 100% remote sales environment, managing a high-paced, autonomous workflow with minimal supervision
- Bachelor's Degree Required
- Passionate about business results and quality, with a strong sense of accountability towards metrics and goals
- Demonstrated resilience and perseverance, with the ability to stay motivated and positive when dealing with rejection
- Capable of taking constructive criticism to make improvements to your sales process and approach
- Strong verbal and written communication skills; dynamic ability to capture a group's interest and maintain it
- Ability to establish and execute a pipeline target strategy for achieving sales targets through the appropriate stages of the sales cycle
- Organized, self-reliant, and committed to following processes and procedures
- Strong research skills to develop a robust pipeline of potential clients