Enterprise, Sales Development Representative

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