Associate Business Development Representative

Richardson Sales Performance is the global leader in sales training and performance improvement. The Associate Business Development Representative will play a key role in developing and growing the sales pipeline by identifying new contacts and opportunities, using various sales tech platforms and intent data to create qualified leads for the sales organization.

Responsibilities:

• Prospect into enterprise & strategic accounts to generate high-quality meetings and opportunities
• Ensure account coverage by enriching and maintaining contact data, enabling full engagement across campaigns, cadences, and outreach channels
• Execute targeted, data-informed outbound cadences and multi-thread strategic accounts at the decision-maker level
• Leverage intent data and other insights to prioritize accounts, tailor outreach, and identify new opportunity signals
• Maintain a strong focus on improving MQL-to-SQL conversion rates for inbound marketing activity
• Partner with Account Executives to align outreach with account strategies as needed
• Demonstrate best-in-class prospecting behaviors and use AI tools where appropriate to enhance productivity and personalization
• Promotes and sells Richardson’s value proposition to new and inactive prospects and inbound marketing leads
• Initiates and manages follow-up for prospective buyers utilizing proven nurturing strategies; research and finds new contacts to generate interest and build new outreach campaigns; contacts and generates interest from prospects attained through marketing campaigns or BDR outreach
• Must maintain a high activity level with current prospects via telephone, email, social networking, and other modes of communication as appropriate; the use of new tech stack platforms to access intent data to build campaigns is key in this role
• Adheres to established sales and marketing activity requirements including maintaining current records, contacts and activities/opportunities using our CRM system (SalesForce.com) and sales engagement platform Gong
• Must be able to distill conversations into concise and meaningful information to provide a roadmap of details for our sales team to follow
• Should also engage in additional research and qualifications of leads in order to make the best impact (online research and vetting, etc.) Must stay informed of our competitors’ activities and evolving landscape of the sales training market
• Prepare sales organization for productive conversations with qualified leads; utilize deep knowledge of our existing client base – broadly speaking and intricacies of our most prosperous client relationships; maintain a deep understanding of Richardson’s solutions, product team and client service team operations, and be able to condense and express our thought leadership on selling and training
• Provides reports on results and strategy to BD Team Lead on a regular basis and provides the team with impressions about effectiveness of campaigns via responses to the BDR outreach

Requirements:

• 1-2 years of account executive/inside sales experience with the proven ability to sell business-to-business or professional services solutions (such as training, consulting, or recruiting services.)
• Bachelor's Degree in Sales/Marketing preferred; equivalent work experience could be substituted
• Proficient in using marketing and sales tech stack: Salesforce, Gong, Zoominfo
• Excellent organizational, written and verbal communication skills required
• Strong business acumen; must be able to carry conversations with all levels of prospect contacts including C-Suite (Sales Enablement, Sales, SVPs, Directors, etc.)
• Passion for selling and engaging in high-value conversations for prospects
• High attention to detail required
• Strong research and preparation skills required
• Ability to manage multiple responsibilities and tasks, and manage time effectively
• Ability to be self-directed and autonomous with work activities is required
• Aptitude towards collaboration and teamwork required, experience collaborating with marketing preferred
• Eligible for quarterly bonus
• Candidates based in the Central or Eastern Time zones are strongly preferred to best support our global seller community