Sales Development Representative

Clarion Events North America, the US division of Clarion Events UK and a Blackstone-backed company, produces trade and consumer events across diverse sectors in the United States. The Sales Development Representative will generate and qualify leads, conduct outbound prospecting, and schedule appointments and product demos for a SaaS-based learning management system serving fire, EMS, healthcare, and municipal organizations. The role will also manage prospect activity in Salesforce, meet sales targets, report on results, and collaborate with marketing and sales teams.

Responsibilities:

• Own and build the top of the sales funnel with business opportunities for our SaaS-based learning management system (LMS) with fire departments, EMS agencies, private ambulance companies, municipalities, and hospitals
• Follow up with leads via email, phone, chat, video, and social media
• Qualifying inbound inquiries through a needs assessment process to ensure alignment with the products we offer
• Schedule and confirm appointments and demos between prospects and our sales team
• Run point as the initial face of the selling process, researching target accounts, and performing outbound prospecting as a part of the go-to-market strategy
• Document outreach to prospects using Salesforce (our customer relationship management tool) in a timely manner, whether it be calls or sales demonstrations of the product
• Meet or exceed established monthly targets for activities (calls, emails, meetings) and appointments or demos set
• Meet or exceed established targets for assisted pipeline built and new business closed via the set meetings/demos
• Weekly reporting on sales results, plans, and activities
• Attend related and appropriate conferences/events with the goal of generating leads and establishing contacts
• Work collaboratively with the marketing team on an as-needed basis regarding campaign messaging and goals to ensure the ongoing growth of the product
• Continuously developing market and product knowledge to assist with business development
• Maintain professional internal and external relationships that meet the company's core values
• Other duties as assigned

Requirements:

• 2-3 years of lead development, business development, and/or inside sales experience with SaaS products
• Experience in business-to-business relationship development for educational services, public safety, or healthcare
• Proven track record in establishing a network of contacts and prospects
• Demonstrated performance in a commission-based or incentive-based compensation program
• Willingness to work additional hours outside of the established work hours when needed (i.e., for sales demos or at events/conferences)
• Strong communication skills to be able to interact with team members, executive management, and clients
• Demonstrates effective active listening and communication skills
• Good organizational and time management skills
• Be able to build trust and credibility amongst our potential customer base
• Strong business acumen
• Bachelor's degree preferred
• Experience working in the fire industry a plus
• Current or past state licensure as EMT or Paramedic is a plus!