Sales Development Representative

Payscale is a compensation intelligence company that combines market data with AI-powered technology to help organizations make smarter pay decisions. The Sales Development Representative builds a foundation in prospecting, lead qualification, research, objection handling, and customer communication while generating and qualifying opportunities for Account Executives. The role also maintains sales records, communicates product value to decision-makers, and supports pipeline growth through collaboration with Sales, Marketing, and Product teams.

Responsibilities:

• Collaborating with full cycle Account Executives on territory planning to develop quality opportunities within assigned geographic territories or industry verticals
• Qualifying all inbound leads by acting as a consultant where we seek to understand prospects needs and address them head on
• Prospecting into accounts by employing innovative techniques and strategies for researching prospective companies and potential buyers to target with persona specific communication via email, phone, and LinkedIn
• Overcoming objections and effectively communicating Payscale’s value propositions to key decision makers such as Senior Managers and Executives regarding appropriate product offerings
• High level knowledge of product offerings Staying current on industry trends and maintaining high level knowledge of competitor’s product offerings
• Maintaining up to date records and providing valuable market intelligence to Marketing, Sales, and Product teams in sales tools like Salesforce and Outreach
• Achieving monthly pipeline goals set by sales management
• Continuous learning through mock calls, formal training, and regular coaching and feedback

Requirements:

• • Bachelor's Degree or equivalent experience
• • Proficiency with Salesforce or a similar CRM
• • Proficiency with sales enablement tools such as Outreach/Salesloft, Highspot
• • Curious and active listener: You have a deep hunger to learn, coupled with a willingness to experiment. You ask a lot of questions. You recognize there is a difference between "hearing" and "listening" and you even pick up on what's not being said
• • Resilient and self-motivated: You're always striving to build upon previous successes. You realize that the quickest path to success is through quick failures, so you aren't afraid to jump in and try something new
• • Detail oriented: The little things matter! You're able to craft a process that keeps you on track
• • Tech savvy: you love experimenting with new technology, and you quickly learn and adapt to new processes
• • Exceptional verbal and written communicator: You are clear, concise, professional, and engaging over the phone. You have the ability to write a confident, persuasive, and professional email
• • Collaborative: When we all succeed, we're better for it. You share your recipe for success without even being asked
• • Salesforce or a similar CRM
• • Outreach or a similar sales enablement platform
• • MS Office Suite, especially Outlook
• • High-Speed Internet - A stable broadband or fiber connection (satellite is highly discouraged) with a minimum speed of 100 Mbps in a dedicated workspace that has a reliable Wi-Fi signal
• • Device for Multifactor Authentication (MFA/2FA) - smartphone, tablet, etc
• • 1+ years of professional experience, preferably 1-2 years in sales including phone-based lead generation, inside sales and/or business development activities, territory planning, and outbound prospecting