Sales Development Representative

Lexipol creates content and technology solutions that support public safety agencies and help make communities safer. The Sales Development Representative generates new business opportunities through outbound calls and emails, qualifies prospects, conducts needs assessments, and schedules qualified appointments for the SaaS sales team while maintaining an active pipeline and collaborating with internal stakeholders.

Responsibilities:

• Achieve / exceed quota targets (30%)
• Create a territory prospecting plan in collaboration with partnered SAEs
• Execute daily on the prospecting plan
• We follow this process daily: Plan, execute, assess, adjust, execute
• In the assessment phase of the process, we assess the effects of the actions we take and the behaviors we do. We make adjustments, or pivots, to actions in order to meet objectives
• Cross-sell prospects on our various solutions
• Partner with your aligned Senior Account Executive to develop the territory in manner that consistently meets or exceeds revenue quota
• SDRs generate a pipeline of new opportunities at levels to achieve targeted revenue goals
• 50 Activities or more per day are reached through a combined total of emails and phone calls
• Conduct outbound calls to prospective customers to introduce our software solutions, qualify leads, and schedule appointments for our sales team
• Research and identify new potential customers and decision makers within target accounts
• Keep accurate records of prospecting activities and sales opportunities in Salesforce
• Collaborate with sales and marketing teams to ensure alignment on messaging and strategies
• Continuously improve sales skills and product knowledge through training and coaching
• Conduct educational calls as well as a needs assessment of each prospect
• We do this as part of our process of scheduling a solution meeting with one of our SAEs
• Build a pipeline of online demo meetings for your partnered SAEs for the following week
• Consistently book 10 demos that occur each week for your partnered SAEs
• Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the curve
• Maintain CRM system daily by documenting thorough and accurate customer and pipeline information
• Find untapped revenue through gathering referrals, referred introductions, and intel, and network to find out where we could generate significant new business
• Consistently follow our communication cadence pattern with prospective agencies
• Uncover and discover additional opportunities for Lexipol to partner with the agency through utilization of our products and services
• Managing, disseminating, and maintaining their policies
• Conducting their training, and what their training goals and requirements are
• Approaching wellness initiatives: Do they have wellness resources in place? If they do, we assess wellness resource utilization and the effectiveness of engagement by department personnel and their families
• Work with internal stakeholders, including Senior Account Executives, Customer Success Managers, and Business Development Managers to optimize growth with prospects and customers
• Partner with, inspire, and provide effective communications with multiple levels of personnel within Lexipol

Requirements:

• 1-2 years of experience in outbound sales or appointment setting, preferably in a SaaS or technology-related field
• Excellent communication and interpersonal skills, with the ability to build rapport and establish trust with potential customers
• Results-driven and comfortable working in a fast-paced, high-growth environment
• Familiarity with Salesforce and/or other CRMs for tracking and prospecting
• Consistent track record of meeting sales targets in a territory
• Excellent prospecting and telephone sales abilities
• Proven ability to rapidly build rapport and gain the confidence of prospects and clients
• Public safety centric consultative sales approach
• Proven ability to self-manage daily sales tasks, activity, and quota attainment
• Proficient with Salesforce, Microsoft Office Suite applications, or other CRM
• Documentation Mindset: willingly enter high levels of documentation to facilitate the sales process