Role Description As a Sales Development Representative at Lexipol, you will be responsible for generating new business opportunities by making outbound calls and setting appointments for our software-as-a-service (SaaS) sales team. You will be the first point of contact with potential customers, so a positive and professional attitude is a must. This is a performance-based role, where success will be measured by efficiency and effectiveness of activities in generating interest in our solutions and setting qualified appointments for the sales team. This position is remote, #LI-Remote. The SDR team makes initial contact via outbound calls and emails with prospective clients. We have interest generating conversations with prospects about our solutions. During the calls, we qualify prospects and determine product fit. We drive the prospecting and lead engagement portion of the sales funnel at Lexipol. Our SDRs have a higher-level role than many companies, following a needs-based solution selling process. In calls with prospects, you will heighten prospects’ interest in our solutions through the following areas of focus: - SDR Quarterly Revenue – Achieve / exceed quota targets (30%) - Create a territory prospecting plan in collaboration with partnered SAEs. - Execute daily on the prospecting plan. - Follow the process: Plan, execute, assess, adjust, execute. - Assess the effects of actions and behaviors, making adjustments to meet objectives. - Cross-sell prospects on our various solutions. - Partner with your aligned Senior Account Executive to develop the territory to meet or exceed revenue quota. - Generate a pipeline of new opportunities to achieve targeted revenue goals. - Outbound Prospecting Activities (50%) - Reach 50 activities or more per day through emails and phone calls. - Conduct outbound calls to introduce our software solutions, qualify leads, and schedule appointments. - 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 and needs assessments of each prospect. - 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. - Maintain a rolling pipeline and keep it current. - Document thorough and accurate customer and pipeline information in the CRM system. - Gather referrals and network to find significant new business opportunities. - Follow our communication cadence pattern with prospective agencies. - Uncover additional opportunities for Lexipol to partner with the agency. - Aligning our solutions through a needs-based assessment process (10%) - Assess how each agency is managing, disseminating, and maintaining their policies. - Evaluate their training goals and requirements. - Assess wellness initiatives and resource utilization. - Foster a culture of collaboration and teamwork (10%) - Work with internal stakeholders to optimize growth with prospects and customers. - Provide effective communications with multiple levels of personnel within Lexipol. Qualifications - 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. Requirements - 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. - Willingness to enter high levels of documentation to facilitate the sales process. Benefits - Competitive base salary, monthly, quarterly, or annual incentive. - Comprehensive benefits package including 401(k) with Company match. - Flexible paid time off plan. - Base compensation is $55K with commissions; OTE is $80-90K on average.