Sales Development Representative

SDR Job Description

Job title: Sales Development Representative

Reports to: SDR Team Leader Main purpose of Role: We are looking for Sales Development Representatives (SDRs) to deliver carefully researched and personalised outreach to our targeted set of prospect accounts. The right candidate will be a self-starter who can take a set of target accounts and create personalised outreach engagements. The right candidate will also understand how to assess a company’s needs and tailor the outreach prospects in multiple different roles within the target account. We measure quality not quantity of engagement with our target accounts. The Sales Development Representative is tasked with following up inbound contact activities, leads generated from our marketing activities and initiating outbound contact for FourNet’s profiled prioritised prospect accounts. The SDR will be tasked with outbound calling, email outreach and LinkedIn to set appointments, demos, and webinars for the FourNet sales team. The role reports into the Business Development Manager, the successful candidate will have the opportunity to be closely mentored and professionally developed by FourNet’s successful sales professionals.

FourNet is one of the fastest growing technology businesses in the UK; listed in the Sunday Times Tech Track 100 and the FT1000 Fast Track, we are recognised as the fastest organically growing business within our sector by Megabuyte. As one of the UK’s most successful cloud and managed services providers we have grown year on year for the last 17 years, have won multiple awards and work with some of the most secure, critical, and commercially driven organisations in the UK. Background FourNet deliver high-value, high-complexity solutions that have long buying cycles which involve influencing multiple decision makers within our target customers. We serve both the Public and Private Sector focusing on eight industries: Central & Local Government, Welsh Public Sector, Emergency Services, Housing, Health, Utilities and Professional Services, including insurance and financial services. FourNet operate an Account Based Marketing (ABM) strategy with targeting driven by data and insight. We run an industry leading market insight program based on Freedom of Information act requests that has profiled and built a pipeline of public sector technology contracts. This gives us a comprehensive database of renewal dates, installed technology and solution value that enables us to size and prioritise which public sector organisations to target. Over the last year we have been investing heavily in our brand and lead generation as well as the systems, tools and processes to execute the ABM strategy. Our technology stack is based on salesforce.com with Pardot as our marketing automation platform, we are evaluating salesforce’s High Velocity solution for executing outbound cadences. We provide subscriptions to Zoom Info, LinkedIn Sales Navigator and Global Data’s Public Sector and Disruptor customer and market intelligence platform.

Sales Development Representative

SDR Job Description

SCOPE OF RESPONSIBILITIES

Activities

1. Nurture new marketing leads by educating and developing prospects. Convert Marketing

Qualified Leads into appointments for the sales team.

2. Be responsible for educating and developing prospects leading to hand-off to sales team. Identify

key players, researching and obtaining business requirements, and presenting solutions to begin

sales cycle.

3. Profile strategic accounts identifying key individuals, researching, and obtaining business

requirements and presenting solutions to start the sales cycle. Ensure successful follow through

of sales cycle by maintaining accurate activity and lead qualification information in

salesforce.com.

4. Execute personalised multi-channel (phone/ email/ LinkedIn) outreach to profiled prospects with

the intention to set appointments, demos, webinars for the sales or pre-sales team when a lead

reaches a qualified stage.

5. Nurture new marketing leads by educating and developing prospects until they are ready to

speak with an account manager.

Person Specification This position requires an ambitious self-starter and someone that can effectively process inbound inquiries and identify qualified leads and opportunities. Relationship selling skills, with the ability to manage sales calls at varying levels of customer accounts, are essential.

• The intellectual horsepower to research markets, understand customer pain points and requirements;

then identify how FourNet can help them meet their goals

• 1+ year of successful experience in telemarketing, preferably in high value technology solutions

• Exceptional communication skills, both oral and written, coupled with excellent listening skills and a

positive and energetic phone presence

• Demonstrated success in prospecting

• Adept computer skills including proficiency with Microsoft Office

• Experience with CRM applications, particularly salesforce.com

• Bachelor’s degree preferred

Traits and Behaviours

• Focus on customers – committed to providing the best service to our customers in all that they do

• Working Together – Working co-operatively with colleagues, customers, partners, and suppliers. Gains support from others. Relationship driven and ‘human.’

• Can Do Attitude – Takes personal responsibility for getting things done

• Growth – Proactively seeks ways to improve and grow the business

Personal Attributes/Skills

• Flexible and resilient

• Extremely self-motivated with a diligent work ethic

• Ability to work independently as well as part of a team in a fast-paced environment

Sales Development Representative

SDR Job Description

• Promotes a strong sense of urgency for reaching goals and key deliverables

This job description is intended as a general indication of the main responsibilities of the job and does not include detailed instructions on how tasks are undertaken. You may be required to carry out additional tasks within your capability as necessitated by your changing role within the organisation and to meet the needs of the business. Employee Name: Signature: Date: