About the company

We are no giants or avengers, we’re just a small team whose mission and vision is to help SMB marketers to navigate their marketing strategies with zero obstacles. We began by solving our marketing hiccups and now using our CustomerLabs Customer Data Platform, we ended up solving all SMB marketers' problems. Now, we are the official (marketing) wingmen for more than 1600 companies and we’ve learned and grown together in this journey. And we made sure, this environment lets the teamwork be relaxed, flexible, and with utmost freedom to jam ideas and thoughts with no inhibitions and hesitations. 

Overview:

The Sales Development Representative (SDR) Associate with 1 to 3 years of experience plays a key role in driving the growth of the company by identifying, nurturing, and qualifying leads for SaaS products. With a deeper understanding of the sales process and the SaaS industry, this role involves taking on more complex responsibilities, including mentoring junior SDRs, optimizing lead generation strategies, and collaborating closely with sales leadership to refine the sales pipeline.

Responsibilities:

• Scheduling 50 qualified demos per quarter

• Closely aiding account executive to realize revenue for the accounts added

• Fortnight script tweak with marketing team, insights from each call has to be maintained

• Insights to Sales Ops team on the quality of leads to be shared and recorded

• Process tweaks has to be recommended includes tool recommendations

• Mentoring Associate SDRs

1. Advanced Lead Generation:

   • Research and identify high-potential leads within target industries and companies, leveraging advanced tools and methodologies.

   • Generate qualified leads through a mix of outbound prospecting (cold calling, email campaigns, social media outreach) and inbound lead follow-up.

   • Utilize data-driven insights to target prospects more effectively and refine outreach strategies.

2. Lead Qualification and Nurturing:

   • Conduct in-depth discovery calls to understand the specific needs, challenges, and goals of potential customers.

   • Qualify leads with a more nuanced understanding of the SaaS product fit and customer journey.

   • Develop and implement nurturing strategies for longer sales cycles, ensuring that leads remain engaged until they are ready to purchase.

3. Pipeline and Relationship Management:

   • Maintain and optimize an organized CRM system, ensuring accurate tracking of lead interactions, status updates, and follow-ups.

   • Manage a more complex sales pipeline, prioritizing high-value opportunities and ensuring efficient handoffs to the sales team.

   • Build and maintain strong relationships with potential customers to foster trust and long-term engagement.

4. Collaboration with Sales and Marketing:

   • Work closely with sales leadership to align on strategic goals, messaging, and target audience.

   • Provide feedback on lead quality and sales cycle efficiency to continuously improve the sales process.

   • Collaborate with the marketing team to create targeted outreach campaigns, leveraging insights from previous campaigns to optimize future efforts.

5. Mentoring and Leadership:

   • Mentor and provide guidance to junior SDRs, sharing best practices, techniques, and strategies.

   • Assist in training new SDR team members, helping them to quickly get up to speed with company processes and tools.

   • Take on a leadership role within the SDR team, contributing to the development of team strategies and goals.

6. Performance Analysis and Reporting:

   • Regularly track and analyze key performance metrics, such as lead conversion rates, pipeline growth, and overall sales impact.

   • Prepare and present reports to sales leadership, highlighting successes, challenges, and areas for improvement.

   • Use data insights to continuously refine and improve lead generation and qualification processes.

7. Industry Expertise and Continuous Learning:

   • Stay updated on SaaS industry trends, competitor products, and emerging technologies.

   • Participate in advanced training programs to enhance sales skills, product knowledge, and industry expertise.

   • Act as a subject matter expert within the SDR team, sharing knowledge and insights to drive overall team success.

Required Skills:

1. Sales Expertise:

   • Strong understanding of SaaS sales processes and best practices, with the ability to adapt strategies to different customer segments.

   • Proven ability to engage, qualify, and nurture leads through a consultative selling approach.

2. Advanced Communication Skills:

   • Exceptional verbal and written communication skills, with the ability to craft compelling messaging and build rapport with potential customers.

   • Proficient in handling more complex sales conversations and overcoming objections.

3. Analytical and Strategic Thinking:

   • Ability to analyze lead generation and sales data to identify trends, challenges, and opportunities.

   • Strategic thinking in optimizing outreach efforts and improving lead conversion rates.

4. Project Management and Organization:

   • Strong organizational skills with the ability to manage multiple tasks, priorities, and deadlines in a fast-paced environment.

   • Experience in managing a more complex sales pipeline with high-value opportunities.

5. Leadership and Mentorship:

   • Demonstrated ability to mentor and lead junior team members, providing guidance and support to improve team performance.

   • Collaborative mindset, with the ability to work effectively with cross-functional teams.

Preferred Qualifications:

1. Education:

   • Bachelor’s degree in Business, Marketing, Communications, or a related field.

2. Experience:

   • 4 to 6 years of experience in a sales or lead generation role, with a significant portion of that experience within the SaaS industry.

   • Proven track record of meeting or exceeding sales targets and driving revenue growth.

3. Technical Skills:

   • Proficient in using advanced sales and marketing tools, such as LinkedIn Sales Navigator, CRM systems (e.g., Salesforce, HubSpot), and marketing automation platforms.

   • Strong understanding of SaaS products and the ability to quickly learn new technologies.

4. Certifications:

   • Certifications in sales methodologies (e.g., BANT, SPIN Selling, Sandler Training) are a plus.

Nice-to-have

• Highly motivated and target-driven with a proven track record in SaaS sales.
• Hands-on experience with multiple sales techniques
• Thorough understanding of commercial awareness and brand recognition to successfully establish rapport with prospects.
• Prior experience in a start-up environment.

Compensation & Perks

• Opportunity to own a piece of the company in the form of stock options.
• We offer flexible working hours and a hybrid work model - which you may not find in many of the growing start-ups.
• Extensive learning opportunities not limited to your area of expertise.
• Fun-Fridays where you can get together with all of the team members to have some fun with food and games (Please don’t apply if you don’t enjoy this - Not kidding! :P)

Our Culture

We always work together as a single team to fuel the growth of the company though we perform different functions across the departments. Our environment supports each other’s professional growth within the organization by sharing the knowledge through interactive sessions we conduct every week. All the more important thing is we always have some fun element in whatever work we do unless that involves our clients. LOL.

We encourage you to apply even if you feel you don’t meet all the requirements mentioned above but you feel that you can make a huge difference that supports the growth of the company. 

We strongly believe in your traits than your skills. Because skills can be acquired anytime but traits are something that you’re known for. If you feel you can use your traits to get the company to heights, apply right away.

#AverageKootam