Sales Business Development Representative

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SALES BUSINESS DEVELOPMENT REPRESENTATIVE (Job Description)
Purpose of Role:
The Business Development Representative is responsible for generating leads for the Acquisition Sales team. You will work closely with the Support and Marketing teams to identify customers with the potential for upgraded accounts / services, determine their suitability and pass the information to Account Managers for follow up.
Reporting Relationship(s):
The Business Development Representative reports into the BDR Manager. This position has no direct reports.
Accountabilities:
Proactively reach out to customers with a minimum of 70 calls per day
Drive new customer acqusition by passing leads to Account Executives on a daily basis to achieve assigned pipeline creation quotas
Receive and qualify inbound leads generated from support tickets and internal marketing efforts
Ensures all administrative tasks are accurate and up to date
Effectively utilize
Salesforce.com
to accurately forecast pipeline creation and pipeline acceptance
Build and maintain strong relationships with customer support team and work collaboratively on customer engagement
Attendance at industry trade shows and other events if required
Desired Outcomes:
Meet or exceed assigned performance targets and KPIs
Meet or exceed minimum performance standards for calls and leads generated per day
Qualifications:
You have experience dealing with potential and current customers
You have a background in support, sales, or marketing communications and want to be coached to become a Sales Superstar
Strong communication skills to effectively interact with potential customers and staff
Outbound efforts do not intimidate you since it is the bulk of your day to day priorities
You have a way about you that gets people to want to buy FreshBooks on the spot!
You are organized and a self-starter. You are proactive, outgoing and have no fear of developing contacts
You are metric-driven individual with a high-reaching side. You want to grow your career in sales and are motivated by success
SALES BUSINESS DEVELOPMENT MANAGER
(Job Description)
As a leader, you are responsible for leading a high-performing team of individuals who master the lead qualification and opportunity qualification process. The SBDR Team will book meetings and source early-stage sales opportunities and be instrumental in maintaining strategic partnerships with Marketing and Sales leadership. You will also develop content relevant to potential clients, support go-to-market activities, promote targeted campaigns and cultivate qualified opportunities that will funnel into FreshBooks Acquisition’s sales team.
Accountabilities:
Lead, encourage, and train a team of SBDRs whose role consists of prospecting, booking meetings and opportunity identification and qualification
Manage the interview process to attract, hire and build a strong SBDR team
Develop SBDRs into strong, highly capable team members for further development within the organization
Develop and coach to a best-practices framework of persona-based prospecting with personalized pitches
Hold each SBDR accountable to defined metrics and KPI's
Lead weekly call reviews with BDR team, both in team and 1:1 setting
Own SBDR Qualified Opportunity number
Measure and continually find ways to improve process and performance
Refine SBDR standards, process & metrics
Build and document scalable systems and processes to grow SBDR team
Motivate individuals and teams to exceed objectives through coaching, regular broadcast of results, and creative incentives
Regularly report on team/individual results
Partner with Marketing for lead conversion/event/campaign promotion and follow-up
Partner with Acquisition Sales Leader and Team to fine-tune our lead generation and follow-up processes
Ensure disciplined use of
Salesforce.com
, and other sales tools
Qualifications:
2 years experience managing within a SBDR organization
Experience with SMB net new prospecting using the phone, social, and email
Process-oriented in lead and opportunity management
Ability to create a sense of urgency & identify needs/pain with prospects
Ability to present value-based messaging
Strong written and verbal communication skills
Familiarity with CRM (SFDC) system for managing leads
Ability to meet deadlines and commitments
Business Development Representatives & Managers are responsible for developing the business side of FreshBooks, by identifying emerging business opportunities and building long term relationships with prospects in order to increase revenue and ultimately maximize profits.
Basically, Business Development Representatives help FreshBooks become as successful as it can be!

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