The Marketing Practice is an agency for the new, integrated era of B2B. We have around 400 B2B specialists globally, helping tech leaders create more sales today and better growth long term. Our clients are some of the world’s biggest tech brands and fast-growth challenger firms. We work with them right across the funnel to deliver the type of growth that defines careers and wins awards. Our success comes from identifying, recruiting, and developing talented people like you.
The Sales Development Representative (SDR) plays a pivotal role in the sales cycle by identifying and qualifying pipeline opportunities for the sales team. They are responsible for initiating contact with key contacts in the target organisation’s buying cluster, nurturing potential prospects, arranging qualified appointments for the sales team and ensuring that sales conversion metrics are achieved. This position requires strong communication skills, collaboration, persistence, and the ability to effectively prioritise tasks.
Key Responsibilities:
- Data Management: Ensure appropriate completion of the database regardless of the data source (TAL, webinar/event attendees, content syndication, adverts etc) and look to enrich where possible.
- Research: Liaise regularly with the relevant Account Executives (AE) to identify areas for advancement, conduct ongoing research into each account’s key business drivers and identify relevant target contacts from their buying cluster.
- Outreach: Initiate contact with prospects through personalised outreach efforts (phone, email, InMail, etc) to invite them to virtual and regional events. Where appropriate, profile their existing infrastructure, introduce the company's products or services, qualify their interest, and schedule appointments or demos for the sales team.
- Qualification: Engage in meaningful conversations with prospects to assess their needs, challenges, and buying intent. Determine if prospects meet the criteria for a qualified opportunity based on established qualification criteria.
- Nurture: Maintain ongoing communication with prospects to build relationships, provide relevant information, and guide them through the sales funnel. Utilise CRM tools to track interactions and ensure timely follow-up. This includes inviting and following up attendees at events.
- Pipeline Management: Work alongside AEs to manage and prioritise a pipeline of opportunities to maximise conversion rates and meet or exceed monthly, quarterly, and annual targets. Keep accurate records of all activities and update CRM systems regularly.
- Collaboration: Work closely with the sales team to understand their needs, gain feedback on opportunity quality, understand how each opportunity is progressing or why it has stalled, and coordinate handoffs of qualified opportunities either to the AE or designated partner. Collaborate with marketing teams to align outreach efforts, provide feedback on effectiveness and help refine marketing collateral. Attend sales meetings and spend one day per week at the client’s site to foster greater relationships.
- Continuous Learning: Stay informed about industry trends, market dynamics, and the competitive landscape to effectively position the company's offerings and adapt sales strategies accordingly. Participate in ongoing training programmes to enhance sales skills and product knowledge.
Requirements
- Proven experience in account-based marketing or demand generation
- Strong understanding of B2B marketing principles and strategies
- Previous experience selling or marketing devices (laptops, PCs, tablets)
- Familiarity with CRM and marketing automation tools
- Excellent communication and interpersonal skills
- Ability to work independently
- Ability to work collaboratively with cross-functional teams
- Results-driven and able to meet targets and deadlines
- Competent in researching accounts and mining appropriate contacts to targets utilising tools like Cognism
Benefits
- Generous and flexible holiday allowance (“Plentiful PTO”)
- Shutdown between Christmas and New Year
- Private healthcare and dental insurance
- Group income protection
- Salary sacrifice pension scheme and support on financial health through our pension provider
- Access to Unmind, our wellbeing platform, including access to therapists and coaches
- Parental leave – primary caregiver 12 weeks full pay + 12 weeks 50% pay, secondary caregiver 12 weeks full pay that can be spread over 12 months
- Use our portal to access discounts and cashback at plenty of retailers
- Cycle to work scheme
- Sustainable Future Giving, helping create a positive impact on our planet by donating to plant trees, tacking our impact, and helping to reduce emissions.
- Employee focus group, Social Impact and MOSAIC team supporting our diversity and inclusion commitments
- Team, office and regional socials
- Great growth opportunities (our CEO and other senior team members started out here in entry level positions)
Don’t meet every single requirement? Don’t count yourself out just yet. Studies have shown some individuals are less likely to apply to jobs unless they meet every single qualification. At The Marketing Practice we are dedicated to building a diverse workplace based on merit, great work ethics, and character. So, if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.
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Last updated on Apr 25, 2024