About Object Edge:
Established in 1994, Object Edge is an award-winning digital consultancy working with leading global brands. In a challenging digital landscape, we help businesses differentiate and compete by creating effortless digital experiences. We design, implement, and support commerce, content, subscription, and CPQ with a data-driven, highly collaborative, and best-in-class team.We serve enterprise businesses who need to build digital experiences and want a nimble, personalized, and specialized partner.
About the Position:
The Sales Development Representative at Object Edge is responsible for developing and growing our pipeline of qualified sales opportunities. They will be diligent in learning to articulate our services and client success stories to our Ideal Customer Profile (ICP) in verbal and written form, using creative approaches to drive high engagement. They must demonstrate a strong ability to research the critical background of prospects, develop rapport in a short time, resulting in qualified scheduled meetings with our sales team.It is crucial that this person can learn & understand complex subject matter, connecting Object Edge’s service offerings while being able to clearly communicate these concepts with prospects specific to their role & industry.This person will work closely with our Vice President of Sales to ensure we are achieving success in educating the market, targeting the right companies & personas, and scheduling the required volume of qualified meetings each month.
Location:
United States - Remote
What You’ll Do:
Business Development: Prospect ICPs by phone, email, LinkedIn, and other avenues to schedule virtual or in-person meetings to position Object Edge as subject matter experts for technology and business problems relevant to their industry. Verbal and written communication must be strong. Temperament must be consultative and curious. Active listening and the ability to “read between the lines” or “connect the dots” to expose the prospect to blind spots or patterns that will help them recognize the need for an outside perspective are critical. Additionally, prospect any and all Marketing Qualified Leads (MQL) as a high priority. KPI: Schedule and hold at a minimum of 6 qualified meetings per month. List Building: Diligently and artfully build and maintain a list of prospects in the CRM using tools such as ZoomInfo, Leadfeeder, LinkedIn, Glassdoor, etc. Spend time recognizing patterns in the market using intent signals, industry news, recruiting alerts, and prospect tracking (conference attendance, LinkedIn posts, press releases, etc). Additionally, convert daily MQL lists into Sales Accepted Leads (SAL) by researching their quality on LinkedIn, Zoominfo, company website, etc. KPI: Build a list of 1000 prospects per month, build 10 detailed Company Profiles and 50 detailed Prospect Profiles per month (Company & Prospect Profiles will include valuable details uncovered via research and recorded in the CRM, to be presented weekly and monthly to the Sales & Marketing team. Account-Based Marketing Strategy: In developing & refining Company & Prospect Profiles, matched against prospect conversations and email interactions, demonstrate an effective ABM strategy using tactics such as multithreading to layer industry & account-specific context into prospect communications to drive multiple stakeholders within a key account into scheduled meetings with the sales team. Collaborate with the marketing team to expose “hot spots” of activity or pain points within an account to ensure ICPs are highly exposed to the Object Edge brand and its capabilities against their pain points. KPI: Report on ABM Strategy effectiveness on Company & Prospect profiles via meetings scheduled directly tied to this effort. Subject Matter Competency: Learn and remain up-to-date on Object Edge services, concepts, & technologies related to Data & eCommerce (and/or any other relevant technologies/concepts) within 90 days of taking on the role. Demonstrate ability to communicate and present with members of the Object Edge leadership team & with prospects on key subject matter relevant to Business Development campaigns. KPI: Weekly/monthly presentations or conversations with the leadership team & progress report on call recordings & email recordings in CRM. The ultimate measure will be the ability to schedule 6 qualified meetings per month.Time Management: Demonstrate ability to achieve all outcomes expected of this role in a timely fashion, daily, weekly, monthly, and quarterly. Deliberately plan and schedule time for each and every outcome important to your role. Efficient with time given and effective under pressure. Dedicated to putting in the time and effort to achieve outcomes. KPI: Meets deadlines and can demonstrate time management strategy via calendar.Tactical Planning: Develop, deploy, and report on engagement activities that lead to successful outcomes in achieving sales targets, eg; meetings held, Qualified opportunities, etc. Become proficient in using CRM to log activities and build reports to support Sales & Marketing leadership. Schedule time & demonstrate activity in CRM for prospect meeting reminder calls, meeting recaps, post-call nurturing, and relationship management.Continuous Improvement: Regularly (at least quarterly) provide insights and recommendations for improvements in processes and methodologies based on prospecting efforts and deal outcomes, contributing to the continuous improvement culture of Object Edge.Professionalism: Shows up to all meetings prepared and on time, with video on.Experience You’ll Bring:
- Work ethic: Possess a strong willingness to work hard and sometimes long hours to get the job done. Has a track record of working hard.
- Resourceful: Bold and creative thinker, someone who can connect the dots or think outside of the box to create strong relationships with the channel and inspire them to trust Object Edge with their clients in the shorter term.
- Intelligence: Learns quickly. Demonstrates ability to quickly and proficiently understand and absorb new information.
- Proactivity: Acts without being told what to do. Brings new ideas to the company. Isn’t afraid to ask questions or ask for help in order to do the best work.
- Calm under pressure: Maintains stable performance under heavy pressure or stress.
- High Standards: Expect personal performance and team performance to be nothing short of the best.
- Openness to criticism and ideas: Often solicits feedback and reacts calmly to criticism or negative feedback.
- Communication: Speaks and writes clearly and articulately without being overly verbose or talkative. Maintains this standard in all forms of written communication, including email.
- Teamwork: Reaches out to peers and cooperates with others to establish an overall collaborative working relationship.
- Honesty / Integrity: Does not cut corners ethically. Earns trust and maintains confidence. Does what is right, not just what is politically expedient. Speaks plainly and truthfully.
Compensation:
Salary is commensurate with experience, based on department and role.
Object Edge provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. We believe in providing employees with a work environment free of unlawful discrimination and harassment. In addition to national law requirements, Object Edge complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.
