Sr. Sales Business Development Representative

Profile

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/Director. This position has no direct reports.

Accountabilities:

Proactively reach out to customers with a minimum of 70 calls per day

Drive new customer acquisition 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 tradeshows 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 a 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

Additionally for the Senior Sales Business Development Representative

Communication & Interpersonal

Provides some input independently into the development of key messages.

Skilled at identifying effective communication medium(s) and tailoring messaging appropriately.

Strong presentation skills. Relied upon by the team to provide technical presentations for a larger audience (e.g. webinars).

Moderate degree of impact & influence.

Collaboration & relationship Building

Strong ability to build relationships with various people, internally & externally.

Independently manages some relationships with executives in smaller scale companies; for larger companies, partners with Directors. As comfort & confidence increase, more & more relationships are managed on their own.

Good understanding of how to address & manage conflicts.

Negotiation & Persuasion

Good negotiation and persuasion skills yet may require some coaching to improve skills.

Business Acumen

Thorough knowledge of FB’s products & services is required of this role. For an entry level role, the expectation is that the knowledge base will build quickly and learning will be continuous.

Regularly gathers business intelligence about the competition. Able to draw conclusions from data review, and apply this knowledge to managing client relationship(s).

Educates self about industry best practices and professional standards.

Planning & Organizational Skills

Supports the execution of the BD Strategy by contributing to the achievement of the team’s OKRs and KPIs.

Keeps track and reports on weekly progress.

Manages simpler projects with less risk and financial exposure.

Collaborates with managers to effectively prioritize tasks. Meets deadlines and manages conflicting priorities well, using internal tools with proficiency.

Company info

FreshBooks is a service of 2ndSite Inc.