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Sales Development Representative 🔥


Company Description


Jitterbit is a market-leading Enterprise Integration Platform as a Service (iPaaS) & API Management (API-M) solution provider. Jitterbit helps businesses make faster, more effective decisions by enabling them to unify and exploit data from all sources. Using the Jitterbit API integration platform companies can rapidly connect SaaS, on-premises and cloud applications and instantly infuse artificial intelligence into any business process. Our intuitive API creation technology enables companies to reuse business-critical applications and data to bring new offerings to market in days, not months.


Job Description


A successful Sales Development Representative (SDR) is well organized and can track/progress several campaigns in parallel - They are highly accountable individuals. The OB SDR will work closely with the Account Executives (AE) teams, executing targeted campaigns to set qualified meetings and drive pipeline with lines of business and IT decision makers Jitterbit has not worked with before. The successful SDR reaches out to net-new prospects within a corporate structure and to new groups within Enterprise accounts. The SDR will help to develop and execute the outbound initiative with Marketing and the Account Executives, sharing tailored messaging with target contacts within each account, and helping the AE to build the business case for Jitterbit at each company. Successful SDRs have a good understanding of Jitterbit’s value proposition, use cases and statuses of each customer they are calling in to.

Performance Objectives:

  • Get up to speed with Jitterbit processes and tools: During the first 30 days learn and start using Jitterbit’s process to engage with prospects and internal stakeholders & constituents. Including other activities such as: getting up to speed on industry, Jitterbit’s value proposition, SDR process, CRM tool, and other processes/tools needed to perform SDR duties;
  • Command of the Message: Learn and be able to explain what Jitterbit does within a month of new features being released. Share this info with prospects to align how Jitterbit’s platform can help them reach their objectives faster, more efficiently, and with less risk. Uncover initiatives where Jitterbit can be used. Understand what Jitterbit offers, how it is used at existing customers and how it could be used by his/her customers. Be able to outline the value proposition to existing and new players and work with AE on a tailored message to the specific industry/domain the prospect is in;
  • Command of the Sale: Meet quarterly goals to identify quality leads, build up pipeline, and support AE to close business;
  • Outbound: Place an average of 350 calls, emails, or LinkedIn outreach to the ideal customer titles identified in target accounts weekly. The objectives of these outbound activities is to generate Qualification Meetings and achieve monthly Sales Accepted Lead (SAL) goals capturing the business opportunities that will fuel the AE revenue pipeline; confirm and coordinate through verbal and written communication to assure all participating parties have the necessary information and attend as scheduled
  • Prospecting and qualification: Conduct high-level conversations with Senior Executives (primarily CIO, CTO, VP of IT, Director of IT) in prospecting accounts. Understanding and adoption of AxNOTT and qualifying using 4W’s sales methodology (What, Why, Who, When).
  • Define and use tailored messages to the targeted audience: Create and execute Outreach sequences and call scripts, working with AE team and marketing, specific to each customer or prospect account. Goal is to develop and use at least one script per account and/or corporate structure;
  • Assist in defining & executing the strategy for an account: Work collaboratively with AE to help define, improve, and execute the strategy around an account. The SDR is a key contributor to the account plan definition. Research key customer initiatives to better understand their priorities and how Jitterbit can make a difference in their quest for success.
  • Document & communicate status: Document share with the AE what is learned from speaking from prospects, even if there is no Qualified Meeting or opportunity to come from a call. Communicate information from conversations with Director and below to AE, who will then call VP and above;
  • Strong execution skills around Jitterbit’s Go-To-Market strategy: Identify key technologies (Suns and Moons) and competitors in an account, status of competitors, communicate with AE and update account plans accordingly. Be aware of existing Sun and Moon offerings by Jitterbit (templates, connectors, etc) and be able to communicate them at a high level to a prospect.

Qualifications


An Outbound SDR has a bachelor degree (preferred) and at least 1 year in SDR role where one of the requirements of the position was to outreach and collaborate with one or more account executives to build up a pipeline of revenue. This includes working background in software or other technologies, experience with Salesforce CRM and tools like outreach, as well as excellent written and verbal communication skills.

Other qualifications:

  • highly motivated and driven
  • self-starter
  • comfortable working in a fast-paced environment

Additional Information


What You’ll Get:

  • Work for a growing leader within the Integration Platform as a Service (iPaaS) tech space
  • Join a mission-driven company that is transforming the industry by changing the way customers use API creation within business-critical processes.
  • Career development and mentorship
  • A flexible, remote-friendly company with personality and heart

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