Business Development Representative (BDR) will be the first point of contact for prospects who express interest in DroneDeploy and schedule qualified discovery meetings for our Account Executives (AEs). The BDRs will work directly under the Sr Manager of Pre-Sales to act as a key partner between marketing demand generation and sales. In this role, BDRs will prioritize inbound follow-up to prospects from marketing’s lead generation campaigns and share feedback on campaign effectiveness. BDRs will also provide support directly to our AEs to target companies in various industries and perform outbound activities; cold calling, emailing, social engagement, etc. You will play an integral role in bringing DroneDeploy to new mid-market and enterprise businesses, plus expanding our growing customer base. The ideal candidate will have a competitive spirit and is excited by the prospect of working cross-functionally with sales and different departments to generate new demand.

Responsibilities:

• Achieve and exceed your monthly and quarterly goals for generating qualified opportunities to power the sales pipeline.
• Provide the best possible customer experience to all inbound prospects (leads) from net new and existing customer accounts by following procedures to ensure assigned leads are engaged and moved through the qualification process.
• Qualify prospects based on the established criteria of Situation, Pain, Impact, Critical Event, and Decision (SPICED framework) and gather any other critical sales intelligence.
• Schedule and coordinate discovery meetings between the Account Executive team and decision-makers at new companies or existing customer accounts.
• Work in partnership with an Account Executive to build account strategies, territory plans, and successfully close new business opportunities.
• Research intent signals to find companies considering our products and services or similar solutions on the market. Use data enrichment tools to generate new leads and engage in personalized outreach.
• Maintain strong overall outreach activity levels to facilitate success (calls, emails, live chat, video meetings, and LinkedIn messages).
• Proactively provide feedback on workflows, sales tools, lead quality, and results from marketing campaigns.
• Work closely with the sales and marketing teams to continuously improve demand generation processes and best practices.

Requirements:

• Have previous inbound and cold outbound sales or sales development experience (1+ years).
• Demonstrated success in achieving quota as a BDR or similar role in a SaaS environment.
• A consistent track record of performance in creative, strategic outreach via personalized emails, phone calls, texts and videos.
• Prior experience in using sales tools such as Salesforce, Outreach, 6sense, CommonRoom, Zoom, LinkedIn/Sales Navigator and Zoominfo.
• Self-aware, coachable, able to implement feedback in the moment and to overcome challenges.
• Intellectually curious and open to bringing your own unique flavor to the BDR role.
• You share our values and work in accordance with those values: Build Trust, Simplify, Make It Happen.
• Able to work between Monday – Friday, 8:00 am to 5:00 pm PT.
• Able to work 100% remote / In-office at least 1 time a quarter for team building. If local to the SF Bay Area, open to more meetups with the local team for working sessions/training.
• Must be able to travel domestically up to 25% of the time for events and trade shows.

What success will look like in this role:

• Deliver consistently against quota, despite imperfect systems and processes.
• Keeping the inbox at zero while executing meaningful and prompt responses to our prospects.
• Have the desire and drive to manage a high volume of daily activities; calls, emails, live chat, video meetings, and LinkedIn messages.
• A strong communicator (verbal and written), with active listening skills and the ability to handle objections and educate prospects in a consultative manner.
• Extremely detail-oriented and effective note-taker to communicate account status and progress to management.
• Excellent time management with the ability to multitask, prioritize, and easily adapt to changing needs of the company.

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