Sales Development Representative

About the role:

The Sales Development Representative (SDR) helps generate sales for Prospecting Account Executives (AE’s). The SDR is responsible for effectively and efficiently researching, engaging, and connecting prospective customers to the sales team to drive “top of the sales funnel” activity and help generate pipeline. In addition to prospecting sales opportunities in the market, the SDR will collaborate with AE’s on targeted lists, planning outreach, and building prospect pools. The SDR role is critical in surfacing new opportunities for our sales team. Given this, the SDR role is a quota-bearing role. The SDR’s Quotas will include monthly goals for the scheduling of qualified initial sales meetings (Discovery Calls) led by an AE and building pipeline on prospect accounts.

What you’ll do:

• Contact by phone or email a high volume of prospected leads per day to initiate conversation, present the value of products and solutions, and qualify prospects to move on to a discovery call with an Account Executive
• Research to engage market prospects that fit the ideal customer profile based on targeted market, and identify relevant internal company contacts for targeted outreach
• Research and identify prospects’ business needs and confirm our ability to address them using available digital learning solutions and or software.
• Adapt messaging to prospects based on needs and areas of interests, while highlighting relevant industry trends and Blackbaud’s diverse business solutions.
• Generate demand for Blackbaud products and solutions through the creation and adaption of targeted email campaigns that reach highly relevant audiences
• Record and maintain outreach records in Salesforce system up-to-date contact information and notes for all Prospect contacts.
• Track and report on individual progress to monthly and quarterly goals for initial sales meetings and pipeline sourced
• Meet regularly (weekly or biweekly) with your assigned Account Executives and communicate timely and accurately with the team to provide updates on weekly outreach activity, successes, and additional areas and prospects to target
• Additional professional development opportunities including shadowing, training and certification of key activities and skills across the sales process (discovery, demos, relationship engagement calls) to prepare strong performers for next commercial steps as Account Executives or Account Managers
• Other job-related duties as assigned

What you’ll bring:

• Previous experience or knowledge of high-volume outbound contact (email & phone) in a sales environment
• Previous experience or knowledge of technical or software product sales is a plus
• Familiarity with sales tools such as LinkedIn Sales Navigator, Gong, Consensus, and Salesforce is a plus
• Track record of quota and or measurable goal achievement
• Excellent verbal and written communication skills
• Excellent time management and organizational skills
• Goal & growth mindset with the ability to seek out and apply coaching feedback regarding sales skills
• Desire to grow and continue as a sales professional
• Team-oriented attitude.
• Able to work flexible hours as required by business priorities