Sales Development Representative

at  Corporativo Lumston

NEW YORK, NEW YORK

Point B is a consulting firm that is trusted by the world’s leading organizations and specializes in business transformation and technology services. We are committed to making an impact for our customers and leveraging technology to unlock human potential. We help accelerate our customers’ progress toward meaningful outcomes by bringing together cross-industry expertise, proven processes, and transformative technology to activate shared potential.
Our diverse set of experts spans13 U.S. locations, with international reach via our partnership with Nextcontinent. We’re united by our desire to help our customers succeed, wherever they do business.
Point B has been consistently recognized as one of the best places to work by Fortune® Magazine, Great Place to Work, Consulting Magazine, BuiltIn, and many others.
As a member of the Demand Generation and Marketing Team, the Sales Development Representative (SDR) is responsible for partnering with the Growth function to identify and perform direct customer outreach to set new appointments and meetings. The SDR leverages demand generation, marketing, and content best practices to drive pipeline and bookings that help the firm win more solutions-focused work. The SDR is responsible for conducting business in a way that creates a superior customer experience and that sets the stage for long-term customer growth at Point B. Point B’s SDR strategy is building quality customer and prospect engagement through the employment of high value Point B Marketing content (e.g., case studies, webinars, thought leadership, and reports) across triple-touch (email, phone, LinkedIn), multi-stakeholder buying groups. SDRs play a critical role in driving Point B’s growth by generating qualified leads and scheduling sales meetings. SDRs are self-starters with excellent communication skills, a strong work ethic, and a passion for sales. SDRs are at the forefront of Point B’s growth efforts and contribute to the overall success of the firm.

REQUIREMENTS

• B.A. or B.S. degree in business, marketing, or a related field (preferred)
• 3+ years of corporate/business experience, professional services preferred, sales and business development, prospecting and appointment setting, customer facing delivery and customer service
• English Advanced
• Passion for growing Point B, connecting and building relationships at all levels
• Proven track record in a sales or business development role, preferably in a B2B environment
• Experience articulating value propositions and engaging prospects leveraging excellent communication skills, both verbal and written
• Strong prospecting and lead generation skills, with experience in cold calling, email outreach, and social selling techniques
• Demonstrated persistent and goal-oriented mindset with the ability to overcome objections and maintain motivation in a target-driven environment
• Demonstrated ability to manage multiple priorities effectively and to quickly pivot and adapt to shifting priorities while staying aligned with Point B’s strategy and making an impact on strategic goals, leveraging strong attention to detail and organizational skills
• Familiarity with CRM systems (e.g., Salesforce) and proficiency in using sales tools and Marketing technologies (LinkedIn Sales Navigator, ZoomInfo, Pardot, etc.)
• Experience working effectively as a collaborative team player with cross-functional teams and contributing to a positive and supportive sales culture
• Demonstrated self-starter who can work independently and deliver results
• Strong business acumen and intellectual curiosity to rapidly learn about the services we are targeting in campaigns, along with the trends and challenges of the industries we are targeting
• Experience using LinkedIn to do online research, Outlook for email and scheduling, Excel to extract and manage lists, and CRM systems for maintaining data
• Demonstrated understanding of Point B services and capabilities and how to sell and market to clients
• Knowledge of sales, marketing and selling strategies (tools, data, and processes)

• Meets or exceeds appointment setting and bookings goals
• Directly supports the generation of new leads, meetings, solutions pipeline, and bookings through new and existing demand generation channels such as, outbound prospecting, webinars, website leads, relationship mapping for top customer growth plans, marketing sponsored events, network referrals, gated content, etc.
• Conducts direct customer and prospect outreach leveraging approved Marketing content and messaging
• Leverages “triple touch” prospecting for customer outreach (email, social selling on LinkedIn, and phone)
• Identifies potential customer referrals and leads within the assigned industry and accounts
• Utilizes prospecting and research tools, coordinates with assigned industry sellers to qualify leads and opportunities; prepares for and schedules target prospect meetings
• Ensures a smooth handoff of before and after the target prospect meeting with information and setting clear expectations with internal sellers and prospects.
• Effectively tracks and manages prospecting activities and maintains accurate and up-to-date information in CRM systems for collaboration with sales and marketing partners
• Leverages best practices for increasing win rate of opportunities by supporting business development game planning meetings, including creation of dossiers, relationship mapping and other solution selling support at the Industry, Account, and Solution Pursuit level to increase win %
• Direct customer and prospect outreach as guided by Industry and Solution priorities, leveraging approved Marketing content and messaging.
• Partners closely with industry and solution sellers to align on top accounts and personas for executing your outreach
• Generates leads from past buyer automation using ZoomInfo Enrich platform
• Generates referrals from across the Point B network and ecosystem (including Point B’ers, alumni, partners, etc.)
• Supports and drives conversion of inbound leads and MQL’s as assigned (example channels include webinars, events, gated content, website, etc.)
• Supports continued firmwide adoption of sales and marketing tools, templates, processes, and best practices
• Directs outreach and lead flow aligned to assigned industry marketing calendar to promote published case studies, webinars, thought leadership content, etc. to the right buyers with the right content, at the right time
• Supports team efforts and builds authentic relationships with individuals in work groups and teams
• Consistently demonstrates and lives Point B cultural tenets and values.
• Participates in firm culture activities to connect regularly with other Point B’ers (e.g., FW Ops Meetings, Geo Meetings)