Sales Development Representative

at  RM Education Limited

Overview:
Do you want to be help enrich the lives of learners worldwide?
At RM, we’ve been pioneers of education technology since 1973. We provide technology and resources to the education sector supporting over 10 million students around the world. We work with 28,000 schools, nurseries, and education trusts in 115 countries to deliver customer-centric solutions that improve education outcomes worldwide.
What we do helps learners at all stages of their lives, from preschool to higher education and professional qualification, we partner with schools, examination boards, central governments and other professional institutions, to enrich the lives of learners.
At RM we’re on a mission to improve lives through the power of learning. We’re a leading global learning organisation and one of the world’s largest and most respected assessment software solutions providers, supporting some of the most reputable global brands and more than a million learners each year. Our goal is to provide highly effective and flexible high stakes assessment solutions to support and develop both the individual and organisations.
We are extremely proud of our heritage and people, our amazing positive, transparent and collaborative culture sets us apart, that’s why RM Assessment continues to thrive and grow to unprecedented levels whilst we are on our unbelievably exciting transformational journey. We will continue in our absolute commitment to build a diverse workforce and create an inclusive and welcoming environment for all. We achieve this by continuously creating teams of talented people from different backgrounds and experiences and strive to be a business where our people see a career and not a role.
Responsibilities:
This is a new role and is critical to our key strategic growth objective of doubling revenues in the next 3 years. Reporting to the Senior Business Development Manager, the Sales Development Representative (SDR) will be responsible for growing a global market pipeline and building intelligence across multiple sectors employing both strategic and tactical sales prospecting methods.
The role will be new-logo business focused and will work within a highly collaborative business development team, directly responsible for creating qualified opportunities and building a sales pipeline that reflects our huge ambitions and exciting market opportunities.
You will have support from colleagues across the business from day 1 to create compelling propositions tailored to meet the unique needs of customers. On a day-to-day basis, you will be working closely with BDM’s, Pre-Sales and Marketing colleagues.

Experience:

• Minimum of 3 years new logo prospecting sales experience, ideally in B2B solutions.
• Demonstrable consistent and successful track record in target achievement including pipeline development and contract conversion levels.
• Demonstrable active listening, assertiveness, creativity and curiosity.
• Demonstrable knowledge and success of multi-layered sales pipeline development techniques including persona mapping.
• Strong ability to develop and manage prospect relationships at all levels, including C-suite, and to effectively influence senior internal stakeholders.
• Ability to work independently but within a team dynamic framework.
• Strong communication skills applicable through multiple channels (written, spoken, workshops, presentations).
• Drive to develop and elevate within the Business Growth team.
• CRM proficiency

• New Logo Business Development Global Pipeline Growth:
• Accountable for proactively identifying, qualifying and nurturing leads to generate global pipeline across all defined sectors.
• Accountable for employing various tools including Cognism and Hubspot as part of direct outreach programmes to identify and generate potential new sales opportunities.
• Accountable for building and evolving a weekly, monthly and quarterly multi-layered activity-based prospect generation plan.
• Identify the needs of prospects and advise appropriate solutions.
• Set up qualified meetings between prospects & BDM’s following world-class qualification.
• Work with marketing colleagues to develop agile lead generating marketing campaigns aligned to outreach programmes.
• Build sector specific Persona and DM mapping & develop appropriate content to align to roles & pain points.
• Commercial & Financial:
• Achieve monthly leads creation target.
• Achieve monthly BDM meetings target.
• Achieve monthly suspect & prospect pipeline creation target.
• Conduct on-going market research and support building of global TAM data.
• Build and share on-going market intelligence on competitive commercial landscape.
• Customer Delivery and Satisfaction:
• Build long-term, trusted advisor relationships with prospects to qualify leads as sales opportunities.
• Accountable for clearly defined and well-prepared BDM introductory meetings to ensure we delight every prospect at the discovery phase.
• Process, Controls and Governance:
• Using compliant and accurate contact data at all times.
• Employ CRM, sales enablement tools and sales intelligence to improve processes and critically opportunity conversion.

Experience:

• Minimum of 3 years new logo prospecting sales experience, ideally in B2B solutions.
• Demonstrable consistent and successful track record in target achievement including pipeline development and contract conversion levels.
• Demonstrable active listening, assertiveness, creativity and curiosity.
• Demonstrable knowledge and success of multi-layered sales pipeline development techniques including persona mapping.
• Strong ability to develop and manage prospect relationships at all levels, including C-suite, and to effectively influence senior internal stakeholders.
• Ability to work independently but within a team dynamic framework.
• Strong communication skills applicable through multiple channels (written, spoken, workshops, presentations).
• Drive to develop and elevate within the Business Growth team.
• CRM proficiency.