Praxonomy is seeking a talented and entrepreneurial individual to help build our Sales Development function from the ground up and guide it to success in addition to remaining hands-on in the role. Sales Development is a function within the Go-to-Market team, playing a critical role in driving sales by generating leads and qualified pipeline from both inbound and outbound sources, profiling clients and providing valuable feedback on the effectiveness of our sales and marketing campaigns. The SDR (Team Lead) will be the senior member of the Sales Development team, who will be responsible for enabling other SDRs in the team to be successful in their roles by leading by example, in addition to crushing his/her personal lead generation targets.
The SDR (Team Lead) will work closely with the Sales team (AEs), collaborate heavily with Head of Go-to-Market, and partner with various functional groups to establish best practices, playbooks and KPIs to increase efficiencies and improve lead generation processes and systems; all while help guiding a strong, cohesive, and collaborative team. This role is expected to contribute significantly to our pipeline generation efforts. This role does not come with a defined playbook for success. The successful candidate must be a self-starter and comfortable wearing multiple hats in a highly dynamic environment. This is an excellent opportunity for a motivated individual to get in on the ground floor of a fast-growing and ambitious start-up. Successful SDRs will have the opportunity to progress to the Account Executive role within the company.
Leadership Responsibilities (30%)
Provide on-boarding and on-the-job coaching (including call monitoring as required) to new and existing Sales Development Representatives (SDRs) responsible for inbound and outbound lead generation engagements.
Develop and maintain a sales development playbook with processes and best practices such as sales sequence, sales pitches, call scripts, email templates and qualification tactics to ensure SDR efficiency and consistent conveyance of our current messaging
Establish KPI metrics to measure the effectiveness of SDRs’ lead generation and qualification efforts and help SDRs improve by understanding their performance on a regular basis
Motivate and provide assistance to the SDR team to achieve collective and individual goals
Partner with the Sales & Marketing management to continually experiment and optimise elements such as messaging, marketing segments, prospect lists via insights gathered from lead generation efforts.
Partner with Head of Go-to-Market and HR in SDR recruitment activities
Sales Development Responsibilities (70%)
Develop and cold call targeted list of prospects as well as qualify inbound leads according to the established lead qualification framework
Conduct lead generation activities following best practices and processes provided in the sales development playbook, and provide feedback for process improvement based on insights gathered from the field
Interact with prospects via cold calls, emails and platforms such as LinkedIn to develop interest in Praxonomy’s offerings
Effectively communicate Praxonomy’s value proposition and both functional and technical attributes of Praxonomy's offerings to Corporate Secretaries, C-level Executives, and Corporate Directors.
Map key stakeholders, understand prospects’ pain points, gather technical requirements, correlate business value to prospect needs and determine the likelihood of the prospect being a good fit for Praxonomy’s offerings
Partner with assigned Account Executives to develop go-to-market strategy in your territory
Consistently achieve assigned lead generation quotas and performance goals
Continually seek knowledge on industry best practices, Praxonomy’s product offerings, competitive landscape, client use cases and compelling events to help perform your duties
Update and maintain prospect information and sales activities on systems such as HubSpot, Salesforce.com
Provide Account Executives with detailed notes on prospect interaction and deal insights to ensure the opportunity is understood, and next steps are clearly defined during Sales Qualified Lead handover
3+ years of B2B technology Sales, Sales Development or Inside Sales experience
Self-starter with proven success in outbound (cold calling experience is required) and inbound lead generation in competitive and results-driven environments
Excellent interpersonal skills and ability to lead and influence others by example
Excellent working knowledge of inbound & outbound technologies and tools.
Demonstrated ability to articulate value propositions of the product to senior and director level executives
Excellent verbal and written communication skills. Fluent in spoken and written English.
Experience in growing and scaling a successful sales development team in a fast growth environment is preferred
Proficient with sales technology tools including CRM (Salesforce.com experience is strongly preferred), sales engagement platforms and Microsoft Office
Ability to collaborate effectively with all levels of the organisation including sales, marketing, product, and engineering.
Start-up experience preferred.
We offer a competitive salary, rewarding bonus scheme, generous paid holidays, 5-day work week, a start-up working culture, an inclusive and supportive work environment and opportunities for career advancement.