*This post was created on behalf of one of Bravado’s clients.
Our client is a leading data analytics platform that serves both public and private sector clients, specializing in detecting fraud and managing risk. It provides real-time and historical data to support law enforcement agencies in tracking individuals, building stronger criminal cases, and combating organized crime, including gang activity, drug and human trafficking, terrorism, and other major crimes.
Self-funded and profitable since 2013, the platform has established itself as a trusted partner for high-level clients such as the Department of Defense and local police forces. The company offers a dynamic and fast-paced sales environment, where sales representatives enjoy rapid career advancement. For instance, Sales Development Representatives (SDRs) can be promoted to Account Executives (AEs) in as little as six months if they meet their quotas.
Location: United States of America (Texas)
Key Responsibilities:
- Identify potential leads and prospects within the public and private sector using various research tools, databases, and CRM software.
- Initiate cold calls and emails to potential clients, introducing the company’s services and solutions.
- Develop and nurture relationships with key stakeholders in law enforcement, government agencies, and other relevant sectors.
- Work closely with Account Executives (AEs) to transition qualified leads and provide any necessary information for the next phase of the sales cycle.
- Log all prospecting activities, lead information, and meeting outcomes in the company’s Customer Relationship Management (CRM) software.
- Continuously learn about the company’s data analytics platform and the specific solutions it provides to law enforcement and government sectors.
- Stay informed about industry trends, competitor activity, and potential market shifts that could impact the sales process.
- Meet or exceed monthly and quarterly targets related to lead generation, meetings scheduled, and the number of qualified opportunities passed to Account Executives.
- Collaborate with the onsite team, including other SDRs and sales leadership, to share best practices and strategies for improving lead qualification and conversion rates.
- Gather insights from interactions with prospects to improve the company’s outreach strategy and refine messaging.
Minimum Qualifications:
- A degree in business, marketing, criminal justice, or a related field is typically preferred, but not always required. Relevant experience can sometimes substitute for formal education.
- Excellent verbal and written communication skills to effectively engage with prospects, internal teams, and clients.
- Previous experience in a sales or customer-facing role is a plus, especially in lead generation or cold calling.
- Demonstrated ability to understand customer pain points and needs and tailor solutions accordingly.
- Basic knowledge of CRM platforms (such as Salesforce, HubSpot, or similar) to track sales activities, manage leads, and report on metrics.
- Ability to work independently and maintain focus on achieving sales targets and KPIs.
- Ability to absorb product knowledge and stay informed about industry trends to communicate effectively with prospects.
- Efficient in managing a busy schedule with regular follow-ups, outreach, and meetings.
- Comfort with technology and the ability to quickly learn new tools and software that can aid in prospecting and sales tracking.
- Ability to collaborate effectively with colleagues, particularly Account Executives and other SDRs, to achieve team sales goals.
Skills & Experience:
- Ability to speak clearly and confidently on the phone and in person, with an engaging and persuasive tone.
- Proficiency in identifying decision-makers within target organizations and crafting personalized outreach strategies.
- Able to pivot the conversation and turn objections into opportunities for further discussion.
- Proficient at managing a high volume of leads and outreach activities while maintaining attention to detail.
- Ability to input data accurately, track interactions, and keep prospect information up-to-date for smooth transitions to Account Executives.
- Ability to identify prospect needs and offer appropriate solutions by thinking critically about the product and its fit.
- Experience working collaboratively with sales teams, marketing departments, and other stakeholders to achieve collective goals.
- Comfort with using various sales tools and technologies, such as prospecting platforms, email automation, and social media channels.
- Understanding of basic negotiation techniques to handle pricing or terms discussions, even if your role primarily focuses on lead generation.
- Detail-oriented when researching prospects to ensure your outreach is highly relevant and targeted.
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