Sales Development Representative

Lexipol; Town of Texas (WI); On-site; USD 42,000 - 65,000; Full time

Job summary

Lexipol is seeking a remote Sales Development Representative. You will generate new business opportunities through outbound calls and emails, qualify leads, and schedule demos for our SaaS sales team.

As a critical first touch, you will maintain CRM records, collaborate with sales/marketing, and continuously improve prospecting techniques to meet quarterly targets. This is a remote role open to candidates in the US Eastern or Central time zones.

Qualifications

• 1–2 years of outbound sales or appointment setting experience in SaaS or tech preferred.
• Excellent communication and interpersonal skills with the ability to build rapport.
• Results-driven and comfortable in a fast-paced, high-growth environment.

Responsibilities

• Generate new business opportunities through outbound calls and emails.
• Qualify leads and set appointments for the SaaS sales team.
• Maintain accurate records of prospecting activities and opportunities in Salesforce.
• Collaborate with sales and marketing to align messaging and strategies.
• Build and maintain a rolling pipeline and consistently book demos for Account Executives.
• Follow a structured prospecting cadence and continuously improve sales skills.

Skills

Outbound sales experience

Communication skills

CRM proficiency

Tools

Salesforce

Job description

Title: Sales Development Representative
Department: Lead Development
Posting Location: Remote
This is a remote role. Candidate’s must already live in the Eastern or Central time zones of the United States.

About Lexipol

At Lexipol, our mission is to create safer communities and empower the individuals on the front lines with market-leading content and technology. Our top-notch team works closely with law enforcement, fire, EMS, corrections, and local government professionals to tailor our solutions to better address today’s challenges and keep first responders coming home safely at the end of each shift.
Working at Lexipol means making a difference – day in and day out.

The Work:

The SDR team makes initial contact via outbound calls and emails with prospective clients. We have
interest generating conversations with prospects about our solutions. During the calls, we qualify
prospects and determine product fit. We drive the prospecting and lead engagement portion of the
sales funnel at Lexipol.
As a Sales Development Representative, you will be responsible for generating new business
opportunities by making outbound calls and setting appointments for our software-as-a-service
(SaaS) sales team. You will be the first point of contact with potential customers, so a positive and
professional attitude is a must. This is a performance-based role, where success will be measured by
efficiency and effectiveness of activities in generating interest in our solutions and setting qualified
appointments for the sales team. This position is remote.
At Lexipol, our SDRs have a higher-level role than many companies. We follow a need’s-based
solution selling process. In calls with prospects, you will heighten prospects’ interest in our solutions.
This is done through working in these areas of focus:

Key Performance Objectives:

SDR Quarterly Revenue – Achieve / exceed quota targets (30%)

• Create a territory prospecting plan in collaboration with partnered SAEs.
• Execute daily on the prospecting plan.
• We follow this process daily: Plan, execute, assess, adjust, execute.
• In the assessment phase of the process, we assess the effects of the actions we take and the
  behaviors we do. We make adjustments, or pivots, to actions in order to meet objectives.

• Cross-sell prospects on our various solutions.
• Partner with your aligned Senior Account Executive to develop the territory in manner that
  consistently meets or exceeds revenue quota.

• SDRs generate a pipeline of new opportunities at levels to achieve targeted revenue goals

Outbound Prospecting Activities (50%)

• 50 Activities or more per day are reached through a combined total of emails and phone calls.
• Conduct outbound calls to prospective customers to introduce our software solutions, qualify
  leads, and schedule appointments for our sales team.
• Research and identify new potential customers and decision makers within target accounts.
• Keep accurate records of prospecting activities and sales opportunities in Salesforce.
• Collaborate with sales and marketing teams to ensure alignment on messaging and
  strategies.

• Continuously improve sales skills and product knowledge through training and coaching.
• Conduct educational calls as well as a needs assessment of each prospect.
• We do this as part of our process of scheduling a solution meeting with one of our SAEs.
• Build a pipeline of online demo meetings for your partnered SAEs for the following week.
• Consistently book 10 demos that occur each week for your partnered SAEs.
• Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and
  moving up the curve.

• Maintain CRM system daily by documenting thorough and accurate customer and pipeline
  information.

• Find untapped revenue through gathering referrals, referred introductions, and intel, and
  network to find out where we could generate significant new business.

• Consistently follow our communication cadence pattern with prospective agencies.
• Uncover and discover additional opportunities for Lexipol to partner with the agency through
  utilization of our products and services.

Aligning our solutions through a needs-based assessment process (10%)

We Assess How Each Agency Is:

• Managing, disseminating, and maintaining their policies.
• Conducting their training, and what their training goals and requirements are.
• Approaching wellness initiatives: Do they have wellness resources in place? If they do, we
  assess wellness resource utilization and the effectiveness of engagement by department
  personnel and their families.

Foster a culture of collaboration and teamwork (10%)

• Work with internal stakeholders, including Senior Account Executives, Customer Success
  Managers, and Business Development Managers to optimize growth with prospects and
  customers.

• Partner with, inspire, and provide effective communications with multiple levels of personnel
  within Lexipol.

Required Qualifications:

Requirements: To be considered for this role, you will have this experience:

• 1-2 years of experience in outbound sales or appointment setting, preferably in a SaaS or
  technology-related field
• Excellent communication and interpersonal skills, with the ability to build rapport and establish
  trust with potential customers
• Results-driven and comfortable working in a fast-paced, high-growth environment
• Familiarity with Salesforce and/or other CRMs for tracking and prospecting

Preferred Experience:

Preferred Experience:

• Consistent track record of meeting sales targets in a territory
• Excellent prospecting and telephone sales abilities.
• Proven ability to rapidly build rapport and gain the confidence of prospects and clients.
• Public safety centric consultative sales approach.
• Proven ability to self-manage daily sales tasks, activity, and quota attainment.