Sales Development Representative Growth

Front Door Defense; McLean (VA); Hybrid; USD 94,000 - 119,000; Full time

Job summary

ID.me is seeking a highly energetic Sales Development Representative to build and manage a high-quality outbound lead pipeline for Account Executives. This on-site role is based in McLean, VA with opportunities to contribute in other locations as needed.

You will qualify leads, craft multi-channel outreach, and set meetings for Account Executives to drive booked pipeline. The ideal candidate has at least 1 year of B2B SaaS experience, strong phone skills, and an entrepreneurial mindset.

Qualifications

• Minimum 1 year of experience working as a sales development representative or account manager with a track record of success.
• Bachelor's degree (preferably in Marketing, Communications, Business, or related field).
• Experience selling into government markets at the state and local level is preferred.
• Comfortable talking on the phone with exceptional objection handling.
• Entrepreneurial attitude, tenacity, resourcefulness and a strong desire to win.

Responsibilities

• Coordinate outbound prospecting to include researching accounts and identifying key players to build prospect lists.
• Develop, coordinate, and execute multi-target, multi-touch email and calling campaigns for target accounts and prospects that generate interest and new leads.
• Create and maintain playbooks to identify key personas in target markets.
• Qualify new leads and set meetings for Account Executives.
• Develop and maintain daily outreach plans to maximize touch points, including pre-call planning, adhering to metrics, and customizing scripts to market segments and prospect type.
• Understand how ID.me products match with target segment business priorities to effectively and independently distill and deliver the ID.me value proposition, articulating ID.me products, features, and benefits over the phone and via email.
• Become a trusted resource and develop solid relationships with prospects.
• Track prospect interaction in Salesforce to ensure efficient lead management and easily summarize feedback.
• Deliver individual daily/weekly activity volume, sales goals, and opportunity production.

Skills

Lead generation

Email outreach

Cold calling

Salesforce

Campaign management

Education

Bachelor's degree in Marketing, Communications, Business, or related field

Tools

YesWare

Salesforce Inbox

Outreach.io

ToutApp

Job description

Sales Development Representative

Build and manage a high-quality outbound lead pipeline for Account Executives

Location: McLean, Virginia Mountain View, California New York, New York Tampa, Florida

Compensation: $93,575 - 118,990 USD / year

About The Role

Sales Development Representative

McLean, Virginia

Company Overview

ID.me is the next-generation digital identity wallet that simplifies how individuals securely prove their identity online. Consumers can verify their identity with ID.me once and seamlessly login across websites without having to create a new login and verify their identity again. Over 152 million users experience streamlined login and identity verification with ID.me at 20 federal agencies, 45 state government agencies, and 70+ healthcare organizations. More than 600+ consumer brands use ID.me to verify communities and user segments to honor service and build more authentic relationships. ID.me's technology meets the federal standards for consumer authentication set by the Commerce Department and is approved as a NIST 800-63-3 IAL2 / AAL2 credential service provider by the Kantara Initiative. ID.me is committed to 'No Identity Left Behind' to enable all people to have a secure digital identity.

ID.me is a full-time, in-office culture. Unless a specific job description explicitly states otherwise, all roles are on-site five days per week at one of our offices in McLean, VA; Mountain View, CA; New York City, NY; or Tampa, FL. Certain roles — such as field-based sales or other remote-by-design positions — may have different work arrangements as noted in their individual postings.

At ID.me, we embrace the thoughtful use of AI tools in our daily work and there are even occasions where we leverage AI in our hiring process. However, during the interview process, we want to understand your individual skills and experiences. Therefore, we have guidelines on how AI can be appropriately used during your application and interviews which can be found here.

Role Overview

ID.me is looking for a highly energetic and driven individual with sound business acumen and natural sales instincts to join us as a Sales Development Representative to grow our qualified lead pipeline.

The ideal candidate is a self-starter with a track record of quota attainment as a Business Development Representative or Sales Development Representative selling standalone software solutions. You will be responsible for identifying new sales prospects, developing and executing marketing campaigns, as well as email and call campaigns, and setting meetings for Account Executives after new leads are qualified.

Candidates applying for this role must have a minimum of 1 years of Business Development experience with a SaaS-based company. This in-office position is located in McLean, VA.

The Impact You Will Make:

• Coordinate outbound prospecting to include researching accounts and identifying key players to build prospect lists
• Develop, coordinate, and execute multi-target, multi-touch email and calling campaigns for target accounts and prospects that generate interest and new leads
• Create and maintain playbooks to identify key personas in target markets
• Qualify new leads and set meetings for Account Executives
• Develop and maintain daily outreach plans to maximize touch points, including pre-call planning, adhering to metrics, and customizing scripts to market segments and prospect type
• Understand how ID.me products match with target segment business priorities to effectively and independently distill and deliver the ID.me value proposition, articulating ID.me products, features, and benefits over the phone and via email
• Become a trusted resource and develop solid relationships with prospects
• Track prospect interaction in Salesforce to ensure efficient lead management and easily summarize feedback
• Deliver individual daily/weekly activity volume, sales goals, and opportunity production

About You:

• You are obsessed with continual improvement.
• You value building and maintaining relationships, and can point to how that impacts your success.
• You are a self-starter and fast learner, hungry for knowledge to hone your approach at every opportunity.
• You hit or exceed your quota consistently.
• You have a reputation as an analytical problem solver and are just as likely to receive a letter of recommendation from an Account Executive as you are from your boss.
• Ability to thrive when there are changing priorities and shifting of gears.
• You are a team player and looking to uplevel your peers and teammates to hit our aggressive targets.
• You are an excellent communicator that can take complex topics and distill them into easy-to-understand messages.
• You have a bias to act and an entrepreneurial mindset.
• You have a background in marketing or communications and understand how messaging can drive sales and relationships.

Qualifications:

• Minimum 1 years of experience working as a sales development representative or account manager with a track record of success.
• Bachelor's degree (preferably in Marketing, Communications, Business, or related field).
• Experience selling into government markets at the state and local level is preferred.
• Comfortable talking on the phone with exceptional objection handling.
• Entrepreneurial attitude, specifically tenacity, resourcefulness and a strong desire to win.
• Ability to gather and use data to analyze business opportunities and persuade others.
• Superb time management, prioritization of tasks and ability to meet deadlines with little supervision.
• Detail-oriented with the ability to quickly internalize and put feedback and coaching into practice.
• Experience and/or willingness to work in a fast-paced, startup environment with a hands-on approach.
• Familiarity with email automation solutions such as YesWare, Salesforce Inbox, Outreach.io, ToutApp a plus.

Pay Range

$93,575 - $118,990 USD