Account Development Representative

What You'll Do:

• Pipeline Development:
• Collaborate with Enterprise Account Executives to identify Tier 1 accounts and targets within assigned territories.
• Conduct in-depth research to understand customer needs, challenges, and pain points to deliver tailored value propositions effectively.
• Identify and build out an organizational chart of multiple prospects within target accounts.
• Execute personalized, multichannel outreach strategies (including social media, email, and phone calls) to generate interest and create a strong pipeline of qualified leads.
• Proactively qualify and engage with Marketing Qualified Leads (MQLs) to develop them into sales opportunities.
• Collaboration and Coordination:
• Partner with Account Executives and Channel Managers to develop and execute a territory growth plan focused on new customer acquisition and expansion opportunities.
• Collaborate with the Marketing Team to align outreach efforts with ongoing campaigns, promotions, and initiatives.
• Act as a key team player within the sales POD, providing insights and helping drive the collective success of your sales region.
• Qualification and Needs Analysis:
• Conduct discovery calls to qualify leads, ensuring they align with the company's ideal customer profile.
• Engage with prospects to uncover their needs, challenges, and desired outcomes, effectively positioning SnapLogic's value proposition.
• Contribute to strategic discussions on converting opportunities into closed deals by sharing insights gathered during initial prospect engagement.
• Participate in POD forecast meetings and help in territory forecasting.
• Reporting and Analysis:
• Regularly report on the status of your pipeline, conversion rates, and other key performance indicators.
• Provide analysis to identify trends, strengths, and areas for improvement, contributing ideas to optimize sales effectiveness.
• Adaptability
• Intelligent pipeline creation is critical to the success of this role. This can and should include multichannel outreaches such as social media, email, and phone calls. 
• Although activities will not be the main focus, successful Inside Account Executives are expected to be highly disciplined in their output.
• Key Performance Indicators (KPIs):
• Pipeline Creation: Number of qualified leads, conversion rates, and overall growth and health of the sales pipeline.
• Quota Attainment: Revenue generated by supported Account Executives, number of new customers, and achievement of regional targets.

What We're Looking For:

• 2+ years of experience in sales, preferably in SaaS.
• 1+ year as a Sales Development Representative or Business Development Representative.
• Cold calling capabilities and pre-call planning, opportunity qualification, and objection handling.
• Proven track record of successfully generating qualified leads and prospecting at multiple executive levels within target organizations.
• Experience in territory planning, executing outbound strategies, and building account research plans.
• Strong time management skills with experience managing a high volume of accounts and prospects.
• Ability to thrive in a fast-paced, collaborative sales environment.
• Strong communication skills, including written, verbal, and listening skills.
• Familiarity with tools like Salesforce, ZoomInfo, Outreach, LinkedIn Sales Navigator, 6sense, and Microsoft Office Suite.
• Experience in a start-up environment preferred.
• High level of integrity and a self-starter attitude.

Compensation Plan

• Base Salary (65%): Provides financial stability and reflects the guaranteed income, making up 65% of the overall package.
• Variable Compensation (35%): The commission portion of the package is tied to key performance metrics.