The Role
Manage incoming U.S. inbound leads, respond within defined service levels, execute phone, email, and LinkedIn outreach cadences, qualify prospects using BANT-AI criteria, generate qualified opportunities for account executives, and maintain accurate Salesforce records. The role also involves lead routing, recycled-lead nurturing, account research using sales intelligence tools, consultative pitching around enterprise SEO and AI search, competitor positioning, and structured handoffs to sales executives.
Summary Generated by Built In
Shape the future of search.
BrightEdge is a leading enterprise SEO and content performance platform that helps companies understand how their digital content drives real business results. Founded in 2007, we’re trusted by thousands of organizations across more than 80 countries, including brands like Microsoft and Visa. Our platform combines powerful data and AI-driven insights allowing our customers to plan, optimize, and measure campaigns based on real-time content performance.
What sets BrightEdge apart are our people. With 400+ global employees across 7 offices, we foster a collaborative, curious, and supportive environment where smart ideas are encouraged and impact is visible. If you enjoy solving meaningful problems, learning new things, and working alongside talented teammates while helping shape the future of digital marketing, BrightEdge is a great place to build your career.
About the RoleOur Sales organization drives growth by introducing the world’s most sophisticated marketing teams to a more effective way to unlock performance from organic search. Our teams are supported by strong onboarding, ongoing enablement, and clearly defined career paths that help sellers continuously sharpen their craft and grow their careers. We take a consultative, insight-led approach to sales and foster a culture that recognizes and rewards top performance.
BrightEdge is continuing to scale a world-class Sales Development Team to help expand our customer portfolio. Sales Development Representatives are responsible for sourcing, qualifying, and setting new customers demos for the Senior Sales Team to close.
As an Inbound Sales Representative at BrightEdge, you will manage end-to-end coverage of all incoming US inbound leads across multiple channels, run structured multi-channel cadences across phone, email and LinkedIn, generate pipeline for AEs, and maintain CRM & data hygiene in Salesforce.
How you'll spend your time:
- Inbound Lead Management & Speed-to-Lead Sole Inbound Ownership:
- Manage end-to-end coverage of all incoming US inbound lead volume (~300 leads/month across demo requests, webinars, contact forms, case studies, and email campaigns).
- Strict SLA Compliance: Demo Requests (P0/P1):
- Contact within 24 hours for all Demo request (target response time under 1 hour for high-value enterprise accounts).
- All Other Inbound Inquiries (P2–P4): Reach out within 48 hours.
- Prioritization & Scoring: Triage leads using demographic and behavioral scoring criteria.
- Outreach & Multi-Touch Cadences: Cadence Execution:
- Run structured 7-day multi-channel cadences across Phone, Email, and LinkedIn (minimum 2–3 touches before moving to long-term nurture).
- Consultative Pitching: Act as a trusted advisor on Enterprise SEO, AI Search (AEO/GEO), and organic growth solutions, articulating BrightEdge's value proposition clearly.
- Backend Form Verification: Cross-check website and backend submission form data prior to outreach to ensure contact accuracy and context awareness.
- Pipeline Generation & AE Handoff: Monthly Quota:
- Book and deliver a minimum of 12 AE-Accepted Qualified Opportunities per month (36 per quarter).
- BANT-AI Qualification Framework: Qualify leads across Budget, Authority, Need, Timing, and AI Readiness.
- Confirm at least 3 out of 4 criteria before scheduling an AE meeting. Briefing & Handoff: Provide AEs with concise 30-second briefings and structured CRM handoff notes prior to discovery calls.
- Territory & Account Routing: Promptly route non-US leads (EMEA/APAC), existing customer inquiries, agency requests, or active opps to the appropriate regional SDRs, CSMs, or Aes.
- CRM & Data Hygiene:
- Salesforce Record Management: Maintain clean CRM records by logging all calls, emails, voicemails, LinkedIn interactions, disposition tags, and marketing campaign sources.
- Opportunity Logging: Convert qualified leads using standard naming conventions (Company Name - INBOUND - 3500), tag primary campaign sources, and assign to designated AEs via distro rules.
- Recycled Lead Nurturing & Re-engagement: Periodically review non-converted or aged leads (30–90 days old) that show renewed digital engagement or job movement to unlock hidden pipeline.
- Utilize tools like ZoomInfo, Clearbit, Apollo, and LinkedIn Sales Navigator to map tech stacks and identify organizational hierarchy prior to initial contact.
- Maintain fluency in market positioning against competitors (e.g., Semrush, Conductor, Profound) to address top-of-funnel buyer queries effectively.
We're excited about you if you have:
- Bachelor's degree with a strong academic background required
- Passion for technology and possess a high level of integrity
- Strong communication, analytic, and listening skills, with a positive approach
- Self-starter and hardworking, with a track record of success and drive for achievement
- Sales training, pre-call planning, or salesforce software experience is a plus
Benefits & Perks
- Total Rewards package with uncapped commission
- Three-week sales and technology training
- Clear path for career growth
- Collaborative and fun sales culture
- Paid parental leave
- Medical, Dental, and Vision Insurance
How we work
BrightEdge is an equal opportunity employer and is committed to building a diverse and inclusive workplace. All qualified applicants will be considered without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, veteran status, or any other legally protected status.
If you’re excited about this role but don’t meet every qualification, we encourage you to apply. Imposter syndrome can hold great candidates back, and we believe potential and willingness to learn matter just as much as checking every box. We value diverse perspectives, experiences, and ways of thinking, and we’re committed to building a team where everyone feels they belong and can do their best work.
Skills Required
- Bachelor’s degree with a strong academic background
- Passion for technology
- High level of integrity
- Strong communication skills
- Strong analytical skills
- Strong listening skills
- Self-starter attitude and hardworking approach
- Track record of success and drive for achievement
- Sales training
- Pre-call planning experience
- Salesforce software experience
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The Company
What We Do
As brands have become publishers, the digital world has become the most important distribution channel. The BrightEdge Content Performance Marketing platform helps brands Target Demand, Create and Optimize Content, and Measure Results to win on the content battleground. BrightEdge transforms online content into tangible business results, such as traffic, revenue, and engagement. Our platform is powered by an Artificial Intelligence engine, DataMind, and is the only company capable of web-wide, real-time measurement of digital content engagement across all digital channels, including search, social, and mobile.
