Encompass, a leading provider of comprehensive facility management services and software, is seeking a highly motivated and experienced Enterprise Sales Development Representative (SDR) to join our dynamic sales team. As an Enterprise SDR, you will play a pivotal role in generating new enterprise-level leads, building a robust sales pipeline, and driving revenue growth.
Responsibilities:
Conduct extensive market research to identify and target potential enterprise-level customers within specific segments, including universities, government agencies, healthcare institutions, and banks.
Utilize a variety of prospecting techniques, including strategic cold calling, personalized email outreach, social selling, and networking, to engage with key decision-makers and stakeholders.
Qualify leads by employing the BANT (Budget, Authority, Need, and Timeline) framework, ensuring a strong pipeline of high-quality sales opportunities.
Collaborate closely with the sales team to develop and optimize prospecting strategies, messaging, and campaigns, aligning efforts with the overall sales objectives.
Maintain accurate and up-to-date records of all prospect interactions and lead qualification activities using HubSpot CRM, including detailed notes, follow-ups, and next steps.
Conduct thorough deal hygiene by meticulously managing data integrity, pipeline accuracy, and timely opportunity progression, ensuring efficient sales processes and accurate forecasting.
Leverage advanced tools such as ZoomInfo, LinkedIn Sales Navigator, and Loom to conduct comprehensive prospect research, gather valuable insights, and craft compelling communication tailored to specific prospects.
Consistently achieve or exceed individual and team KPIs, including the number of qualified meetings scheduled, conversion rates, and revenue targets, demonstrating a track record of exceptional performance.
Collaborate closely with the Director of Sales Operations and work as an integral part of the growing sales team to achieve collective goals and contribute to the overall success of the organization.
Embody and promote Encompass' core values of Trust and Respect, Improve Lives, and Continuous Progress in all interactions and engagements with prospects, customers, and colleagues.
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Qualifications:
Minimum of 4 years of proven success as an SDR or AE at the enterprise level, preferably within the facility management industry.
Exceptional research skills and ability to use data, news, and other insights to start conversations with various personality types and personas.
Experience in a fast-paced startup environment is highly desirable.
Proficiency in utilizing HubSpot CRM, ZoomInfo, LinkedIn Sales Navigator and Loom and other sales enablement tools.
Proven track record of consistently meeting or exceeding assigned KPIs and sales quotas
Excellent written and verbal communication skills, with the ability to articulate complex concepts clearly, engage decision-makers, and build rapport.
Exceptional organizational and time management skills, with the ability to prioritize tasks, manage multiple projects simultaneously, and meet deadlines in a fast-paced environment.
Self-motivated and results-oriented mindset, combined with a strong work ethic and a passion for generating new business opportunities.
Compensation and Benefits:
Competitive base salary ranging from $70,000 to $85,000, commensurate with experience.
On-target earnings (OTE) range from $85,000 to $110,000, including commission and incentives based on individual and team performance.
Comprehensive benefits package, including health, vision, dental and life insurance, retirement plans, and unlimited PTO.
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