Sales Development Representative
Searching for entrepreneurial-minded Sales Development Representative (SDR) for growing data-analytics company.
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From Fortune 100 companies to SMBs spanning myriad industries, Competitive Analytics is an innovative, full service, multi-industry analytics organization that helps the world’s most successful organizations analyze their data and the competitive forces affecting them . . . with a customized business intelligence approach that addresses the challenges unique to each organization. Since our founding in January 2000, Competitive Analytics literally delivers “competitive analytics” and empowers companies to make better, faster, and more profitable decisions. With deep expertise in applied economics, advanced mathematics, data science, applied statistics, and machine learning coupled with bespoke advanced analytics and best-in-class software application programming, clients span all sectors and industries.
Albeit a small entrepreneurial company, our clients include top-tier public organizations such as Toyota, Honda, Boeing, Macy's, Amgen, Parker Hannifin, The Aerospace Corporation, Cetera Financial, Yamaha, Brown-Forman, Bank of America, United Pacific, and First American Title Insurance; regional businesses such as Northgate González Markets, Motorcycle Industry Council, Guenoc Wines, and AVATAR Partners; forward thinking municipalities such as City of Anaheim, City of Santa Ana, City of Riverside, and City of Ontario; prominent real estate development companies such as Irvine Company, The New Home Company, Standard Pacific Homes, Shea Homes, Brookfield Homes, and KB Home; innovative apartment owners and operators such as AvalonBay Communities, Western National Group, and Camden Property Trust; and other organizations spanning multiple sectors and industries such as heavy equipment, healthcare, education, aviation, hospitality, commodities, sports, and energy.
What You Will Do
Get in on ground floor as we develop our technology/data driven sales function. We are looking for a talented, energetic, passionate, and competitive Sales Development Representative (SDR) that thrives in an evolving sales cycle environment. As an SDR, this person will generate qualified sales opportunities via multiple inbound and outbound lead generation channels. SDR will play a vital role in achieving aggressive customer acquisition and revenue objectives. Must be comfortable and capable of managing a technology-centric and analytics-driven multi-channel pipeline, working with sales software, sending personalized emails, making personalized telephone calls, working with channel partners, generating interest, qualifying prospects, managing existing renewals, and scheduling meetings with our CEO. SDR will also experiment and establish prospecting strategies to uncover new business opportunities. Strong business acumen and the ability to quickly evaluate and diagnose a prospect’s business environment and needs and then communicate Competitive Analytics’ differentiated value-added products and services is essential to success in this role. Ideal candidates possess the aptitude to easily engage and establish rapport with executives and line of business professionals.
Run account-based marketing (ABM) campaigns
Understand customer needs and requirements
Research accounts, identify key players and generate interest
Utilize technology-driven machine learning-based sales tools (e.g. Bombora, EverString, LeadIQ, SalesLoft) in order to target outbound accounts and leads with high intent scores to purchase analytics services
Source new leads through inbound lead follow-up
Evolve outbound sales pipeline of accounts and leads via emails, social media (e.g. LinkedIn Sales Navigator), and telephone calls.
Hold BANT qualifying calls before pushing opportunities through pipeline
Perform effective online demos to prospects
Maintain scoring and ranking of accounts and leads
BA/BS degree or equivalent
Proven inside sales experience
Lead generation, lead nurturing, and lead qualification experience
Track record of meeting or over-achieving quota
Strong phone presence and experience making ~20 to ~40 calls per day
Strong writing skills to craft ~60 to ~90 personalized emails per day
Proficient with web presentation tools
1-3 years experience in B2B technology sales and/or B2B software sales and/or B2B professional services sales
Consultative and solution prospecting and selling expertise
History of effectively managing large territory, high volume of leads, and building/maintaining relationships
Superior written, oral communication, and presentation skills.
Experience conducting account mapping and developing prospecting strategy
Experience working with CRMs
Knowledge or experience or aptitude of: data science and/or analytics and/or economics and/or information technology
Opportunity to Build Sales & Marketing Department!
Get in on ground floor as we develop our technology/data driven sales function:
You'll become an expert at using a growing tech stack of sales acceleration and automation tools
You get to work with a team of very smart data scientists and economists who know how to work hard and play hard.
We'll celebrate your wins - big and small!
Ideally, we would love to find an individual with the entrepreneurial urge to lead the charge in building and evolving a new sales and marketing department at Competitive Analytics. The first step would be to develop a successful foundational track record as our first SDR at Competitive Analytics . . . and then, build your own team!
A little bit about you . . .
You prefer working in a small entrepreneurial company versus a big bureaucratic company
You have a passion for data and analytics!
You have excellent communication skills (verbal and written)
You have a sense of curiosity, endurance, and a passion for learning
You like talking with people: listening to them, understanding their needs, discovering their priorities
You like processes: building them, improving them, critiquing them
You pay close attention to detail and are comfortable working with data
You are coachable, interested in personal development, and unafraid to ask questions
You are extremely organized and reliable
You are scrappy, proactive, entrepreneurial and enjoy working independently
Persistence and Perseverance is key. Not every customer is going to be a sale. Being able to bounce back if you lose a sale, pivot upon objections, and handle rejection will be key for this job.
Ability to multi-task, prioritize and manage time effectively
Data and analytics-driven
Systematic but flexible, self-directed; can prioritize and manage multiple work streams
Thrives in a competitive team environment
Intuitive with the capacity to hit the ground running
Working at Competitive Analytics
Competitive Analytics is a close-knit, work-hard/play-hard environment. If you want a fun, challenging and rewarding experience, apply to join our team! Aside from standard (and generous) employee benefits (i.e. medical, 401(k) with profit sharing program, Defined Benefit Plan), Competitive Analytics offers optional virtual/remote office options, casual dress code, generous vacation time, and performance bonuses (compensation rewards personal and team performance). We are also an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status or disability status.
Required Submittals for Consideration
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About Competitive Analytics
From Fortune 100 companies to SMBs spanning myriad industries, Competitive Analytics helps the world’s most successful companies analyze their data and the competitive forces affecting them; with a customized business intelligence approach that addresses the challenges unique to each organization. Since our founding in January 2000, Competitive Analytics literally delivers “competitive analytics.” Clients include top-tier public organizations such as Toyota, Honda, Boeing, Brown-Forman, Bank of America, Motorcycle Industry Council, and First American Title Insurance; forward thinking municipalities such as City of Anaheim, City of Santa Ana, City of Riverside, and City of Ontario; prominent real estate development companies such as Irvine Company, The New Home Company, Standard Pacific Homes, Shea Homes, and KB Home; innovative apartment owners and operators such as AvalonBay Communities, Western National Group, Camden Property Trust, Sares Regis Group, and E&S Ring Management Corporation; and other organizations spanning multiple sectors and industries such as heavy equipment, healthcare, education, aviation, hospitality, commodities, sports, and energy. energy.