Job Overview:

Sales Development Representatives (SDRs) are key players in converting Marketing Qualified Leads (MQLs) into Sales Qualified Leads (SQLs) through effective qualification and communication using the BANT (Budget, Authority, Need, Timeline) framework. SDRs will pass the qualified leads on to the Business Development Manager (BDM) team for demos and sales closures. This role requires an organized, target-driven individual who is proficient in lead management, CRM updates, and timely communication with prospects.

Key Responsibilities:

Lead Conversion:

- Convert a minimum of 3 SQLs daily through calls, emails, and LinkedIn outreach.

- Ensure 100% adherence to the BANT qualification criteria in every lead interaction.

- Follow up with leads promptly according to customer timelines to nurture them into SQLs.

Lead Management & Communication:

- Manage lead tasks, emails, and meetings within CRM, ensuring all updates are accurate and up-to-date.

- Engage connected calls daily with prospects to drive lead qualification and conversion.

- Research all details about leads available in CRM before initiating contact.

- Schedule demos for qualified leads, ensuring all information is captured accurately for the BDM team.

- Convert qualified leads into demo-ready SQLs and ensure seamless handoff to the BDM team.

CRM & Data Integrity:

- Regularly update lead status, tasks, and detailed notes in CRM after each interaction.

- Log all communications (calls, emails, meetings) with leads in CRM.

- Maintain CRM records with high accuracy and attention to detail to ensure the success of lead handover.

Collaboration & Reporting:

- Act as a liaison between the SDR and BDM teams, ensuring smooth lead transfer and introduction at first meetings.

- Provide daily call and lead conversion reports to the manager, highlighting progress and any obstacles.

- Share weekly pipeline reports with management, tracking MQL and SQL progress.

Nurturing & Outreach:

- Respond promptly to LinkedIn and email inquiries, converting them into SQLs by qualifying them using BANT criteria.

- Ensure timely follow-up emails after each activity to maintain lead engagement.

Sales Handover:

- Pass on SQLs to the BDM team for demo scheduling and sales closure after successful qualification.

- Ensure that all necessary information, including lead requirements and status, is accurately reflected in CRM before handover.

Required Skills & Qualifications:

- Proven experience in sales development, lead qualification, or a similar role.

- Excellent verbal and written communication skills.

- Ability to manage multiple leads and activities simultaneously.

- Strong attention to detail, particularly when managing CRM data.

- Self-motivated with a strong desire to achieve sales targets and contribute to the team's success.

- Proficiency in CRM systems.

- Comfortable with making cold calls and initiating new business conversations.

- Ability to work effectively with internal teams, especially the BDM team.

- Familiarity with the BANT qualification framework or similar sales methodologies.

Performance Metrics:

- Daily Activity Targets:

- Minimum of 50 to 100 connected calls per day.

- Conversion of 3 SQLs daily.

Monthly Targets:

- Achieve 8 SQLs and 6 MQL demos scheduled each month.

- Maintain a 95% or higher quality score in all lead interactions.

CRM Accuracy:

- 100% adherence to the BANT criteria for lead qualification.

- Ensure accurate updates of lead statuses and detailed CRM records.

Success of Handovers:

- Successful and smooth handover of SQLs & MQLs to the sales team, measured by lead conversion rate post-handover.

Additional Information:

- Opportunity for career growth within the Sales and Marketing teams.

- A collaborative, fast-paced environment focused on achieving targets and delivering exceptional service to leads.

- Regular performance reviews and constructive feedback to aid in professional development.