Purpose: The role's purpose is to set 4+ completed meetings per month by making outbound calls, sending outbound emails, and utilizing other outreach methods such as LinkedIn and video. The expectation is that the Enterprise SDR will maintain consistent daily activity levels (85+ calls and 30+ emails/LinkedIn touches) while customizing outreach to enterprise account needs, focusing on quality over quantity.
Job Description: The Enterprise Sales Development Representative (SDR) will create demos for our Enterprise Account Executives (AE's) by making outbound phone calls, sending outbound emails, and using additional outreach methods to our lead lists.
Responsibilities:
- Account Management: Own, nurture, and manage a lead set of high-value prospects. Conduct in-depth research to identify and qualify strategic enterprise opportunities. Focus on uncovering key decision-makers, understanding organizational priorities, and aligning prospects with Applause's value propositions
- Account-Based Collaboration: Work closely with Enterprise Account Executives (AEs) to develop and execute account-based sales strategies. Assist in aligning SDR outreach efforts with broader sales goals for targeted accounts
- Pipeline Management: Consistently deliver 4 qualified meetings to the Enterprise AE each month. Meet or exceed monthly pipeline creation goals
- High-level Relationship Building: Represent Applause with integrity and passion. Build and nurture relationships with C-level executives and key decision-makers through personalized, value-driven communication
- Tradeshow Engagement: Proactively schedule pre-show meetings, dinners, and lunches with potential enterprise prospects. Initiate meaningful conversations during the event and follow up with attendees post-show to nurture relationships and advance opportunities
- Market Intelligence: Stay informed about industry trends and market dynamics to identify new opportunities and inform outreach strategies
Requirements
- Sales Experience: 2-3 + years of experience in outbound B2B SaaS, with large enterprise accounts (200+ employees). History of exceeding SDR quotas and metrics. Proven experience in engaging and influencing C-suite executives
- Sales Acumen: Strong understanding of complex sales cycles and high-value deals. Exceptional research and strategic prospecting skills. Experience navigating organizational hierarchies and politics.
- Communication Skills: Exceptional verbal and written communication skills with the ability to articulate value propositions and build trust with senior decision-makers. Ability to tailor communication and sales approaches to diverse audiences
- Adaptability: Ability to thrive in a fast-paced, high-growth startup environment, with a willingness to take ownership and adapt to evolving strategies
- Collaboration & Efficiency: Proven ability to excel in cross-functional teams within a collaborative remote environment, with strong time management skills and a track record of efficiency
Benefits
100% remote w/ no office mandate | Unlimited PTO | 22 official company holidays | Health care | Life insurance | Amazing colleagues | Energetic culture that is positive and celebrates together | Inspiring mission & software product | Ability to grow your career in a fast-growing tech startup
