Sales Development Representative

Summary/Objective:

The Sales Development Representative (SDR) plays a crucial role in turning inbound leads into qualified opportunities by collaborating with marketing and sales teams. Your primary job function is to qualify leads based on initial prospect inquiries for our Sales Representatives. As the first point of contact for inbound inquiries across different channels, representing Centersquare, success in this role depends on promptly addressing customer needs and closely working with Sales Reps and their leaders to identify new opportunities. Creating urgency within the sales team and meeting targets is a key expectation for the SDR, with this role serving as a pathway to larger roles within the Sales organization. You'll also contribute significantly to refining demand generation processes and sharing innovative ideas for process improvements in this area.

Furthermore, the SDR aids in achieving broader Marketing Demand Generation goals by executing outbound programs and supporting demand generation strategies to bring in new qualified leads. Responsibilities extend to maintaining the cleanliness of the CRM system and providing reports on qualification and daily sales call activity.

Who You Are

In this role, you will own the first impression prospective customers have with the Centersquare team and brand. As the first point of contact, it's important you have a high level of energy, exceptional communication skills, and an eagerness to work in a fast-paced environment with significant accountability. The successful SDR candidate is a self-starter, has excellent verbal & written skills, is a good listener, well organized, and is comfortable and/or experienced in contacting and conversing with a variety of contacts, ranging from individual contributors to executive management. You are a highly motivated, resourceful, and creative problem solver who will do what it takes to drive results and identify and develop new business prospects. Most importantly, you must have a burning desire to compete and an even stronger will to win.

Responsibilities

• Qualify inbound leads generated by Marketing, including website chat inquiries, event follow-ups, and information download requests

• Qualify all leads within budget, authority, need, and timeline (B.A.N.T.) to ensure all discovery questions are derived before passing leads over to Sales

• Consistently achieve a monthly quota of qualified leads for Sales through inbound and outbound efforts

• For leads not ready to commit to sales, build rapport with contacts by offering resources (webinar invitations, white papers, relevant blog articles, etc.) and understanding where the prospect is in the buying process

• Gather key information, update the CRM system, and develop a contact/opportunity follow-up strategy

• Meticulously record all key information in HubSpot and Salesforce on a daily basis, and develop a leads follow-up strategy

• Understand and clearly articulate Centersquare brand, customer challenges, solutions and value-prop to potential customers

• Drive top-of-funnel lead generation for reps and create new opportunities

• Share continuous feedback on insights gathered from the inbound leads, as well as process improvement opportunities to help Marketing design new templates & sequences

• Help grow overall company revenue while building a scalable, repeatable process

Desired Skills and Experience

• 1-3 years of experience as an SDR/BDR, preferably in B2B environment

• Comfortable and familiar with spending most of your workday sending out emails and making calls to qualify inbound and outbound leads/contacts

• Strong sense of pace and urgency to ensure work is completed within the expected timelines

• Exceptional verbal and written communication skills with an ability to influence others

• Drive and interest in understanding of B2B prospecting and sales best practices

• Energy, enthusiasm, and ambition to work with a strong desire to improve

• Outstanding organizational, prioritization, and time management skills

• Comfortable being uncomfortable and ardent about figuring things out

• Internet and research savvy, learning to apply online resources such as Google, LinkedIn and ZoomInfo to identify target accounts, contacts, and compelling events

• Willingness to accept and contribute new ideas, and adapt to a rapidly changing environment

• Preferred

• Experience with HubSpot, Salesforce, ZoomInfo and MS Excel is a huge plus

• Preferred

• Experience in a lead-generation specific role

• Preferred

• Bachelor's degree or higher

Centersquare is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, protected veteran status, or disability status.