Revenue Development Representative

Forrester•Cambridge, MA

3d•Remote

About The Position

The Revenue Development Representative (RDR) is responsible for identifying, validating, and qualifying new opportunities in assigned accounts, territories, or buying centers for the inside, field, and/or channel sales teams to pursue. RDRs use a spectrum of tactics, including phone outreach with voicemail, email, social media, and chat, to connect with prospects and foster meaningful interactions. RDRs qualify marketing-generated demand, which is demonstrated by engagement with marketing campaigns, specific actions, or meeting the scoring threshold. The RDRs are goaled on the number of complete meetings with prospects, and number of opportunities generated. There are three levels of the RDR role dependent on the individuals, tenure, performance, team contribution, and skill development.

Requirements

Excellent verbal and written communication skills.
The ability to perform prospect and account research.
The ability to actively listen and assess prospect needs and opportunities.
The ability to articulate a reasonable value proposition.
The ability to use a variety of prospecting techniques and campaign types and effectively use all channels available for prospecting efforts.
Strong collaboration and partnership skills.
Strong time management skills.
Curiosity and willingness to take ownership of progression.
Someone demonstrates the revenue development values daily.
A self-starter who takes initiatives to achieve goals.
A team player who is coachable and eager to learn.
Disciplined and able to maintain high activity volumes.
A quick learner who can adapt and apply learnings.
Knowledge of the Forrester value proposition.
Understanding of why clients work with us and how we deliver value.
Good level of understanding of prospecting techniques and best practices.
Understanding of key technology and uses.

Responsibilities

Consistently generate new demand for the sales organization to pursue.
Conduct effective outbound prospecting within target accounts and personas, leveraging all channels available.
Follow a set cadence with inbound leads and outbound prospects.
Conduct a minimum amount of prospecting activity.
Execute on persona-based, tactical, and strategic prospecting campaigns.
Review and action inbound leads within the agreed SLA timeframes.
Use multiple channels (phone, email, social, video, etc.).
Leverage team templates and best practices for prospecting efforts.
Identify new prospect accounts to target (review with your account executive).
Assist with sales- and marketing-led events where appropriate.
Proactively partner with sales colleagues and the Forrester ecosystem.
Effectively manage time to ensure tasks are completed on time.
Maintain the CRM system, ensuring all activity is logged accurately.
Proactively partner with marketing to provide feedback and enhance the revenue engine.