Sales Development Representative- HYBRID

Lexipol LLC • Frisco, TX

17d • $55,000 - $85,000 • Hybrid

About The Position

At Lexipol, our mission is to create safer communities and empower the men and women on the front lines with market-leading content and technology. Our top-notch team works closely with law enforcement, fire, EMS, and corrections professionals to tailor our solutions to better address today’s challenges and keep first responders coming home safely at the end of each shift. Working at Lexipol means making a difference – day in and day out.. The Work As a Sales Development Representative (SDR) at Lexipol, you will generate new business opportunities by making outbound calls, engaging prospects, and setting qualified appointments for our SaaS sales team. You’ll be the first point of contact with potential customers, qualifying product fit and building interest through a needs-based, solution-selling process. SDRs at Lexipol play a higher-level role than at many companies, driving the lead engagement portion of the sales funnel while collaborating with a passionate team dedicated to making a difference. This is done through working in these areas of focus: SDR Quarterly Revenue – Achieve / exceed quota targets (30%) Create a territory prospecting plan in collaboration with partnered SAEs Execute daily on the prospecting plan We follow this process daily: Plan, execute, assess, adjust, execute In the assessment phase of the process, we assess the effects of the actions we take and the behaviors we do. We make adjustments, or pivots, to actions in order to meet objectives Cross-sell prospects on our various solutions Partner with your aligned Senior Account Executive to develop the territory in manner that consistently meets or exceeds revenue quota SDRs generate a pipeline of new opportunities at levels to achieve targeted revenue goals Outbound Prospecting Activities (50%) 50 Activities or more per day are reached through a combined total of emails and phone calls Conduct outbound calls to prospective customers to introduce our software solutions, qualify leads, and schedule appointments for our sales team Research and identify new potential customers and decision makers within target accounts Keep accurate records of prospecting activities and sales opportunities in Salesforce Collaborate with sales and marketing teams to ensure alignment on messaging and strategies Continuously improve sales skills and product knowledge through training and coaching Conduct educational calls as well as a needs assessment of each prospect We do this as part of our process of scheduling a solution meeting with one of our SAEs Build a pipeline of online demo meetings for your partnered SAEs for the following week Consistently book 10 demos that occur each week for your partnered SAEs Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the curve Maintain CRM system daily by documenting thorough and accurate customer and pipeline information Find untapped revenue through gathering referrals, referred introductions, and intel, and network to find out where we could generate significant new business Consistently follow our communication cadence pattern with prospective agencies Uncover and discover additional opportunities for Lexipol to partner with the agency through utilization of our products and services Aligning our solutions through a needs-based assessment process (10%) We assess how each agency is: Managing, disseminating, and maintaining their policies Conducting their training, and what their training goals and requirements are Approaching wellness initiatives: Do they have wellness resources in place? If they do, we assess wellness resource utilization and the effectiveness of engagement by department personnel and their families Foster a culture of collaboration and teamwork (10%) Work with internal stakeholders, including Senior Account Executives, Customer Success Managers, and Business Development Managers to optimize growth with prospects and customers Partner with, inspire, and provide effective communications with multiple levels of personnel within Lexipol The Environment We have a talented, passionate team eager to continue learning and grow our impact. The workload and commitment of our team is best suited to individuals looking for high-paced, high activity level, challenging, and varied assignments. We are strategists and optimizers relentlessly focused on outcomes. Lexipol values a comprehensive Got to Market team that includes Marketing as a strategic growth driver, providing the opportunity to develop and drive strategies that deliver results. Enjoy positive, collaborative relationships and shared goals between Sales and Marketing. We are a fully remote team that takes work seriously but not themselves. We emphasize intentional relationship-building and collaboration to maintain a strong, connected team.

Requirements

• Minimum of 2 years of experience as an SDR, BDR, Account Executive, or SAE, within the most recent three years, responsible for outbound sales or appointment setting in a SaaS or technology-related field other than telecom is REQUIRED
• Excellent prospecting and telephone sales abilities
• Strong job tenure with history of success
• Excellent communication and interpersonal skills, with the ability to build rapport and establish trust with potential customers
• Proven ability to rapidly build rapport and gain the confidence of prospects and clients
• Results-driven and comfortable working in a fast-paced, high-growth environment
• Professional Experience with Salesforce and/or other CRMs for tracking and prospecting

Nice To Haves

• Consistent record of accomplishment of meeting sales targets in a territory
• Public safety centric consultative sales approach
• Proven ability to self-manage daily sales tasks, activity, and quota attainment
• Proficient with Salesforce, Microsoft Office Suite applications, or other CRM
• Documentation Mindset: willingly enter high levels of documentation to facilitate the sales process

Responsibilities

• Achieve / exceed quota targets
• Create a territory prospecting plan in collaboration with partnered SAEs
• Execute daily on the prospecting plan
• Cross-sell prospects on our various solutions
• Partner with your aligned Senior Account Executive to develop the territory in manner that consistently meets or exceeds revenue quota
• Generate a pipeline of new opportunities at levels to achieve targeted revenue goals
• Conduct outbound calls to prospective customers to introduce our software solutions, qualify leads, and schedule appointments for our sales team
• Research and identify new potential customers and decision makers within target accounts
• Keep accurate records of prospecting activities and sales opportunities in Salesforce
• Collaborate with sales and marketing teams to ensure alignment on messaging and strategies
• Continuously improve sales skills and product knowledge through training and coaching
• Conduct educational calls as well as a needs assessment of each prospect
• Build a pipeline of online demo meetings for your partnered SAEs for the following week
• Consistently book 10 demos that occur each week for your partnered SAEs
• Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the curve
• Maintain CRM system daily by documenting thorough and accurate customer and pipeline information
• Find untapped revenue through gathering referrals, referred introductions, and intel, and network to find out where we could generate significant new business
• Consistently follow our communication cadence pattern with prospective agencies
• Uncover and discover additional opportunities for Lexipol to partner with the agency through utilization of our products and services
• Work with internal stakeholders, including Senior Account Executives, Customer Success Managers, and Business Development Managers to optimize growth with prospects and customers
• Partner with, inspire, and provide effective communications with multiple levels of personnel within Lexipol

Benefits

• Lexipol offers a competitive base salary, monthly, quarterly, or annual incentive and a comprehensive benefits package including 401(k) with Company match and a flexible paid time off plan.

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level
• Education Level: No Education Listed
• Number of Employees: 251-500 employees