Sales Development Representative

Submittable

4d • $70,000 - $90,000

About The Position

The Sales Development Representative generates qualified sales opportunities with organizations in an assigned territory or segment, either government grantmaking or a hybrid segment serving corporate CSR and enterprise nonprofit grantmakers. The role researches target accounts, identifies stakeholders responsible for grant and application programs or CSR initiatives, initiates and nurtures conversations, and schedules qualified meetings for Account Executives.

The representative works closely with Account Executives on account plans and follow-up, including prospects with longer buying cycles. Accurate qualification and timely, relevant outreach help organizations find better ways to run programs that serve their communities. The role also maintains knowledge of Submittable’s platform, records prospect and activity information in CRM and sales engagement tools, and shares feedback to improve messaging and processes.

Requirements

• At least 1 year of experience in sales development, business development, inside sales, or a similar role involving outbound prospecting and meeting goals.
• Working experience with a CRM and a sales engagement platform.
• Ability to research accounts, identify appropriate stakeholders, ask discovery questions, uncover prospect needs, and book meetings that meet qualification criteria.
• Ability to write clear, concise outreach and conduct phone conversations tailored to each prospect’s role and organization.
• Ability to respond accurately to questions and concerns and follow up on anything that cannot be answered immediately.
• Ability to collaborate with Account Executives on account plans, provide complete handoff notes, and follow through on agreed next steps.
• Ability to manage high-volume outreach and follow-up across many accounts, prioritize by account potential and timing, and track commitments to completion.
• Willingness to seek feedback, apply it, and adjust outreach based on results.
• Must be eligible to work in the United States; scholastic and employment visas cannot be accommodated.
• Applicants residing in Alaska, Delaware, Hawaii, Louisiana, Maine, New Mexico, North Dakota, Oklahoma, Rhode Island, Vermont, Washington, West Virginia, and Wyoming are not eligible.

Nice To Haves

• Experience with Salesforce, Salesloft, and Gong.
• Familiarity with the industries in the assigned territory or segment and how organizations in them make purchasing decisions.
• Experience with government, NPO, or corporate CSR markets.

Responsibilities

• Prospect into target organizations in the assigned territory or segment and research accounts to identify stakeholders likely to own grant, funding, or application program needs.
• Conduct outbound outreach by phone, email, and social channels, working toward the activity and meeting goals set for the role.
• Conduct discovery conversations to understand prospects’ program challenges and qualify opportunities against Submittable’s criteria before scheduling meetings for Account Executives.
• Nurture prospects who are not yet ready to engage or have longer buying processes, following plans agreed with Account Executives.
• Answer prospect questions promptly and accurately, involving an Account Executive when questions exceed the role’s scope.
• Build and maintain working knowledge of Submittable’s platform and how its features address prospects’ needs.
• Keep prospect, account, and activity records accurate and current in CRM and sales engagement tools.
• Share prospect feedback and suggest improvements to messaging, outreach sequences, and processes with the Sales Development team.

Benefits

• Comprehensive health and life insurance, with optional HSA, FSA, and DCA accounts.
• 401(k) plan with employer match starting day one.
• Equity stock options.
• Flexible hours, remote work options, and generous vacation and sick leave.
• Paid parental leave for mothers, fathers, and adoptive parents.
• Professional development stipends.
• Opportunities to participate in community outreach and volunteer programs.
• Monthly company-sponsored happy hours and gatherings.

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level
• Education Level: No Education Listed