Sales Development Representative - Outbound Sales focus

Advanced Navigation - San Diego, CA

Full-time

San Diego, CA

Electrical Equipment, Appliance, and Component Manufacturing

About the position

The Outbound Sales Development Representative (SDR) at Advanced Navigation is primarily responsible for generating qualified sales opportunities for the Regional Direct Sales teams through targeted outbound prospecting. This role involves initiating contact with potential customers, qualifying leads, and setting appointments for Account Executives. The SDR plays a crucial role in nurturing leads through the sales pipeline and contributing to the overall growth of the business.

Responsibilities

• Conduct daily prospecting activities to generate new business opportunities, including researching target accounts, cold calling, and outreach via email and social media.
• Identify and qualify potential customers through effective communication and discovery processes, ensuring timely and professional interaction.
• Schedule meetings for Account Executives (AEs) with qualified prospects, ensuring a seamless transition for further sales efforts.
• Provide additional support to the regional sales teams by assisting with specific opportunities, ensuring a collaborative sales environment.
• Maintain comprehensive, timely, and accurate information within the CRM platform to provide high-level opportunity intelligence.
• Develop and maintain an in-depth knowledge of the company's products, specifications, and applications to effectively communicate value propositions to potential customers.
• Collaborate with the global SDR team to share expertise and leverage success, fostering a unified approach to outbound sales.

Requirements

• 2+ years of business development experience preferably within high-tech solutions in aerospace & defence, surveying, autonomous vehicles/robotics, or maritime/subsea.
• Strong commercial acumen and ability to navigate within an enterprise/partner to map stakeholders and generate buy-in.
• Proven experience in B2B sales development within a technology-driven organization, preferably hardware.
• Familiarity with navigation, maritime, aerospace, or defense technologies is advantageous but not essential.
• Proficient in using Salesforce or similar CRM platforms for lead management, sales development, and reporting.
• Competency in managing other tools for prospecting such as Sales Navigator, Lusha, Outreach, etc.
• Experience with qualification frameworks like MEDDPICC or BANT is highly valuable.
• Excellent communication and writing skills with the ability to be both technical and analytical.
• Ability to adapt to a fast-changing environment, international cultures, and distributed teams.
• A sense of being coachable and invested in professional growth and development.

Nice-to-haves

• Relevant technical knowledge, such as inertial sensors, acoustics, GNSS, optical sensors, and robotics with an ability to differentiate between varied navigation services/products.
• Strong skills with CRM solutions such as Salesforce.
• B2B sales experience in a technology organization (hardware preferred).

Benefits

• Access to industry-leading products with diverse applications within exciting projects worldwide.
• Opportunities for growth and variety within the company.