Sales Development Representative - Risk Solutions

Bottom Line - Portsmouth, NH

Full-time

Portsmouth, NH

Professional, Scientific, and Technical Services

About the position

As a Sales Development Representative focusing on Risk Solutions, you will play a crucial role in driving revenue growth by identifying and nurturing business opportunities within large banks and financial institutions. Your primary mission will be to leverage industry-leading technology, training, and best practices to uncover, qualify, and advance leads through effective communication and relationship-building strategies. You will collaborate closely with our high-performing marketing and sales teams to ensure a seamless transition of qualified leads to the sales team. In this role, you will utilize various communication channels, including phone, email, video, and social networking tools, to engage with prospects and nurture their interest until they are ready to be handed over to sales. Understanding the specific pains and needs of each prospect will be essential, as you will need to effectively qualify their interest and establish credibility by articulating relevant value propositions, products, and solutions. Your responsibilities will also include scheduling meetings between prospective customers and the sales team, ensuring that all important details are communicated to facilitate smooth discovery calls. You will be expected to meet or exceed monthly attainment goals, specifically in terms of sales meetings set and marketing qualified leads (MQLs). Maintaining high-quality standards is critical, as you will need to ensure a strong MQL to sales accepted opportunity rate while adhering to company policies and aligning your behavior with Bottomline's core values.

Responsibilities

• Leverage phone, email, video, and social networking tools to uncover and nurture inbound interest until qualified and ready to be handed over to sales.
• Understand and identify the pains and/or needs of a prospect and effectively qualify their interest.
• Establish credibility by learning and understanding relevant value propositions, products, and solutions, and effectively communicating them to prospects.
• Communicate with and influence multiple layers within organizations, including senior leadership.
• Schedule meetings between prospective and/or existing customers and sales teams, transitioning important details to facilitate a smooth discovery call.
• Regularly meet or exceed monthly attainment goals (sales meetings set = MQLs).
• Maintain or exceed quality standards by ensuring high MQL to sales accepted opportunity rate.
• Consistently ensure policies and processes are observed, and that behavior aligns with Bottomline's core values.

Requirements

• 2+ years of BDR, SDR, inside sales, or other relevant B2B sales, lead generation, prospecting experience - preferably in banking or financial markets.
• Ability to methodically build and sustain a quality pipeline of prospects across stages of the buy cycle.
• Experience with prospecting tools (ZoomInfo, D&B, LinkedIn, Outreach.io, Drift) and CRM software (ideally Salesforce.com).
• Empathetic listener that can probe to get a real sense of a prospect's needs.
• Ability to navigate organizational structure to identify and engage champions, key decision makers, economic buyers, and influencers at all levels across an organization.
• Ability to effectively communicate with a potential customer, build relationships, and uncover opportunities with a value-based approach.
• Solid written communication skills and comfort level drafting and editing 1:1 email and social network (LinkedIn) messages.
• Exceptional phone etiquette with the energy and desire to make daily phone calls.
• Highly adaptable, optimistic, and unfazed by rejection, with the ability to think both strategically and tactically.