Sales Development Representative (SaaS) - Fire Academy

$45,000 - $60,000/Yr

Clarion Events North America - Tulsa, OK

Full-time - Mid Level

Remote - Tulsa, OK

Professional, Scientific, and Technical Services

About the position

As a Sales Development Representative (SDR) at Clarion Events North America, your primary responsibility will be to drive demand by generating leads and responding to inbound inquiries. You will work closely with the Sales team to proactively prospect in target territories and assist in setting appointments to consultatively sell the Fire Engineering Training learning management system. A successful SDR will play a crucial role in increasing the team's customer conversion rate and building the sales pipeline by understanding client needs and aligning them with the available product options. In this role, you will own and build the top of the sales funnel with business opportunities for our SaaS-based learning management system (LMS) targeting fire departments, EMS agencies, private ambulance companies, municipalities, and hospitals. You will follow up with leads through various channels including email, phone, chat, video, and social media. Qualifying inbound inquiries through a needs assessment process will be essential to ensure alignment with the products we offer. You will also be responsible for scheduling and confirming appointments and demos between prospects and our sales team. As the initial face of the selling process, you will conduct research on target accounts and perform outbound prospecting as part of our go-to-market strategy. Documenting outreach to prospects using Salesforce in a timely manner is crucial, whether it be calls or sales demonstrations of the product. You will be expected to meet or exceed established monthly targets for activities such as calls, emails, meetings, and appointments or demos set. Additionally, you will report weekly on sales results, plans, and activities, and attend related conferences/events to generate leads and establish contacts. Collaboration with the marketing team will also be necessary to ensure ongoing growth of the product, along with continuously developing market and product knowledge to assist with business development.

Responsibilities

• Own and build the top of the sales funnel with business opportunities for our SaaS-based learning management system (LMS) with fire departments, EMS agencies, private ambulance companies, municipalities and hospitals.
• Follow up with leads via email, phone, chat, video and social media.
• Qualify inbound inquiries through a needs assessment process to ensure alignment with the products we offer.
• Schedule and confirm appointments and demos between prospects and our sales team.
• Run point as the initial face of the selling process, researching target accounts and performing outbound prospecting as a part of the go-to-market strategy.
• Document outreach to prospects using Salesforce in a timely manner - whether it be calls or sales demonstrations of the product.
• Meet or exceed established monthly targets for activities (calls, emails, meetings) and appointments or demos set.
• Meet or exceed established targets for assisted pipeline built and new business closed via the set meetings/demos.
• Weekly reporting on sales results, plans and activities.
• Attend related and appropriate conferences/events with the goal of generating leads and establishing contacts.
• Work collaboratively with the marketing team on an as-needed basis regarding campaign messaging and goals to ensure the ongoing growth of the product.
• Continuously develop market and product knowledge to assist with business development.
• Maintain professional internal and external relationships that meet company core values.

Requirements

• 2-3 years of lead development, business development, and/or inside sales experience with SaaS products.
• Bachelor's degree preferred.
• Experience in business-to-business relationship development for educational services, public safety, or healthcare.
• Proven track record in establishing a network of contacts and prospects.
• Demonstrated performance in a commission-based or incentive-based compensation program.
• Willingness to work additional hours outside of the established work hours when needed (i.e. for sales demos or at events/conferences).
• Strong communication skills to interact with team members, executive management, and clients.
• Experience working in the fire industry is a plus.
• Current or past state licensure as EMT or Paramedic is a plus.
• Demonstrates effective active listening and communication skills.
• Good organizational and time management skills.
• Ability to build trust and credibility amongst our potential customer base.
• Strong business acumen.

Nice-to-haves

• Experience working in the fire industry
• Current or past state licensure as EMT or Paramedic

Benefits

• Health savings account
• Paid holidays
• Disability insurance
• Health insurance
• Dental insurance
• Flexible spending account
• Paid time off
• Vision insurance
• 401(k) matching
• Life insurance