The Sales Development Representative (SDR) is a hunter at heart, and often Workiva's first contact into a prospect organization. The SDR possess the ability to quickly develop a rapport with influencers and decision makers at an executive level, and efficiently spark the curiosity that generates interest in our Wdesk solution. This individual consistently utilizes their ability to engage, listen, challenge, and ask the right questions in a manner that creates a superior prospect/customer experience, and sets the stage for future Workiva product sales.
As a rapidly growing SaaS company with high-performance teams and a collaborative culture where employee innovation and ideas are encouraged this position is vital to Workiva's success. In this position, the SDR partners closely with a team of Regional Sales Directors to drive pipeline for existing customers and net new logos. SDRs accomplish this objective through a variety of strategies such as: cold calls, warm calls, email campaigns, social selling, conference calls, web-meetings, onsite meetings and referral mining.
Partners closely with Regional Sales Directors to develop ongoing engagement strategy with assigned customer and prospect accounts to drive revenue goals
Provides baseline research and intelligence within target accounts to identify key contacts and critical account information
Prospects into target accounts via high volume cold-calling (60-80 calls/day), networking, email, e-marketing, campaigns, and social outreach
Qualifies leads/contacts based upon specifically defined criteria to transition meaningful sales leads into the pipeline
Learns and demonstrates a fundamental understanding of Wdesk, and clearly articulates its capabilities and advantages to decision makers and influencers across multiple business disciplines
Presents high level demonstrations of Wdesk platform that conveys business outcomes while considering what is important to different user personas
Maintains active engagement with existing customers & non-customers to increase interest in additional uses for the Wdesk platform
Contributes to critical functions associated with fulfilling the sales cycle (forecasting, reporting, CRM maintenance, correspondence, and communications)
Drives attendance to various events (webinars, roadshows, Amplify, conferences, etc.), and provide post-event follow up
Develops and maintains a current understanding of Workiva’s latest product offerings, and competitive product/ market knowledge
Meets or exceeds quarterly goal for Qualified Opportunities, Bookings, and weekly/monthly performance activity indicators
What You'll Need
Undergraduate Degree or equivalent combination of education and experience in a related field.
Excellent verbal, written, and interpersonal communication skills with a professional demeanor
Self-motivated with strong propensity for action, results and continuous improvement
The ability to work successfully in a high-energy, fast paced, rapidly changing environment is necessary
Exceptional organizational skills with the ability to multi-task and manage multiple processes, programs, and procedures simultaneously while working under pressure to meet deadlines
Ability to maintain a high level of activity, and effectively manage competing priorities
Capable of learning, developing, and integrating skills in an online training environment
English fluency required; additional fluency in Swedish, Danish, Norwegian or Finnish a plus.
3+ years of successful related experience in a similar role - preferably lead generation/sales development
Salesforce CRM experience strongly a plus
Proven track record of creating revenue generating opportunities and quota attainment
Proven ability to understand and successfully promote technical offerings and solution sets
Up to 10%
Working Conditions & Physical Requirements
Reliable internet access for any period of time working remotely, not in a Workiva office.
Where You’ll Work
Our values drive how we work and who we hire. You will see these values ingrained in how we support our customers, work with team members, build our products and in the work environment we’ve created.
Customer Success: Always delight our customers.
Trust: Rely on each other.
Integrity: Do the right thing, every time.
Collaboration: Share resources and work together.
Innovation: Keep creating solutions and finding better ways.
Inclusion: Support a diverse community where we all belong.
Accountability: Be responsible for your success and failure.
We believe our people are our greatest asset, and our unique culture gives employees the opportunity to make an impact everyday. We give our employees the freedom and resources they need—backed by our culture of collaboration and diverse thought—to continue innovating and breaking new ground. We hire talented people with a wide range of skills and experiences who are eager to tackle some of today’s most challenging problems.
At Workiva, you’ll enjoy:
Casual Dress: Workiva has a casual work environment, most people wear jeans to the office.
Involvement: Ability to participate in Business Employee Resource Groups (Black, Hispanic, Asian, Women, Rainbow (LGBTQIA+), Veterans, Disabilities), Volunteering, Company wide celebrations, and more
Work-life Balance: We have competitive PTO, VTO and Parental Leave. We encourage employees to spend time enjoying life outside of work.
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