Sales Development Representative, PubNub

• We are looking for motivated, self starters who have the drive to meet and exceed ambitious targets, with the vision to improve our inbound and outbound motions
• A motivated, self-starter who thrives in a highly technical product environment and feels challenged by complex sales scenar
• A minimum of 2 years of highly successful prospecting and sourcing pipeline with a demonstrated track record of consistently over-achievement against assigned quo
• Experience in selling a technical SaaS solution of APIs, SDKs, and similar technologies to Product and Engineering teams, while managing a highly complex technology sales process. Familiarity with real-time technologies like Pub/Sub, Socket.io, MQTT, Firebase or similar technologies is a plus
• Empowered with a consultative sales approach, you are able to identify prospect needs while driving successful outcome
• Proficient in Salesforce for tracking activity, retention and revenue metrics, while leveraging tools like Outreach, Gong and Zoominfo to drive productive sales motions and communication
• Continuous learning of PubNub’s evolving products, services, and processes
• World-class interpersonal and communication skills with the ability to effortlessly make complex technical concepts sound simple

Desirable

• As a Sales Development Representative, you will be responsible for prospecting, sourcing, discovering, and nurturing opportunities
• You will research and identify quality targets and prospects, execute on outreach to open up conversations, and convert prospects into real opportunities
• You will work hand in hand with the wider sales team to expand PubNub’s presence through consultative selling and building relationships with key executives, product managers, and software engineers
• Effectively research, conduct needs analysis, and set appointments for Account Executives
• Attend calls with prospects and handle the handoff/introduction to the Account Executives
• Attain and exceed all sales goals by setting appointments with qualified leads through phone calls, emails, LinkedIn and other methods
• Accurately enter, update, and maintain prospect information in Outreach and Hubspot
• Attend sales and product training and develop proficiency in Stream, as well as a basic understanding of the cloud based feed and chat infrastructure industry
• Identify, research, and execute on quality targets through outbound outreach by email, cold calling, and social selling channels
• Source new business through consultative selling to identify prospect pain points and paint solutions solved by PubNub’s real-time platform
• Collaborate with marketing, product, and the wider sales team to identify and execute on new strategies for building pipeline
• Qualify inbound leads to ensure the proper needs, authority, size, fit, and budget to meet our ideal customer profile
• Diligently document, manage, and monitor your pipeline in Salesforce, ensuring a seamless transition from early stage leads to pipeline that will close
• Leverage sales automation, pipeline management, and prospecting tools to productively manage your pipeline, while documenting and maintaining an accurate record of prospect priorities and next steps in Salesforce