Business Development Representative, Clariti

• Extremely comfortable with cold calling prospects on the phone
• Coachable, self-aware and open to feedback
• Have a curious mindset - not afraid to ask questions to dig deep into learning about your prospect’s pains and challenges
• Able to learn new concepts quickly and retain large amounts of information
• Experience in using Salesforce
• 1 - 3 years relevant B2B sales and/or Govtech experience

Desirable

• Reporting to Arnold Yung, the Business Development Representative is the first point of contact for all of our potential customers, engaging with hundreds of local government agencies across North America
• For inbound leads, you work closely with Demand Generation to catch any interest, and provide prospects who have “raised their hand” a friction-free experience to get their questions answered
• When you have no inbound leads to service, you are constantly researching new potential suspects using the attributes of our “Ideal Customer Profile”, working your network and sales tools, following up on high-quality lists, and always tweaking and improving our messages and scripts
• This is a highly visible position with great opportunities for growth into full-cycle sales, customer success, and other positions across the Go-to-Market team. As noted in the job description this is a contract opportunity (6 months) with the opportunity to extend and/or convert based on business needs and individual performance
• Researching prospects to build effective outreach, learning the needs of our target prospects and articulating the value that Clariti provides
• Using a combination of phone, email, and social touches to schedule qualified meetings with prospects
• Working with the Demand Generation team to develop target lists, call strategies, messaging and new ways to increase awareness of Clariti
• Constantly evolving and improving the lead qualification process
• Engaging with your Sales Executive partner to ensure timely handoff of leads
• Maintaining a pipeline of prospects as information is gathered and interest is vetted
• Leveraging Salesforce CRM to track and maintain notes and activities
• Your first week:
• Our IT team will help onboard and set you up in our tools and systems
• Get to know us and what we have to offer!
• Company orientation; introduction to our product, history, vision and mission
• HR onboarding, review of all company benefits, policies and procedures
• Get to know the team!
• Your manager will set up meet & greets with internal stakeholders
• Be set up for success!
• Company wide and role specific training
• 1:1s with your manager and team lead will be coordinated and implemented in our HR performance tool - Lattice
• Your first 30 days :
• BDR Onboarding Bootcamp
• You will be going through a 2 week onboarding process to learn how to sell our solutions
• BDR specific topics covered included our Ideal Customer Profile, proofpoints, training on sales tools, cold call practices and qualification
• By the end of the bootcamp, you will have the opportunity to conduct a mock qualification call with one of our Industry Panel Advisors
• Upon successful completion of the bootcamp
• You will be assigned to a territory and paired with a Sales Executive
• 90 day plan reviewed and set with onboarding quota and targets designed (quarterly)
• Regular cadence set for weekly 1:1s and coaching sessions
• Your first 90 days:
• Achieved onboarding targets
• Have a good level understanding of our product and market
• Have a good grasp on prospecting to local governments and qualifying our prospects
• Your first year:
• Highlight performance reviews
• Compensation review
• Promotion pathways review