Sales Development Representative, SmartAsset

• Experience: 6-12+ months of experience in sales, business development, role (SaaS experience preferred)
• Communication: Exceptional written and verbal communication skills. You must feel comfortable speaking with high-level financial executives
• Resilience: A "hunter" mentality with the ability to handle rejection and maintain high activity levels
• Tech-Savvy: Ability to learn complex software and sales tech quickly
• Strong collaboration: particularly in working with Account Executives and cross-functional teams to drive business outcomes
• Prolonged periods of sitting at a desk and working on a computer
• Must be able to communicate via phone calls and/or video conferences (mainly for concierge and sales roles)

Desirable

• The Sales Development team at Smartasset plays a critical role in supporting our nationwide group of 50+ Account Executives and Sales Managers
• As a Sales Development Representative at Smartasset, you will serve as the "tip of the spear" for our sales organization. You will be responsible for identifying and creating new qualified sales opportunities for our Account Executives
• This is not a "smile and dial" telemarketing role. We are looking for a strategic hunter who can understand complex financial advisory pain points and how our solution solves for those and supports growth
• Managing outbound prospecting efforts through outreach sequences, calls (150+ daily), and emails
• Qualifying a small portion of inbound leads generated by marketing campaigns and assessing fit
• Scheduling and transitioning pitch calls for Account Executives
• Maintaining accurate data in Salesforce to track prospect interactions, pipeline status, and activity metrics
• Staying informed on industry trends, competitors, and SmartAsset product updates to position our value proposition effectively
• Participating in weekly team meetings, sharing insights, providing feedback and continuously improving outreach strategies
• Targeted Prospecting: Research and execute on lists of target leads of RIA’s (Registered Independent Advisors) using tools like Salesforce, LinkedIn, Google & SEC registration sites
• Multi-Channel Outreach: Execute high-volume but personalized outreach campaigns via email, cold calling*, and social selling (LinkedIn). *95% of our appointments come from cold calling
• Value-Based Selling: Quickly identify the prospect’s business growth challenges and clearly communicate the value proposition of our platform to generate interest
• Inbound Response: Rapidly follow up with inbound leads driven by our marketing team (demo requests, whitepaper downloads) to qualify their interest and fit
• Discovery: Conduct high-level discovery calls to assess budget, authority, need, and timeline before handing off to an Account Executive
• Objection Handling: Professionally navigate objections related to budget, timing, and perceived value
• CRM Hygiene: Maintain rigorous records of all interactions, notes, and lead statuses in our Salesforce CRM
• Meeting Coordination: Schedule seamless pitch appointments for the Account Executive team
• Collaboration: Distinct feedback loops with AEs and Marketing to refine messaging and target personas
• Typical Tech Stack
• CRM: Salesforce
• Engagement: We use RingDNA, but experience with Outreach, Salesloft, or Apollo are helpful
• Data/Intel: LinkedIn, Fintrix, Google
• Calling: RingDNA, but other dialer tool experience is helpful
• Key Performance Indicators (KPIs)
• Activity: 150+ dials a day, or 250+ Activity points per day (inclusive of talk time)
• Results: 22+ "Sales Qualified Leads" (SQLs) or meetings booked per month
• Quality of Meetings: KPI’s for Conversion rate from Meeting Booked to Closed Opportunity