Our Mission:

Generate pre-qualified pipeline through self-generation, AE collaboration, and marketing partnership, driving company revenue - and to develop ourselves by forming a foundation of personal and professional ability that encourages our best work

As an Outbound/Inbound Sales Development Representative (SDR), you will be responsible for one of the most difficult and important parts of growing a business: outbound prospecting. You play a crucial role that helps bridge the gap between sales and marketing. You will be tasked with generating sales accepted opportunities within our large account segment.

Getting started, you'll work closely with your Account Executive (AE) to strategize which accounts to focus on as well as the potential entry points into those accounts. From there you will work on your own to further research and understanding the account, their business, their initiatives and other related details. Next you will hunt for and identify prospects that have a role in making software development tooling decisions as well as the various avenues through which you could communicate with these prospects. Utilizing all of this research you’ll then strategically communicate Reputation.com value with your prospects, as well as the value of taking a meeting with Reputation.com for a product overview.

SDR Expectations

SDR/AE Best Practices

Meet monthly quota of Meeting Completed (10 ENT, 20 MM)
Exceptional Salesforce hygiene, logging all prospecting activity, opportunity creation
Maintaining a high sense of autonomy to focus on what's most important; created and sales accepted opportunities
Attendance in each initial qualifying meeting created - documenting notes and communicating with your AE after the meeting
- It will be in your best interest to sit in on as many meetings as possible at different stages in the buying process to see how the AE's work with prospects beyond qualifying. The better you understand the AE's you work with, the better you will be at making them successful through outbound prospecting support.

SDR’s Two Key Objectives
- - Sales Meeting Completed- 70% of Variable Compensation
  - Stage 2 Conversions - 30% of Variable Compensation
    - - Enterprise - 10 MC/ 6 Stage 2 Conversions
        Mid-Market - 20 MC/ 8 Stage 2 Conversions
SDR Dial Requirement
- - - - Enterprise - 200 weekly dials
        Mid-Market - 250 weekly dials
Weekly Meetings
- - - - Monday- Team Call- Weekly focus
        Wednesday- Midweek check in, Training
        Weekly 1:1 with Manager
        Weekly 1:1 with AE

Working with Account Executives

Account Executives (AEs) receive support from the Outbound SDR team. Meeting cadence consist of the following:

Initial kick-off meeting: Time - 1 hour; Discuss strategy, accounts, and schedules
Weekly Status Meeting: Time - 30 minutes; Discuss initial meetings, opportunities, and prospecting strategy
Monthly Recurring Strategy Meeting: Time - 1 hour; Evaluate strategy and opportunities

Account Executives (AE's) have direct impact on the Outbound SDR's success. It is very important to form a strong partnership to as you begin your prospecting efforts. The AE's you work with will know a lot about the accounts you are prospecting into, so be sure to communicate regularly to ensure you are as effective as possible.

Preparing for Booked meetings

How to create opportunity
How to send calendar invite
Check out the Account Executive page for your AE's Zoom Meeting Info