Sales Development Representative

US, Remote /
Revenue Organization – Sales Development /
Full Time Exempt
ROLE MISSION
Our Sales Development Representatives (SDRs) are an integral part of the Revenue Organization and are responsible for qualifying leads at the initial stages in the sales funnel and successfully booking calls for Account Executives.  SDRs research potential clients, connect with and educate prospects and qualify leads before passing them on to the Account Executive team.  Outbound reps are responsible for researching and prospecting into target customers, identifying needs, introducing 15Five, and generating an evergreen pipeline of prospects and accounts. This is the perfect role for someone who thrives in a dynamic team, is curious and passionate, and is a self motivated, driven individual looking to build the foundation for their SaaS B2B sales career!

OUTCOMES 
This is a comprehensive list of all outcomes that you are expected to take complete ownership over. Your performance will be evaluated on the level of responsibility that you take in managing these duties with self-direction, efficiency, wholeheartedness and integrity. 

Prospecting 
Research prospect contact information and curate creative techniques to get in touch with them
Diligently nurture and qualify leads from various channels including MQLs and outreach efforts
Prospect into warm and cold accounts that are not engaged in an evaluation of 15Five. This should be guided by an Account Based Marketing strategy in conjunction with your AE 
Assist and host in-office industry events such as conferences, dinners, meet-ups and webinars

Cold Calls/ Email Sequences
Drive 15Five revenue and growth through emails, phone-calls with a focus on setting  appointments for your Account Executives
Schedule and conduct qualification calls with target accounts ranging from Fortune 1000 to mid-market companies, by building relationships with C-Level execs, VPs and Directors

Lead Qualification
Educate prospects on the value of 15Five continual performance management solution

Data and Quota Management
Drive 15Five revenue and growth through emails, phone-calls with a focus on setting  appointments for your Account Executives
Schedule and conduct qualification calls with target accounts ranging from Fortune 1000 to mid market companies, by building relationships with C-Level execs, VPs and Directors
Participate in regular training & informational sessions including shadowing Account Executives on demos, and learning the ins and outs of software tools like Salesforce.com, Outreach.io, Zoom Info, Zoom.us, and Linkedin Sales Navigator

Desired Impact by 3rd Month

    • Complete 15Five’s new-hire onboarding and job-specific training for the SDR role 
    • Identify needs for your team and role and build our your OKRs for the quarter, including your self-development objective 
    • Create a list at least 100 accounts with an average of 5 prospects each in your Outreach queue that you’re actively contacting
    • Consistently maintain or exceed an average of 50 calls/50 emails per working day
    • Consistently schedule at least 15 discovery appointments for the AE team with no less than 8 being qualified by the AE team per month
    • Pass cold call exercise with Sales Leadership  Consistently be present in office and hold working hours between the hours of 8:30am to 5:30pm (local time) to reach prospects during their working hours and to participate in real time training and coaching.

Desired Impact by 6th Month

    • Consistently exceed an average of 50 calls/50 emails per working day
    • Keep up with call/email activity and have no more than 200 past due tasks at any given time
    • Consistently schedule at least 15 discovery appointments for the AE team with no less than 8 being qualified by the AE team
    • Maintain a list of at least 150 accounts with an average of 5 prospects each in your Outreach queue that you’re actively contacting
    • Work a list of named strategic accounts with an assigned AE counterpart
    • Miss quota for no more than 1 month out of any 3 month rolling period

Desired Impact by 12th Month

    • Consistently exceed an average of 50 calls/50 emails per working day 
    • Keep up with call/email activity and have no more than 200 past due tasks at any given time
    • Maintain a list at least 150 accounts with an average of 10 prospects each in your Outreach queue that you’re actively contacting
    • Work a list of named strategic accounts with an assigned AE counterpart
    • Consistently schedule at least 18 discovery appointments for the AE team with no less than 10 being qualified by the AE team
    • Miss quota for no more than 1 month out of any 3 month rolling period
    • Shadowing AE discovery/demo calls
    • Regularly attend AE trainings
    • Based on achievement of rolling quota and role availability, you should be eligible to interview for other roles within RevOrg/15Five

Competencies

    • Passion for helping companies become a source of inspiration and growth for their employees
    • Strong written and verbal communication skills
    • You are highly motivated, confident, tenacious and a self starter
    • Excited to be a part of an early-stage, high-growth startup and the opportunity to accelerate your career development
    • Ability to thrive in a fast-paced, high-growth, rapidly changing environment
    • Willing to master the 15Five product and be a resource and coach for prospects
    • Demonstrated coachability, curiosity, and motivation
    • Willing to take risks while also effectively collaborating with a dynamic team

Desired Experience

    • Bachelor’s degree or relevant experience 
    • Experience in selling software solutions is a HUGE plus
    • Experience with Salesforce and Salesforce integrated products

Sample Week in the Life

    • Monday: internal boost/rev org meetings, prospecting, following up on emails/tasks, team standups, qualification calls 
    • Tuesday: prospecting, cold calling, email sequencing, team trainings, qualification calls 
    • Wednesday: company wide boost call, prospecting, cold calling, email sequences maintenance, qualification calls 
    • Thursday: prospecting, cold calling, email sequences maintenance, qualification calls 
    • Friday: company wide boost call, prospecting, cold calling, email sequences maintenance, qualification calls, team trainings
ABOUT 15FIVE
Founded in 2011, 15Five equips HR leaders to play a strategic role in their company’s growth. HR leaders use 15Five to combine engagement, performance, and OKRs on one platform so they can make insightful decisions and take strategic action. Unlike other ‘command and control’ performance systems, 15Five uses the latest in people science to turn managers and employees into self-driven owners of performance and engagement. To further the impact of talent on company growth, 15Five also provides education, coaching, and community for HR leaders, managers, and employees. HR leaders at over 2,800 companies, including Credit Karma, Spotify, and Pendo, rely on 15Five’s software and services to make their talent a growth driver.At 15Five we focus on building a diverse team that prioritizes inclusivity and celebrates everyone’s unique identity. We are proud of our thriving hybrid culture that supports a remote-first workplace balanced with distributed office hubs, and annual opportunities for all employees to connect in person. We also offer: full Medical, Dental, and Vision, employer paid Term, Short Term and Long Term Disability, paid Sick Time Off, Military Leave, Jury Duty Leave, Unlimited Vacation, flexible work arrangements, up to 16 weeks Paid Parental Leave for birth and non-birth parents, Bereavement Leave, therapy and relationship counseling, weekly Best-Self Time, monthly stipend for wellness, monthly reimbursement for phone and/or internet, Sabbatical Program accessed at 5 or 7 Years and Retirement Account Program with 4% match at 6 months employment. We also provide extensive training and development such as strengths discovery and alignment and Manager specific development opportunities.

For more information see:
Our Mission, Vision & Values
Our People and Culture
Diversity, Equity & Inclusion
Our Personal & Professional Development Resources


Reading over the role description and feeling like you don’t check every box? That’s okay; if you think you have what it takes but don’t necessarily meet all the criteria, please apply—you could be exactly who we are looking for!

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