Marketing Development Representative

Marketing Development Representatives (MDRs) are responsible for qualifying and creating new sales qualified leads and opportunities from inbound leads. The MDR manages the inbound lead activity in their territory, determining a single selling objective, evaluating buying timelines, and qualifying the ability to buy. The MDR will also coordinate with their Sales Executive and Solutions Architect counterparts to determine the accounts that require research and prospecting activities to secure a sufficient flow of additional qualified opportunities. An implicit responsibility of the MDR is to conduct business dealings in a way that creates a superior prospect experience that will set the stage for effective sales follow-up, as well as future product sales.

Responsibilities

Prospect, educate, qualify, and develop inbound leads to create sales-ready leads and opportunities

• Interact with prospects via telephone and email
• Disseminate opportunities to appropriate Sales Execs, educating rep as necessary about the opportunity
• Successfully manage and overcome prospect objections
• Become a trusted resource and develop superior relationships with prospects
• Update prospect interaction in Salesforce to ensure efficient lead management
• Consistently achieve qualified opportunity quotas to ensure territory revenue objectives.
• Provide closed-loop feedback to ensure continuous process optimization

Required Skills/Experience:

• Sales experience (technology is a plus)
• A self-starter with a track record of successful, credible lead follow-up and sales development at multiple executive levels within an organization; familiarity with marketing automation space a plus.
• Pre-call planning
• Opportunity qualification and objection handling
• Call structure and control
• Time and territory management
• Ability to work in a high-energy sales team environment; team player
• Positive and energetic phone skills, excellent listening skills, strong writing skills
• The highest level of integrity
• Proficient with standard corporate productivity tools (email, voicemail, conference calls, demonstrations, etc.)
• Sales training and Salesforce experience a plus
• 4-year College degree required