Sales Development Representative (Austin, TX)

Overview

Liquibase is the leader in Database DevOps. Downloaded more than 100 million times, our software enables DevOps teams around the globe to accelerate the software delivery process by automating database updates, security, and governance. We are a nimble, fast-paced, innovative team with the opportunity to make an outsized impact on the business and the industry.

Liquibase is hiring a Sales Development Representative (SDR), this is a specialized role within the sales team, focusing primarily on engaging with potential customers through multiple channels, building relationships, and nurturing leads until they are ready to be passed on to account executives or other members of the sales team for closing. The role emphasizes customer interaction and relationship-building, often at the top or middle stages of the sales funnel.

Goals of a Business Development Representative:

• Generate and qualify leads to fill the sales pipeline.
• Engage and nurture prospects to build meaningful relationships, leading to more productive conversations with account executives.
• Increase conversion rates by delivering high-quality, qualified leads ready for deeper sales discussions.

What you’ll be doing:

• Lead Generation:
• Engage with prospective customers through outbound activities such as cold calling, emailing, and social media outreach.
• Customize outreach to reflect what we know about the customer to improve engagement.
• Partner with the Account Executives to create strategies to engage prospects on their Target Account list.
• Leverage tools like CRM systems, sales engagement platforms, and LinkedIn to identify and connect with potential leads.

• Lead Qualification:
• Assess and qualify leads based on predefined criteria, such as budget, needs, and decision-making authority.
• Determine whether a lead is ready for a more in-depth conversation or if they require further nurturing.

• Multichannel Engagement:
• Use a variety of communication channels (email, phone, social media, chat) to reach prospects and maintain ongoing interactions.
• Build relationships with prospects by understanding their pain points and providing helpful, relevant information.

• Lead Nurturing:
• Maintain regular contact with leads, offering them content, insights, and answers to their questions as they progress through the sales funnel.
• Nurture long-term relationships with leads that may not be ready to buy immediately but could be future opportunities.

• Hand-off to Sales Team:
• Once leads are qualified and ready, pass them on to account executives or sales managers for further engagement and closing.
• Ensure a smooth transition by providing all necessary information and context about the prospect's needs and interactions so far.

• Use of Sales Tools and Technology:
• Manage activities within CRM systems and other engagement platforms to track lead progress and engagement history.
• Leverage sales automation tools to send follow-up emails, track engagement metrics, and streamline communication.

• Data Analysis and Reporting:
• Analyze engagement data, such as email open rates, response times, and conversation metrics, to continuously refine outreach strategies.
• Report key metrics such as lead conversion rates, engagement levels, and pipeline contribution.

• Collaboration with Marketing and Sales:
• Work closely with marketing teams to align messaging and optimize the quality of inbound leads.
• Provide feedback on which outreach strategies, messaging, or content resonate most with prospects to improve future campaigns.

Must haves:

• Communication Skills: Strong verbal and written communication for interacting with potential customers across various platforms.
• Active Listening: Ability to understand the needs and pain points of prospects and tailor communication accordingly.
• Sales Tools Proficiency: Knowledge of CRM software (e.g., HubSpot), email automation, and sales engagement platforms (e.g., LinkedIn, Orum, 6sense).
• Problem-Solving: Ability to help prospects understand how the company's products or services can address their challenges.
• Resilience and Persistence: Persistence in follow-ups and cold outreach, dealing with rejections and overcoming objections.
• Located in Austin, TX

Nice to haves:

• Experience in the DevOps space
• Sales experience in SaaS/Subscription based software
• Experience working with a fast paced start-up

Perks of life at Liquibase: 

• Home office allowance for remote workers
• Meaningful equity
• Comprehensive health, vision, and dental benefits - country dependent
• Generous paid time off and paid holidays
• 401K matching (US only)
• No punks, no jerks culture
• Growth opportunities and ability to move up within the company

We take pride in:

• A transparent and collaborative team environment. We value multiple perspectives and fresh thinking.
• Our entrepreneurial culture. We provide every employee the opportunity to make a meaningful impact.
• Providing the opportunity to work with new technologies and learn from experienced professionals.
• How organizations, large and small, use DevOps to drive developer agility and accelerate software delivery.

Company Overview - We are Liquibase

A career at Liquibase means joining a quickly growing company on the front lines of the DevOps space. Our vision is to be the easiest, safest, and most powerful community-led database change management solution. As companies of all sizes continue to adopt an agile methodology and DevOps practices, there is a growing realization that the database needs to be considered as part of this innovation process. 

At Liquibase, we foster a culture rooted in the open-source values of freedom, choice, transparency, and meritocracy. These are not just fashion labels here, but sincere convictions, and you’ll see that reflected in the way we operate daily. We’re caffeinated, collaborative & confident experts, eager to solve the most challenging database CI/CD problems for our customers.

Want to help the software world move faster? You’ve found the right place.

Eligible candidates may be subject to criminal history checks, which will be conducted and used in accordance with applicable local, state, and federal law.