Expedia

The Pre Sales Lead Qualification Specialist is a lead development and new business conversion specialist. This role is responsible for prospecting, qualifying, and generating new sales leads to support the Acquisition Sales Team. This individual will identify and develop new business prospects from multiple sources including inbound marketing leads, prospect lists, corporate defined initiatives, CRM databases and will require independent desk discovery and research as well as prospect outreach. This includes identifying, nurturing, and delivering high-quality sales opportunities to the sales team and following up on leads delivered. Playing a key role in the sales process, the Pre Sales Lead Qualification Specialist delivers against three objectives: (1) research and discovery to grow prospect database, (2) outreach to qualify contacts as sales opportunities and (2) educate prospects about HomeAway solutions to qualify the inquiry as a lead.

The key function of the Pre Sales Lead Qualification Specialist is to drive the development of new leads into the sales queue and to drive existing leads from monthly & quarterly target lists for new business activity. This involves proactively compiling and scrubbing data consisting of key companies & contacts from database resources, PMSC partners, corporate initiatives, LinkedIn, and internet research

These objectives end with a handoff of qualified opportunities to an account manager.

The key responsibilities include:

• Develop quarterly and monthly lead development strategies under the direction of Sales Management
• Conduct research to identify potential prospects and follow up on contact lists
• Develop leads for handoff to the sales team via telephone, email, Eloqua, and social media to identify appropriate buyers within the target market
• Uncover customer and prospect interest to develop into a solid sales opportunity
• Initiate communication with prospects and conduct follow-up communications in order to qualify opportunities and move them into the sales funnel. 
• Oversee management and distribution of leads to sales team on an ongoing basis
• Report to management on lead follow-up through SFDC, ensuring leads are tracked correctly and consistently across the sales team

The Pre Sales Lead Qualification Specialist will:

• Conduct a high volume of desk research and phone/email campaigns identify and qualify leads
• Work with internal partner teams to qualify prospects and scrub data related to prospects
• Engage in a high volume of prospect interaction
• Route leads to the correct sales resource, and follow up to ensure that leads are moved forward in the funnel
• Business development metrics
  • Track and report daily/weekly/monthly activity goals, as required
  • Lead generation campaign management & tracking
  • Present team activities and lead follow-up statistics at the weekly team meeting

Qualifications:

• 1 year lead generation experience, customer facing
• Proficiency with MS Office (Word, PowerPoint, Excel) required
• Ability to learn new software applications quickly
• CRM experience with SalesForce.com
• Ability to work independently and on multiple projects at one time
• Meticulous attention to detail, takes ownership, organized
• Strong interpersonal and communication skills
• Bachelor’s degree preferred but will accept equivalent experience in field

Benefits:

• Great Medical & Dental Plans
• Highly Competitive Pay
• Target Annual Bonus
• Paid Vacation
• Employee Purchase Discount Plan
• Discounted vacation rental on a yearly basis (taxable benefit)
• Free drinks & snacks
• Weekly company update talks with our leadership team
• Free Listing on HomeAway.com
• Discounted Metro Bus & Rail pass
• Electronic adjustable stand up desk
• Casual dress code

Expedia is committed to creating an inclusive work environment with a diverse workforce. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. This employer participates in E-Verify. The employer will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS) with information from each new employee's I-9 to confirm work authorization.