We are seeking a Sales Development Representative (SDR) to join our team.  The SDR will be responsible for generating qualified sales appointments for the sales team and to drive revenue. In this role you’ll be responsible for preparing and delivering solution-based product presentations over the web.  The SDR should be capable of handling questions or issues which may arise during a sales campaign and managing appropriate customer expectations throughout the qualifying process of the sales cycle. Over time as sales skills are proven and successful track record is established, the SDR will be responsible for holding discovery/qualification meetings, customer-facing demos, etc.  Continuing education and learning opportunities will be provided by Tango.  The end-goal for a successful SDR at Tango is to be promoted to an Account Executive role 12 months after starting.  This position reports to the Head of Sales at Tango.

Here’s what you’ll do:

• Set net new meetings with prospects to generate new revenue for the business
• Meet weekly prospecting activity metrics, including cold calls, leaving voicemails, sending cold emails as mutually agreed upon by SDR and Tango management
• Create managing and running sales prospecting campaigns
• Hold discovery/qualification meetings with prospects
• Hold demo meetings with prospects
• Compile a list of common objections to continuing in a sales process with Tango and working with internal partners to identify best responses
• Work with Tango team members to create a list of customer-facing stories the sales department can tell during prospecting and sales processes
• Qualify leads developed through calling programs, marketing programs or referred by partners
• Coordinate all leads, prospects and opportunities, including regular updating and reporting using pipeline and forecast principles
• Interact effectively with Tango Partners to share leads and opportunities when appropriate
• Prepare weekly and monthly activity reports
• Travel domestically for tradeshows and customer meetings as need be. No more than 10% travel is expected at this time but that is subject to change at Tango’s sole discretion.

Minimum Requirements:

• 1-3 years successful sales experience
• Proven track record of consistently meeting or exceeding sales and prospecting goals
• Excellent written and oral English communication skills
• Eager to learn and develop further as a sales professional
• Strong sales and business development oriented questioning skills
• Strong business acumen
• Demonstrates good decision-making and analytical skills
• Ability to assess a customer’s business problem and recommend appropriate solutions

Preferred Experience:

• Proven track record setting sales meetings via phone and email
• Understanding of the health benefits industry
• Experience selling to HR professionals and benefits brokers/consultants
• Experience selling Software as a Service (SaaS)
• Experience selling outsourcing services
• Goal and achievement-oriented planning and organization skills
• Experience with consultative selling and negotiating techniques (ex: Challenger Sales model, SPIN Selling, etc.)
• Proven track record in executive relationship development and management
• Experience with a CRM system (ex: Salesforce)