Sales Development Representative

OVERVIEW 

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!

WHAT YOU’LL DO

• Focus Area

• 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

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• Focus Area

• Cold Calls/Email Sequences 

• Drive 15Five revenue and growth through emails, phone-calls with a focus on setting  appointments for your Account ExecutivesSchedule 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

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• Focus Area

• Data And Quota Management

• Hold yourself accountable for meeting and exceeding quotas by being a master at understanding our product and also know how to sell it successfully

• Work closely with Sales & Marketing on various projects that are in support of the entire SDR team

• Be determined and diligent: Conduct high volume outbound call and email campaigns into target accounts until meetings are set and opportunities are created

• Hit and/or exceed weekly quota to ensure territory revenue objectives are met, contributing to the continued rapid growth of 15Five

• 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

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• Focus Area

• Lead Qualification 

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

WHAT YOU’LL BRING

• Bachelor's degree or relevant experience

• Experience in selling software solutions is a HUGE plus

• Experience with Salesforce and Salesforce integrated products

• 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

WHO YOU ARE

• Strong collaborator that prioritizes building trusting relationships with key stakeholders

• Passionate about being extraordinary in both your work life and personal life

• Have a strong reputation for accountability and reliability

• Effectively articulate ideas and strategy

• Able to easily switch between strategic and tactical thinking

• Comfortable in a fluid environment with a high tolerance for ambiguity and change

• Growth-minded and open to coaching and mentorship

• Open to vulnerability

• Curious and committed to innovation, continuous learning, and growth 

• Self-motivated, self-responsible, and self-accountable

DESIRED IMPACT BY 3 MONTHS

• 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 (or remote where applicable) 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 6 MONTHS

• Consistently exceed an average of 50 calls/50 emails per working dayKeep 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 12 MONTHS

• 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 counterpartConsistently 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

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 counselling, 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.

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!