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Sales Development Representative (SDR)

Lightwell (http://www.lightwellinc.com), an award-winning technology services and solutions firm based in Central Ohio, is seeking a motivated, enthusiastic and entrepreneurial Sales Development Representative to help us generate new software and services opportunities in the US. and UK. 

This is an excellent opportunity for someone with a strong interest in business, technology, marketing, and sales, who also has excellent written and verbal communication skills.

Lightwell is a fast-growing, privately-held and well-established company that has consistently been on the Inc. 5000 and Fast 50 lists.

As a Sales Development Representative, you will help to uncover, develop and qualify new opportunities for Lightwell. This will be accomplished through:

  • Personalized phone and email follow-up with contacts that come to us through our various digital marketing programs, search engine marketing, and events
  • Leveraging social media to identify and engage with prospects
  • Leveraging high-quality databases and intelligence tools to identify emerging needs and conduct targeted outreach

Because you’ll be developing opportunities for complex B2B software and services with large and medium-sized companies; success in this role requires high level of professionalism, commitment, enthusiasm, and persistence. You must be effective in building rapport, engaging in business and technical discussions with decision makers, identifying areas of need, and generating interest for our solutions.

In this role, you must be able to take a well-organized, pragmatic, and personalized approach to targeting prospects and progressing them from awareness to opportunity. You’ll utilize a combination of our CRM and lead management tools to prioritize and manage prospects, gain insights into needs, track and manage activities and timelines, communicate status to the marketing and sales teams, and more. 

Excellent Sales Development Representative candidates will have experience selling complex B2B software and services, a track record in sales, exceptional communication skills (verbal and written) and success developing new opportunities. They should understand the ecosystem of large B2B software opportunities (sponsors, influencers, decision makers, partners, etc.), should have a solid foundation of business technology, and should understand integration, supply chain, and analytics topics.  

Ideal candidates will also have an understanding of modern B2B sales and marketing techniques, how to leverage them during different stages of the sales cycle. This includes understanding the B2B Buyer's Journey, Inbound Marketing and Sales, and Personas. 

This position will require that you meet goals based on new opportunity creation and pipeline development. This position will report to the VP of Marketing and work closely with our VP of Sales and field sales team.

Key Responsibilities:

  • Following up—via phone and email—with incoming contacts/leads from various marketing campaigns (webinars, white papers, in-person events, search engine marketing, social media marketing, etc.)
  • Outbound prospecting around specific industry messaging, events, or offers to defined customer roles
  • Working with the sales team to research, develop and optimize target prospect databases
  • Leveraging social media as appropriate to identify opportunities, engage with prospects and generate awareness
  • Engaging contacts and decision makers in business and technical discussions, uncovering areas of need and communicating how our solutions address them
  • Providing the right content to the prospect/customer at the right time in their buyer's journey, in order to raise his/her interest and confidence in our solutions
  • Entering conversation details in our CRM system to assist in opportunity qualification and development
  • Developing an ongoing relationship with contacts, and initiating conversations at appropriate intervals based on needs and timelines
  • Accurately assessing when an opportunity is qualified enough to engage a field salesperson, and then setting up appointments with key people and our sales representatives
  • Managing lead information and intelligence, tracking activities, reporting progress and status, and entering details into opportunity management system
  • Maintaining a high level of knowledge of  the technology, value propositions and offerings

Requirements

  • Proven track record in software and/or services sales / telemarketing
  • Exceptional verbal and written communication skills, with a professional, persuasive and pleasant tone
  • Resilient individual, with the ability to work under pressure and handle objections and rejections with ease
  • Ambitious, goal-oriented, and self-motivated individual with a passion to succeed
  • Exceptional organizational and time management skills, with the ability to develop opportunities over multiple months or years
  • Customer service-minded, focused on addressing needs and fulfilling commitments
  • Collaborates effectively with members of sales and marketing teams
  • Proactively contributing to pipeline growth and the success of our teams
  • Bachelor’s Degree
  • Fluent in English

This is a full time position with competitive base salary and an opportunity to earn performance-based compensation on a quarterly basis. 

Lightwell provides a competitive compensation package and comprehensive benefits including performance bonuses, incentive trips, health, dental, 401K and much more.

Interested parties should submit their resume below.

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