Turnitin is seeking a disciplined, resourceful, and self-driven Sales Development Representative to drive sales growth by strategically prospecting into new accounts and identifying high-quality leads for the sales team.
As the first point of contact for new business prospects, you will be a crucial partner to our account executives. Your role is to develop a robust pipeline of qualified opportunities by conducting market research, executing data-driven campaigns, and developing dynamic territory plans. You will understand the Turnitin Integrity and Assessment product portfolios to assess potential customers' needs, mitigate objections, and position the right solutions. You will own the relationship until the prospect is qualified and ready to engage with a sales account executive, allowing them to focus on closing deals while you focus on generating new opportunities.
Responsibilities:
- Strategic Planning & Prospecting: Conduct market research and analysis to inform go-to-market strategy. Collaborate with your regional sales team to develop and execute a dynamic territory plan, identifying key opportunities and ensuring all activities have measurable outcomes.
- Lead Generation: Actively prospect into assigned territories to generate new leads. Develop and execute targeted multi-touch inbound and outbound campaigns via social media, email, and phone to drive engagement and build a robust pipeline.
- Lead Qualification & Advancement: Follow up on, qualify, and nurture all assigned leads. Navigate institutional buying processes by mapping key decision-makers and influencers. Skillfully mitigate prospect objections by clarifying concerns and responding with well-prepared solutions.
- Collaboration & Communication: Work closely with the sales team to determine the next steps for each prospect. Keep the sales team informed on project statuses, ensuring all relevant CRM systems (like Salesforce.com) are updated in real-time.
- Performance & Development: Achieve or exceed all assigned Key Performance Indicators (KPIs). Manage detailed prospect account lists, diligently tracking lead progress. Continuously learn and develop your technical, competitive, and sales skills.