Enterprise Sales Development Representative

As an Enterprise Sales Development Representative at Cision, your primary responsibilities will revolve around researching new markets, building a robust pipeline of potential leads, and nurturing relationships with prospects. You'll be utilizing Salesloft and Salesforce, but also engaging directly with decision-makers through calls and emails. A significant part of your role will include generating leads that transition into opportunities, driving the enterprise sales cycle from the ground up.

To qualify for the Enterprise Sales Development Representative role at Cision, candidates need a Bachelor’s Degree in any field and at least 2 years of experience in a professional environment, ideally with a focus on outbound enterprise sales, particularly in the SaaS sector. Strong written and verbal communication skills, a positive attitude, and the ability to handle objections are also vital for success in this position.

Cision is deeply committed to employee growth and development. As an Enterprise Sales Development Representative, you'll receive ongoing training, mentorship, and resources to enhance your sales skills continuously. The focus on collaboration and feedback ensures you have the tools to exceed targets and progress in your career story while making impactful contributions to the team.

In your role as an Enterprise Sales Development Representative at Cision, you will utilize a variety of industry-leading tools including Salesloft for outreach and Salesforce for customer relationship management. Familiarity with platforms such as LinkedIn for networking and data research tools like ZoomInfo or 6Sense will also be key for identifying potential leads and nurturing relationships.

A typical day for an Enterprise Sales Development Representative at Cision involves making around 70 outbound calls to prospects to engage with senior-level decision-makers, sending personalized follow-up emails, and nurturing relationships. You'll spend time researching market trends and potential clients, scheduling meetings for the Account Executive team, and collaborating with peers to fine-tune your strategies for lead generation.

When answering this question, consider sharing specific examples of your previous roles where you successfully generated leads or closed deals in the SaaS space. Focus on methodologies you've used, the challenges you faced, and how you overcame them, illustrating your ability to prospect and maintain pipeline integrity.

Discuss the strategies you employ to prioritize leads based on criteria such as their potential value, readiness to buy, or alignment with your product. Mention any tools you use, such as Salesforce, and how you keep track of communication to ensure timely follow-ups to push leads through the sales funnel.

Respond with techniques such as empathizing with the prospect, asking clarifying questions, and turning objections into opportunities. Share specific instances where you successfully addressed client concerns and pivoted the conversation toward a positive outcome, illustrating your consultative sales approach.

Explain your cold-calling strategy, emphasizing the importance of preparation and understanding the prospect's background or industry. Share how you customize your pitch to address pain points and engage the prospect right away, highlighting your success in booking meetings from cold calls.

Discuss your hands-on experience with Salesforce, elaborating on how you've used it for tracking sales metrics, managing interactions, or analyzing customer data. Include specific examples of how it helped you reach your targets or streamline your lead generation processes.

Provide a specific example detailing the context, your targeted goals, and the actions you took to achieve or surpass those targets. Highlight any tactics or strategies that were particularly effective and the impact it had on your overall performance and team success.

Share your methods for keeping up with industry trends, such as subscribing to relevant publications, engaging in professional networks, attending webinars, or connecting with peers in the field. Explain why this knowledge is important to your sales role and how it informs your approach.

Reflect on your personal motivations, whether it's achieving sales goals, building relationships, or the thrill of closing deals. Emphasize how these motivators drive your performance and help you contribute to the team’s success at Cision.

Here, talk about the traits you value in a work environment, such as collaboration, support from colleagues, recognition for achievements, and opportunities for innovation and creativity. Tailor your response to align with Cision's culture of empowerment and inclusivity.

Focus on your unique skills or experiences that relate specifically to the role at Cision. Highlight your ability to adapt, your persistence in overcoming challenges, and how your past experiences have equipped you to contribute positively to the Cision team and their objectives.