Expansion Business Development Representative

As an Expansion Business Development Representative at FloQast, you will be tasked with upselling and cross-selling our SaaS accounting solution to existing customers. Your responsibilities include monitoring account overages, creating outreach strategies to connect with senior executives, and maintaining effective prospecting lists. Additionally, you'll need to schedule qualifying calls and track your activities using Salesforce. Being proactive in identifying client needs and strategizing solutions is crucial in this high-impact role.

To qualify for the Expansion Business Development Representative role at FloQast, you should have at least 2 years of experience in a customer-facing position, or relevant experience in audit or accounting. Characteristics like a collaborative spirit, excellent communication skills, and the ambition to excel in sales are essential. A genuine commitment to self-improvement and being a tenacious team player will undoubtedly help you succeed in this role.

Key skills for an Expansion Business Development Representative at FloQast include excellent verbal and written communication, the ability to build rapport with senior-level executives, and organizational prowess in executing tasks in a fast-paced environment. Familiarity with Salesforce or cold calling experiences can be advantageous, but what's most important is your eagerness to learn and adapt, along with a strong drive to exceed targets.

The base salary for the Expansion Business Development Representative at FloQast starts at $60,000, with the potential to earn commissions that raise your total compensation to an On Target Earnings (OTE) of approximately $85,000. FloQast offers an attractive benefits package, including unlimited vacation, medical and dental coverage, family forming benefits, and participation in our Employee Stock Program, making it a competitive choice in the job market.

At FloQast, the Expansion Business Development Representative role is designed as a launching pad for a successful sales career. High performers have the opportunity to advance into Account Manager positions or other advanced sales roles as they gain experience and demonstrate their capabilities. With a strong focus on professional development and a supportive team environment, your career growth potential is significant at FloQast.

To effectively handle objections during a sales call as an Expansion Business Development Representative, listen attentively to the client's concerns. Acknowledge their objections, offer clarifications that align with their needs, and present compelling solutions to showcase how FloQast can address their specific challenges. Being empathetic and knowledgeable will help build trust and improve the likelihood of converting them into a scheduled demo.

When asked to describe a successful upselling experience, focus on a situation where you identified a customer’s unmet needs and presented an additional product or service that provided clear value. Explain the approach you took to communicate the benefits and how you built rapport, leading to a successful outcome. This shows your ability to connect with clients and understand their business.

For prospecting new clients as an Expansion Business Development Representative, leveraging diverse channels is key. I utilize social media, referral networks, and inbound leads, along with traditional cold calling and email outreach. Ensuring that my prospect list is robust and segmented allows tailored communication, leading to higher engagement and conversion rates.

Prioritizing daily activities as an Expansion Business Development Representative involves assessing urgency and impact. I start by identifying key outreach targets in the existing customer base and aligning my efforts towards activities that lead to scheduled demos. Using tools like Salesforce for tracking ensures I stay organized and focused on my sales goals.

My motivation in a sales role comes from the thrill of making meaningful connections and positively impacting customers' businesses. Additionally, the challenge of hitting targets and the reward of a commission structure drives my competitive spirit. I thrive in environments that celebrate team wins and collaboration, which aligns perfectly with FloQast’s culture.

Adapting communication styles is crucial as an Expansion Business Development Representative. I assess the client’s preferences and adjust my tone, pace, and level of detail accordingly. By being flexible and intuitive, I ensure that my interactions feel natural and resonate with the client, which enhances engagement and strengthens relationships.

When discussing experience with Salesforce, highlight how you’ve used the platform for tracking customer interactions, managing leads, and documenting progress toward sales goals. Discuss specific features you’ve leveraged, such as reporting functions that help analyze performance, as this showcases your proficiency with tools vital for the Expansion Business Development Representative role.

Understanding the SaaS industry involves recognizing trends like scalability, subscription models, and customer-centric solutions. In relation to FloQast, emphasize the importance of our accounting solution in streamlining financial processes for clients. Displaying knowledge of how FloQast addresses common pain points in finance will help illustrate your alignment with the company's mission.

Planning and tracking outreach initiatives as an Expansion Business Development Representative starts with creating a structured schedule that includes daily and weekly goals. I utilize Salesforce to log interactions and track metrics such as response rates and follow-up tasks, ensuring I continually analyze what works best and adapt my strategy for future outreach.

Building relationships with key stakeholders requires a strategic approach that combines genuine engagement and consistent communication. I focus on understanding their needs by asking insightful questions and actively listening, which helps in developing tailored solutions that resonate with their objectives. Establishing trust and credibility is fundamental to fostering long-lasting professional relationships.