Business Development Representative - Growth

As a Business Development Representative - Growth at Iterable, your main responsibilities will include prospecting potential clients, educating them about our platform, and developing leads into sales-ready opportunities. You'll research prioritized accounts, identify key decision-makers, and generate interest through effective multi-channel outreach. Achieving monthly quotas for meetings and fully qualified opportunities will be essential, as will providing insightful discovery data to account executives. This role is crucial in supporting Iterable's sales teams and driving company growth.

To be a competitive candidate for the Business Development Representative - Growth role at Iterable, you should ideally have at least six months of experience as a Sales Development Representative (SDR) or Business Development Representative (BDR) in a SaaS environment. Alternatively, 1-2 years of corporate experience post-undergraduate graduation can also be considered. A bachelor’s degree is preferred, and being detail-oriented, passionate about data, and having strong communication skills are essential for success in this role.

In your role as a Business Development Representative at Iterable, you will become an expert in utilizing various sales tools and technologies that enhance your productivity and effectiveness. Key tools include Salesforce for customer relationship management, Outreach.io for outreach automation, and LinkedIn Sales Navigator for prospecting. Familiarity with eDataSource and intent data will also be beneficial, as these tools will assist in gathering insights that drive your outreach efforts.

Working as a Business Development Representative at Iterable comes with an array of benefits designed to support your well-being and professional growth. These include competitive salaries, equity opportunities, and a 401(k) plan with company matching. You’ll also enjoy medical, dental, and vision insurance, generous paid parental leave, additional paid holidays called Balance Days, and resources for health and fitness. Professional development allowances and flexible PTO also ensure that you have time to recharge and learn!

Iterable is deeply committed to the growth and development of its employees, particularly those in the Business Development Representative role. As a BDR, you will engage in a range of training opportunities, including sales onboarding and specialized sales tools training. The company encourages internal progression, empowering you to develop the critical skills necessary to advance your career in tech sales or related fields.

When prioritizing leads, it’s essential to analyze the quality of the lead based on various criteria, such as their engagement level and fit with your company's target audience. You can use data-driven insights gathered from tools like Salesforce and LinkedIn Sales Navigator to assess which leads should be followed up on first, ensuring your efforts are focused on the most promising opportunities.

Overcoming objections requires active listening and empathy. Start by validating the prospect's concerns, then craft your response by referencing how Iterable's platform aligns with their needs. Share success stories or relevant case studies to back up your claims. Demonstrating understanding while providing valuable information typically eases client fears and paves the way for continued dialogue.

When discussing a challenging deal you closed, outline the initial hurdles you faced, such as budget constraints or fierce competition. Discuss the strategies you implemented to address these challenges, like customizing your approach to meet the client's specific needs and maintaining consistent communication. Emphasize the lessons learned and how you could apply these insights in future situations as a BDR at Iterable.

As a Business Development Representative, key performance indicators (KPIs) to consider include the number of qualified leads generated, meetings set, conversion rates, and overall sales quotas achieved. Monitoring these metrics helps you assess your efficiency, identify areas for improvement, and align your daily activities with overall business goals.

Maintaining motivation is vital, especially during challenging sales periods. Setting smaller, achievable goals can help create a sense of accomplishment. Staying connected with peers for support, participating in team-building activities, and concentrating on continuous learning can also keep the energy levels high. Remember, resilience is key and focusing on long-term goals can help maintain motivation.

Team collaboration is essential for a BDR's success, as sharing insights, strategies, and resources can lead to better results. Collaborating with Account Executives and participating in regular sales meetings fosters an environment where team members learn from each other. Recognizing that the sales process is a group effort enhances your effectiveness as a BDR and can significantly impact results.

Staying informed about industry trends is crucial for a BDR. This can be achieved by subscribing to industry-related publications, attending webinars, networking with professionals, and participating in sales training courses. Establishing a habit of continuous learning helps you engage prospects more effectively and position Iterable competitively in your conversations.

Discuss your familiarity with CRM systems like Salesforce, detailing the types of tasks you performed, such as tracking leads, logging customer interactions, and pulling reports to analyze data. Emphasize how these experiences have deepened your understanding of the sales process and enhanced your ability to manage customer relationships effectively.

Familiarize yourself with Iterable’s core values: Trust, Growth Mindset, Balance, and Humility. Demonstrate an understanding of how these values contribute to the company culture and guide everyday operations. Share examples of how you embrace these values in your work to create a positive influence within the sales team and the broader organization.

Explain your intrinsic motivations, whether it be the thrill of closing deals, the opportunity to build relationships, or the personal development that comes with overcoming challenges. Sharing specific situations that inspired you to pursue a career in sales can illustrate your genuine passion for this dynamic field and align with Iterable's focus on a growth mindset.