Sales Development Representative - job 2 of 2

Point B is a consulting firm that is trusted by the world’s leading organizations and specializes in business transformation and technology services. We are committed to making an impact for our customers and leveraging technology to unlock human potential. We help accelerate our customers' progress toward meaningful outcomes by bringing together cross-industry expertise, proven process, and transformative technology to activate shared potential.  

Our diverse set of experts spans 13 U.S. locations, with international reach via our partnership with Nextcontinent. We're united by our desire to help our customers succeed, wherever they do business. 

Point B has been consistently recognized as one of the best places to work by Fortune® magazine, The Wall Street Journal, Consulting® magazine, BuiltIn, Vault.com®, and many others. 

As a member of the Demand Generation and Marketing Team, the Sales Development Representative (SDR) is responsible for partnering with the Growth function to identify and perform direct customer outreach to set new appointments and meetings. The SDR leverages demand generation, marketing, and content best practices to drive pipeline and bookings that help the firm win more solutions-focused work. The SDR is responsible for conducting business in a way that creates a superior customer experience and that sets the stage for long-term customer growth at Point B. Point B’s SDR strategy is building quality customer and prospect engagement through the employment of high value Point B Marketing content (e.g., case studies, webinars, thought leadership, and reports) across triple-touch (email, phone, LinkedIn), multi-stakeholder buying groups. SDRs play a critical role in driving Point B’s growth by generating qualified leads and scheduling sales meetings. SDRs are self-starters with excellent communication skills, a strong work ethic, and a passion for sales. SDRs are at the forefront of Point B’s growth efforts and contribute to the overall success of the firm. 

WHAT YOU’LL GET TO DO:

Meets or exceeds appointment setting and bookings goals

Directly supports the generation of new leads, meetings, solutions pipeline, and bookings through new and existing demand generation channels such as, outbound prospecting, webinars, website leads, relationship mapping for top customer growth plans, marketing sponsored events, network referrals, gated content, etc.

Conducts direct customer and prospect outreach leveraging approved Marketing content and messaging

Leverages “triple touch” prospecting for customer outreach (email, social selling on LinkedIn, and phone)

Identifies potential customer referrals and leads within the assigned industry and accounts

Utilizes prospecting and research tools, coordinates with assigned industry sellers to qualify leads and opportunities; prepares for and schedules target prospect meetings

Ensures a smooth handoff of before and after the target prospect meeting with information and setting clear expectations with internal sellers and prospects.

Effectively tracks and manages prospecting activities and maintains accurate and up-to-date information in CRM systems for collaboration with sales and marketing partners

Leverages best practices for increasing win rate of opportunities by supporting business development game planning meetings, including creation of dossiers, relationship mapping and other solution selling support at the Industry, Account, and Solution Pursuit level to increase win %

Direct customer and prospect outreach as guided by Industry and Solution priorities, leveraging approved Marketing content and messaging.

Partners closely with industry and solution sellers to align on top accounts and personas for executing your outreach

Generates leads from past buyer automation using ZoomInfo Enrich platform

Generates referrals from across the Point B network and ecosystem (including Point B’ers, alumni, partners, etc.)

Supports and drives conversion of inbound leads and MQL’s as assigned (example channels include webinars, events, gated content, website, etc.)

Supports continued firmwide adoption of sales and marketing tools, templates, processes, and best practices

Directs outreach and lead flow aligned to assigned industry marketing calendar to promote published case studies, webinars, thought leadership content, etc. to the right buyers  with the right content, at the right time

Supports team efforts and builds authentic relationships with individuals in work groups and teams

Consistently demonstrates and lives Point B cultural tenets and values.

Participates in firm culture activities to connect regularly with other Point B’ers (e.g., FW Ops Meetings, Geo Meetings)

WHAT WE OFFER:

The ability to chart your career path based on expertise and passions 

An environment that encourages you to identify new opportunities and supports you in reaching your goals 

The chance to have a balanced lifestyle by working with local or national clients in a flexible consulting model 

The opportunity to further enable fun and collaborative culture with teams that are as passionate about their communities as they are about their clients 

A comprehensive, flexible Total Rewards program that supports and recognizes each individual's unique needs and contributions to the firm

WHAT WE EXPECT YOU’VE ALREADY DONE:    

B.A. or B.S. degree in business, marketing, or a related field (preferred)

3+ years of corporate/business experience, professional services preferred, sales and business development, prospecting and appointment setting, customer facing delivery and customer service

Passion for growing Point B, connecting and building relationships at all levels

Proven track record in a sales or business development role, preferably in a B2B environment

Experience articulating value propositions and engaging prospects leveraging excellent communication skills, both verbal and written

Strong prospecting and lead generation skills, with experience in cold calling, email outreach, and social selling techniques

Demonstrated persistent and goal-oriented mindset with the ability to overcome objections and maintain motivation in a target-driven environment

Demonstrated ability to manage multiple priorities effectively and to quickly pivot and adapt to shifting priorities while staying aligned with Point B’s strategy and making an impact on strategic goals, leveraging strong attention to detail and organizational skills

Familiarity with CRM systems (e.g., Salesforce) and proficiency in using sales tools and Marketing technologies (LinkedIn Sales Navigator, ZoomInfo, Pardot, etc.)

Experience working effectively as a collaborative team player with cross-functional teams and contributing to a positive and supportive sales culture

Demonstrated self-starter who can work independently and deliver results

Strong business acumen and intellectual curiosity to rapidly learn about the services we are targeting in campaigns, along with the trends and challenges of the industries we are targeting

Experience using LinkedIn to do online research, Outlook for email and scheduling, Excel to extract and manage lists, and CRM systems for maintaining data

Demonstrated understanding of Point B services and capabilities and how to sell and market to clients

Knowledge of sales, marketing and selling strategies (tools, data, and processes)

THE KIND OF PEOPLE WE LOOK FOR:

Engaging leaders who make a positive impact on their firm, clients, and communities

Innate problem solvers who want to grow in a flexible, collaborative culture 

Those who have a growth mindset regarding training, practice, and evolving their skills 

Versatile people who thrive on variety and challenge 

Successful in ambiguous environments   

Desire to and ability to learn 

Passion for Point B’s Mission, Vision, Values & Culture 

Gets it done brand and attitude  

Ability to work from home 

Ability to work non-standard work hours when necessary.

Ability to travel occasionally for team meetings

COMPENSATION AND BENEFITS

The estimated salary range for this role is $78,000 - $112,000 USD per year. This salary range is provided as required by local and state law as applicable. Individual salaries vary on a number of factors including but not limited to geography, skills, education, experience and unique qualifications where applicable.

Bonuses are awarded at Point B’s discretion and are based upon individual contributions and overall firm performance.

#LI-PB

INTRIGUED TO LEARN MORE?

When you apply for this role, your information will be personally reviewed by our talent acquisition team (not by a robot). You can expect to hear back from us with feedback if we think there could be a fit and what next steps look like.

WHAT MAKES POINT B DIFFERENT?

Our Founding Purpose and Values. Because our teams help organizations solve their greatest challenges, we've created an inclusive culture that attracts and retains the world’s best talent. Be part of a collaborative culture where we build lasting relationships with each other, our customers, and our communities.

Benefits – Point B rewards high performance with a total rewards approach that includes competitive base pay, benefits, and short-and long-term incentives — as well as flexibility, leadership development opportunities, and a culture designed to help our diverse team of individuals flourish.

Employee Ownership – We give employees a voice in directing their careers and the growth of our firm. Our Employee Stock Ownership Plan is a non-contributory retirement vehicle that grows over time from annual allocations (based on individual compensation) and the value of our company.

Award winning – We are proud to be named a Best Workplace in the US by Fortune magazine, Best Workplaces for Millennials, and Best Workplaces for Women in addition to other awards regarding our workplace inclusivity.

Point B is an equal-opportunity employer committed to a diverse workforce. We provide equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. You can read more about our commitment to diversity on our website.

Point B is committed to providing equal opportunities for persons with disabilities or religious observances, which includes providing reasonable accommodation for in any individuals with disabilities or for religious purposes. Applicants with disabilities may contact our Accommodations team at applicantaccommodations@pointb.com or 206-517-5000 to request and arrange for accommodations through the application and/or recruiting process. If you need assistance to accommodate a disability or religious observance, you may request an accommodation at any time. Please note: This mailbox is only for accommodation requests or questions. Please use the Contact Us form for any recruiting inquires.

Legal Information for Job Seekers can be accessed on our Careers Website.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.