Sales Development Representative (Public Sector/SLED)

As a Sales Development Representative at Veritone, your primary responsibilities include executing a detailed prospecting plan to develop a robust sales lead pipeline. You will conduct a high volume of outbound cold calls and support email campaigns targeting potential clients in the public sector. Moreover, you will collaborate with the Sales Development Manager to refine outreach scripts and adapt strategies, while working closely with Inside Sales Representatives and Account Executives to drive lead generation and new business opportunities.

Veritone is looking for candidates with at least 1+ years of sales development or related experience, especially in a high-tech or B2B environment. Ideal candidates should demonstrate excellent communication skills, both verbal and written, and possess a solid understanding of cold calling best practices and lead qualification. A strong sense of accountability and a proactive attitude are essential, as well as experience with CRM tools like Salesforce.com. Previous experience in public safety or enterprise software sales is a bonus but not mandatory.

The sales strategy for the Sales Development Representative at Veritone focuses on developing a consistent lead pipeline through a combination of cold calling, personalized email outreach, and leveraging marketing-generated leads. You will actively participate in driving attendance to industry events and webinars, while utilizing feedback from prospects to continually refine your outreach process. Your goal is to book 10+ meetings per month with qualified leads to contribute to the overall sales success.

Veritone's culture is centered on continuous growth, collaboration, and innovation, which greatly supports the Sales Development Representative role. Employees are encouraged to stay up-to-date with industry trends and practices, work on multiple projects efficiently, and contribute positively to the team’s objectives. With a remote-first policy and a focus on work-life balance through flexible time off and mental health support, Veritone fosters an environment where team members can thrive both personally and professionally.

In your role as a Sales Development Representative at Veritone, you will utilize a variety of tools and technologies to streamline your workflow. The primary tool is Salesforce.com, which you will use to record all communications, qualification activities, and sales metrics. Additionally, you may engage with AI-driven sales enablement tools that assist in lead generation and outreach strategies. Leveraging data analytics and reporting tools will also help you track your performance and refine your prospecting tactics.

Handling objections during cold calls is a vital skill for a Sales Development Representative. Start by actively listening to the prospect's concerns without interrupting. Acknowledge their feelings and validate their points before providing a well-thought-out response. Use your knowledge of Veritone’s solutions and success stories to address their reservations, and focus on the value that your offerings can bring to them. Staying positive and persistent is key.

When discussing your experience with CRM tools during an interview, highlight specific tasks, such as managing lead data, tracking your outreach, and analyzing sales metrics. Explain how you use Salesforce to maintain organized records of your interactions, streamline your sales processes, and report on your results. Emphasizing your proficiency with technology and data management is essential for a Sales Development Representative role at Veritone.

Your answer should reflect a genuine interest in merging technology with public service. Talk about how the organizational challenge within the public sector and the potential to drive impactful solutions through AI excite you. Express your desire to contribute positively to public safety and how your skills can facilitate substantial improvements in government operations. This will display your motivation and alignment with Veritone's mission.

Prioritizing leads requires a strategic approach. Discuss how you analyze leads based on their interaction with your outreach efforts, the level of interest shown, and their potential value to Veritone. Sharing specific criteria, such as engagement score or timeliness of inquiry, can showcase your ability to efficiently manage a large pipeline of prospects and maximize your productivity as a Sales Development Representative.

Improving email open and response rates involves targeting the right audience and crafting compelling content. Discuss strategies such as personalizing email messages, using engaging subject lines, and timing your emails effectively based on previous campaigns. Highlight the importance of testing different outreach approaches, analyzing results, and refining your email cadences based on feedback to enhance overall engagement.

Provide a specific example demonstrating a successful initiative you spearheaded in a previous role. Discuss the strategies you employed, such as targeted outreach or engaging content, and highlight how you measured your success, showcasing numbers or percentages if possible. Exhibiting your ability to not only meet but exceed expectations is crucial when discussing your experiences.

To stay updated, discuss your methods, such as following relevant blogs, podcasts, attending webinars, and engaging with professional networks on platforms like LinkedIn. Explain how these activities not only help you stay informed but also empower you to have meaningful conversations with prospects, showcasing your knowledge and positioning you as a trusted advisor in the industry.

Identify qualities such as resilience, excellent communication skills, organization, and the ability to adapt to different situations. Each of these skills contributes to your effectiveness in prospecting and building relationships with clients. Discuss how these traits fit into the Veritone culture and will enable you to thrive in the fast-paced environment of AI solutions for the public sector.

During a call, emphasize the importance of active listening and open-ended questions. This allows prospects to discuss their specific challenges and needs. Explain how you can then align Veritone’s solutions to address their problems effectively. Building rapport and trust is essential, so demonstrating empathy and understanding throughout the conversation is paramount.

Articulate your understanding of Veritone’s mission in advancing AI solutions for public good and how that resonates with you personally. Highlight your commitment to learning and growth, as well as your enthusiasm for contributing positively to a collaborative team environment. This will illustrate your alignment with Veritone’s core values and dedication to making a meaningful impact through your role.