Sales Development Representative (fluent German)

In this role, you will be the first point of contact for Element’s prospects (typically German public sector organisations, but also mid-large businesses and open source communities).

You will be responsible for both inbound and outbound (including ABM) sales development, and handle sales opps of fewer than 500 seats. As the only SDR in the business, you’ll work very closely with both the Marketing and Sales functions.

Inbound: You’ll triage Element’s inbound queries, and conduct discovery calls where appropriate. Rerouting low value MQLs will be essential, as will nurturing and converting ICP and other high quality MQLs to SQL/Opp. The primary metric will be ideal customer profile (ICP) MQL -> SQL -> Opp conversion.

Outbound: With support from the Marketing function, you’ll approach key prospects within our ideal customer profile (ICP). The primary metric here will be generating initial qualified meetings (primarily from event invites, or by appointment booking).

Sales support: With support from Sales, you’ll manage good quality leads that are fewer than 500 seats in size through to Closed/Won.

You will report into the Head of Marketing.

RESPONSIBILITIES

• Execute outbound ABM/TAM initiatives to meet or exceed SDR-generated Sales Accepted Opportunity (SAO) targets
• Collaborate with and leverage teammates to develop targeted lists, call strategies, and messaging to drive opportunities
• Effectively manage inbound lead flow of ICP and high quality leads to meet or exceed MQL->SQL->Opportunity conversion targets
• Ruthlessly route lower quality MQLs to self-serve journeys
• Manage and close good quality sub 500 seats leads
• A focus on phone/video contact with prospects, as well as utilising email and social channels
• Partner with Marketing function on ABM and other joint campaigns, and contribute to new initiatives
• Ensure a close working relationship with the Sales function and individual account executives
• Work with AEs to ensure AE-owned SQLs/Opps are well managed
• With the support of the Marketing function, nurture existing ICP prospects to bring them through the pipeline
• Work closely with RevOps to manage, track, and report on all SDR metrics and activities using Chili Piper, Hubspot, SalesLoft and Salesforce
• Participate in documenting all processes in the Element handbook and update as needed with in collaboration with the rest of the Sales team
• Where possible/appropriate attend events to engage with participants, identify opportunities, and to schedule meetings
• Identify and appropriately manage inbound partnership-orientated leads