Sales Development Representative - Buffalo, NY

Payscale Overview

Payscale is the original compensation innovator for organizations who want to scale their business with pay and transform their largest investment into their greatest advantage. With decades of data and AI-powered tools, Payscale delivers actionable insights that turn pay from a cost to a catalyst. Its solutions — Payfactors, Marketpay, and Paycycle — empower 65% of the top companies in the U.S. and businesses like Panasonic, Zoom Info, Chipotle, Quest Diagnostics, University of Washington, American Airlines, and TJX Companies.

Create confidence in your compensation. Payscale.

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The Sales Development team works closely with both Sales and Marketing to drive interest in Payscale's solutions, identify potential buyers, and use compelling messaging to pique the interest of our prospects. Our goal is to help compensation professionals learn how Payscale can empower them to adopt a modern compensation strategy.

In this role you will build a strong sales foundation by learning everything from prospecting, lead qualification, research, customer personas, objection handling and more. You are the first impression for our potential clients and therefore have a huge impact on Payscale's success.

As a Sales Development Representative (SDR), a typical day may include the following…

• Collaborating with full cycle Account Executives on territory planning to develop quality opportunities within assigned geographic territories or industry verticals
• Qualifying all inbound leads by acting as a consultant where we seek to understand prospects needs and address them head on
• Prospecting into accounts by employing innovative techniques and strategies for researching prospective companies and potential buyers to target with persona specific communication via email, phone, and Linked In
• Overcoming objections and effectively communicating Payscale’s value propositions to key decision makers such as Senior Managers and Executives regarding appropriate product offerings
• High level knowledge of product offerings; staying current on industry trends and maintaining high level knowledge of competitor’s product offerings
• Maintaining up to date records and providing valuable market intelligence to Marketing, Sales, and Product teams in sales tools like Salesforce and Outreach
• Achieving monthly pipeline goals set by sales management
• Continuous learning through mock calls, formal training, and regular coaching and feedback

• Month 3:
  You will have learned the ins and outs of the role through a combination of classroom style training, frequent practice and feedback, shadowing your team members and scheduling discovery meetings for Account Executives. You will be partnering with an Account Executive to strategically prospect a territory for new opportunities and continuing to hone your skills in discovery, objection handling, and targeted messaging.
• Month 6+:
  You will be a leader on the team and take an active part in improving the team as a whole, as well as assisting newer colleagues and developing more advanced sales skills

• Bachelor’s Degree or equivalent experience
• 1+ years of professional experience, preferably 1-2 years in sales including phone-based lead generation, inside sales and/or business development activities, territory planning, and outbound prospecting
• Proficiency with Salesforce or a similar CRM
• Proficiency with sales enablement tools such as Outreach/Salesloft, Highspot

• Curious and active listener:
  You have a deep hunger to learn, coupled with a willingness to experiment. You ask a lot of questions. You recognize there is a difference between "hearing" and "listening" and you even pick up on what's not being said.
• Resilient and self-motivated:
  You're always striving to build upon previous successes. You realize that the quickest path to success is through quick failures, so you aren't afraid to jump in and try something new.
• Detail oriented:
  The little things matter! You're able to craft a process that keeps you on track.
• Tech savvy: you love experimenting with new technology, and you quickly learn and adapt to new…