Sales Development Representative - Buffalo, NY

About Payscale

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 innovation in sourcing reputable data and developing AI-powered tools, Payscale delivers actionable insights that turn pay from a cost to a catalyst.

To learn more, visit

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.

• Collaborating with full cycle Account Executives on territory planning to build quality opportunities within assigned geographic territories or industry verticals
• Qualifying all inbound leads by acting as a consultant to understand prospect 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 or Highspot

• Curious and active listener:
  You have a deep hunger to learn, coupled with a willingness to experiment. You ask a lot of questions and pick up on what is not being said.
• Resilient and self-motivated:
  You are always striving to build upon previous successes and are willing to learn from quick failures.
• Detail oriented:
  The little things matter! You are able to craft a process that keeps you on track.
• Tech savvy:
  You love experimenting with new technology and quickly learn and adapt to new processes.
• Exceptional verbal and written communicator:
  You are clear, concise, professional, and engaging over the phone and in written email.
• Collaborative:
  When we all succeed, we are better. You share your recipe for success without even being asked.

• Salesforce or a similar CRM
• Outreach or a similar sales enablement platform
• MS Office Suite, especially Outlook

Payscale Buffalo has an employee centric hybrid model that provides you the flexibility to do your best work in a space that supports you,…