Responsibilities:

• Supporting the outbound lead generation strategy
  • To start with, this will be a both individual contributor + managerial role
  • Review and improve criteria and processes for selecting prospects that are in line with the SecPod buyer profile
  • Iterate on standardized yet memorable messaging that will capture the attention of prospects and result in follow-up communication
  • Generate automated conversion rate reports to keep your team on track for monthly pipeline goals

● Support qualification of all leads (inbound and outbound)

• • Uphold best practices for securing calls, demos, and other touchpoints with leads, ensuring appropriate CRM data entry along the way
  • Own and iterate on a unified training guide for demos that focus on product features, time management, and general customer communication; adopt a “lead by example” attitude and routinely engage with clients directly to show your team best practices
  • Improve guides that allow BDRs to identify qualified leads (inclined to buy) from those that need ongoing nurturing during touchpoints
  • Own and iterate on a protocol for seamless hand off of qualified leads to Inside/Field Sales Executives

● Reporting, team building, and ongoing improvement

• • Prepare for reporting on weekly reports on pipeline progress to the Director – Business Development and CEO; get ahead of and troubleshoot blockers before they impact your monthly pipeline goal
  • Liaise with marketing on the quality of inbound leads to constantly improve targeting and spend allocation
  • Report back to product on any common questions from customers; opportunities for differentiation; or the need for changes to collateral
  • Support the hiring, training, and coaching of additional BDRs to remain on track for goal