GERMAN - ACCOUNT DEVELOPMENT REPRESENTATIVE
UK – working from home prospecting into the DACH region as well as Austria and Switzerland
My client is the leading vendor in a new category of software called Enterprise Lease Accounting. This category will grow from a $10M market in 2015 to a $1B+ market by 2020. In fact, it is one of the fastest growing technology sectors not far behind the futuristic robotics and artificial intelligence tech you read about in the news daily.
One of the fastest growing technology companies in the US tech sector, they recently secured $30M in funding from one of the top venture capital firms in the software space (Insight Venture Partners). The company is using the proceeds of the investment to expand internationally. In 2018, they opened offices in the UK, Netherlands, Germany and Australia as the company expands its global footprint.
To continue their expansion they are actively seeking a new Business/Sales Development Representative to grow their DACH, Swiss and Austrain territory.
The Account Development Representative (ADR) will play a critical role in enabling hyper-growth strategy in the newly formed enterprise lease accounting market. Specifically, the ADR will be responsible for generating Marketing Qualified Leads and pipeline for Account Executives on the Direct Sales team.
The ADR will work closely with sales leaders and individual sales representatives on priorities.
ROLES AND RESPONSIBILITIES
Account Based Marketing - Outbound prospecting to finance, accounting and treasury professionals via cold calling, emailing, and social selling techniques. The ADR will be assigned a list of 200 accounts consisting of enterprise and middle market companies.
Inbound Qualification - Conversion of inbound inquiries received from website “contact us” forms, email inquiries, RFP submissions and phone calls. Nurturing and conversion of Marketing Qualified Leads generated from website content downloads, email click-throughs, webinar registrations and trade show interactions.
Appointment Scheduling - Upon successful contact the ADR will then conduct a qualification call to assess BANT criteria such as Budget, Authority, Need and Timing. Prospects with one or more of the BANT criteria will be scheduled for an introductory call and software demo with an Account Executive.
Lead Nurturing - Prospects which do not yet have authority, budget or timing will be put into a lead nurturing program. The ADR will be responsible for maintaining regular communications with the prospect with the aim of generating a secondary follow-up appointment with an Account Executive.
The ideal candidate will have the following skills:
Phone - Has excellent phone skills. Knows how to spark conversations that get prospects to open up and share information. Knows how to work executive gatekeepers to get referrals. Is skilled at recording voicemails that get call-backs.
Email - Has strong email skills. Knows how to write compelling subject lines and brief two-liners that evoke a call to action from prospects. Is constantly evolving their email strategy to tweak timing, length, and tone to optimize response rates.
Relationships - Masters creative strategies to “keep in touch” with potential prospects until BANT criteria are met. The ideal candidate knows how to leverage marketing resources, solution consulting and the company’s subject matter experts to continuously re-engage the contact.
Software Sales - Has prior experience selling or generating leads for software applications or financial services.
Complex Solutions - The ideal candidate will have familiarity with the complexities required with enterprise sales that typically require multiple touches with a contact before a lead is booked.
Calling High and Low - Has experience prospecting at different levels of the organization. Should be able to generate leads with Manager and Director level buyer person as well as more senior VP and C-Level executives.
THIS IS AN AMAZING OPPORTUNITY TO WORK FOR A COMPANY WITH STRONG FINANCIAL BACKING BUT WORKING AS A START-UP IN EMEA. EXCELLENT LONG-TERM CAREER OPPORTUNITIES.