Business Development Representative

This is a fully remote position, open to applicants in United States, +1 more country.

📋 Description

• Generate and qualify a pipeline by pinpointing enterprise organizations with fragmented digital ecosystems.

• Identify organizations that are underserved in lifecycle and data strategy, marketing automation, web experience, and revenue operations.

• Link operational gaps to SHIFT’s consulting and implementation capabilities.

• Develop relevant cold outreach messages for points of contact within target accounts.

• Collaborate with GTM and Client Partner team members to build a pipeline and create targeted campaigns.

• Source new sales opportunities through follow-ups on inbound leads and through outbound cold calls and emails.

• Listen for client buying signals and engage in business discussions with CMOs, CTOs, and VPs of Marketing.

• Direct qualified opportunities to the appropriate Client Partner for further development and closure.

• Meet monthly and quarterly sales quotas.

• Conduct account research, identify key players, and generate interest.

• Maintain and enhance the prospect database.

• Assist in pre-meeting preparation with Client Partners and Delivery Leads.

• Collaborate with technical and delivery teams to communicate the consultancy’s expertise and scope hours aligned with client requirements.

• Conduct and facilitate effective first-call meetings to validate opportunities and qualify them for the next sales-cycle stage.

⛳️ Requirements

• 2-4 years of sales experience specifically in a professional services agency or consultancy.

• Ability to research an organization’s technology stack and identify specific pain points where a consultancy can provide immediate value.

• Experience using 6sense or similar intent platforms to identify in-market accounts and prioritize outreach based on buying signals.

• Proficient in Salesforce.com for managing the pipeline.

• Proficient in Chorus for call analysis, coaching, and deal tracking.

• Proven success utilizing LinkedIn Sales Navigator and other social selling platforms.

• Experience managing high-intent leads from real-time sources, specifically Adobe Dynamic Chat or similar conversational marketing bots.

• Demonstrated experience working within a fast-paced agency or professional services consultancy environment, particularly within the Adobe or Salesforce ecosystems.

• Understanding of selling hours and outcomes rather than seats and licenses.

• Familiarity with enterprise ecosystems and martech stacks, such as Adobe or Salesforce.

• Proven track record of identifying, engaging, and navigating long sales cycles involving Fortune 500/Enterprise organizations and VP and C-level decision-makers.

• Ability to quickly pivot from outbound tasks to engage internally identified high-intent leads.

• Ability to translate 6sense intent data into personalized messaging.

• Ability to utilize Chorus insights for self-coaching, refining scripts, and improving discovery questions.

• Ability to orchestrate outreach across phone, email, LinkedIn, and other channels.

• Ability to manage inbound leads, outbound warm accounts, and maintain administrative CRM hygiene.

• Comfortable balancing deep-work prospecting with the urgency of live chat requests.

• Open to feedback and committed to continuous performance improvement.

• Early adopter mindset towards sales technology.

• Consultative approach to understanding complex Adobe and Salesforce ecosystems.

• Candidates must have valid work authorization in the US or Canada.

• No relocation assistance is available.

🏝️ Benefits

• Competitive compensation aligned with your experience and impact.

• Remote flexibility.

• Collaborative culture that values diverse perspectives and innovative thinking.

• Work that makes a measurable difference for your clients.

• Medical.

• Dental.

• Vision.

• STD/LTD.

• Life/AD&D.

• Flexible Paid Time Off.

• Various other ancillary benefits and perks.

• No relocation assistance is available at this time.