Customer Growth BDR

This is a fully remote position, open to applicants in Illinois, +4 more states.

📋 Description

• Develop corporate family maps for designated customer accounts, pinpointing parent companies, subsidiaries, sister companies, acquisitions, divisions, and locations.

• Identify entities with distinct P&Ls, eCommerce or ERP platforms, or buyer relationships, prioritizing them based on fit and potential.

• Utilize intent data, trigger events, and AI research tools to uncover new opportunities.

• Maintain account hierarchies and whitespace notes within Salesforce.

• Reach out to existing customers and new contacts at sister companies, locations, and business units.

• Collaborate with Customer Success to facilitate introductions and referrals.

• Implement multichannel outreach via calls, emails, LinkedIn, and video communications.

• Execute and contribute to the development of Customer Growth playbook sequences and messaging.

• Lead discovery sessions using Same Side Selling to uncover desired outcomes, challenges, and business impact.

• Apply new qualification criteria to route add-on business to Customer Success.

• Progress SQLs to SQOs and provide documented transitions to Account Executives.

• Adhere to engagement rules and safeguard customer relationships.

• Direct service issues, renewal risks, and satisfaction signals to the appropriate stakeholders.

• Gather customer insights and communicate them to Sales leadership and Customer Success.

• Participate in territory planning and account mapping sessions with AEs, Solution Engineers, and CSMs.

• Monitor activity, account hierarchies, contact information, and disqualification reasons in Salesforce and Gong.

• Evaluate SQL-to-SQO conversion rates and provide weekly updates on SQOs and whitespace coverage.

• Achieve full SQO productivity within 90 days of employment.

• Generate new SQOs from the existing customer base to meet monthly and quarterly goals.

⛳️ Requirements

• 1 to 3 years of experience as a BDR, SDR, or in account development, preferably in B2B SaaS or technology.

• Proven ability to meet or exceed pipeline targets.

• Strong research skills and a curious mindset to navigate complex corporate structures.

• Experience in prospecting within multi-stakeholder, technically complex sales environments.

• Confidence in phone communications, with the ability to balance new business objectives and customer trust.

• A collaborative approach that fosters strong working relationships with Customer Success and Account Management teams.

• Strong CRM discipline, with a preference for Salesforce experience.

• Proficiency in AI, particularly with generative AI and signal data tools.

• Organizational skills to prioritize competing activities effectively.

• A goal-oriented, positive, self-motivated attitude with a track record of ownership.

• Experience in account-based or install-base selling is advantageous.

• Familiarity with eCommerce, eProcurement, iPaaS, or data integration technologies is a plus.

• Knowledge of ZoomInfo, D&B Hoovers, or Salesforce account hierarchies is beneficial.

• Training in Same Side Selling or a similar consultative methodology is a plus.

🏝️ Benefits

• Flexible Time Off

• Volunteer Time Off

• Health Benefits: Medical, Dental, and Vision

• Health Savings Account (HSA) and Flexible Spending Account (FSA)

• Dependent Care FSA (DCFSA)

• 401k with Company Match

• Paid Parental Leave

• Company-paid Short Term & Long Term Disability

• Company-paid Life Insurance

• Monthly Work from Home Stipend

• Professional Development Reimbursement Program

• Structured onboarding, ongoing coaching, and call reviews in Gong

• Clearly defined career paths to Account Executive and opportunities in Account Management, Pre-Sales, Solution Consulting, or Sales Leadership