Reporting to the Manager of Business Development, the Hybrid (Inbound/Outbound) Business Development Representative will be responsible for qualifying inbound leads in a timely manner, as well as identifying net new business, creating a plan, and executing with a high volume of activity to convert prospects into meetings for our direct Sales teams.
U.K and European hours (Schedule: M-F 8AM-5PM CEST / M-F 2PM-11PM PHST)
Essential Duties/Responsibilities
- Experience with outbound prospecting, while still maintaining inbound lead handling.
- Sourcing, vetting, and engaging contacts at enterprise accounts via cold calling, emailing, and social outreach. The expected outbound activity level for this position is 75 calls per day.
- Time Management: Must be able to effectively prioritize and balance inbound and outbound activity without sacrificing quality of work.
- Vetting and qualifying inbound leads from our marketing team, including: contact sales forms, event leads, marketing collateral downloads, webinar attendees, etc.
- Meet or exceed defined Service Level Agreements (SLA) for timely response to inbound leads as defined by lead management protocols.
- Conducting in-depth account research for personalization of outreach and identification of key buyer roles (stakeholders, influencers, etc.)
- Generate qualified leads that are processed as Contacts and accepted as “Qualified” by sales team in the CRM system (Salesforce).
- Meet or exceed monthly and quarterly, AE accepted, “Qualified” lead quotas.
- Navigate through a conversation flow to uncover business needs, understand pains, and position Cofense products and services as a compelling solution.
- Maintain and update an accurate log of activity, as well as detailed notes regarding next steps and outcomes, in the CRM system.
- Convey summarized key findings from phone conversations to the Sales and Marketing teams to help refine solution positioning and marketing communications.
- Perform other duties as assigned
Knowledge, Skills and Abilities Required
- 1-2 years prior lead generation experience (cyber-security or IT, SaaS experience preferred.
- Qualification Frameworks: must understand BANT/MEDD(P)ICC, or other qualification frameworks.
- Communication: be able to connect with prospects quickly, confirm product value, and earn prospects’ trust in Cofense.
- Technical Selling: Communicate with prospects using relevant terminology and understanding of their work.
- Objection Handling: must be comfortable responding to prospects’ objections in real-time.
- Pipeline Hygiene: Must be able to ensure consistent movement of opportunities to sales team.
- Email Customization: must be able to efficiently customize emails at a company, role, and personal level.
Education and/or Experience:
- Bachelor's degree preferred or equivalent level of proven field experience
Disclaimer-
Cofense is committed to equal employment opportunity. We will not discriminate against employees or applicants for employment on any legally recognized basis [protected class] including, but not limited to: veteran status, uniform service member status, race, color, religion, sex (including pregnancy), gender identity, sexual orientation, national origin, age, physical or mental disability, marital status, genetic information or any other status or characteristic protected by applicable national, federal, state or local laws and ordinances. We adhere to these commitments in all aspects of employment, including recruitment, hiring, training, compensation, promotion, benefits, and discipline.