Sales Development Representative - Buffalo, NY United States
What We Do: The Sales Development team works closely with both Sales and Marketing to drive interest in Payscale's solutions, identify potential buyers, and use compelling messaging to pique the interest of our prospects. Our goal is to help compensation professionals learn how Payscale can empower them to adopt a modern compensation strategy.What You Do: In this role you will build a strong sales foundation by learning everything from prospecting, lead qualification, research, customer personas, objection handling and more. You are the first impression for our potential clients and therefore have a huge impact on Payscale's success.Day-in-the-Life: As a Sales Development Representative (SDR), a typical day may include the followingâŚ
Collaborating with full cycle Account Executives on territory planning to develop quality opportunities within assigned geographic territories or industry verticals
Qualifying all inbound leads by acting as a consultant where we seek to understand prospects needs and address them head on
Prospecting into accounts by employing innovative techniques and strategies for researching prospective companies and potential buyers to target with persona specific communication via email, phone, and LinkedIn
Overcoming objections and effectively communicating Payscaleâs value propositions to key decision makers such as Senior Managers and Executives regarding appropriate product offerings
High level knowledge of product offerings
Staying current on industry trends and maintaining high level knowledge of competitorâs product offerings * Maintaining up to date records and providing valuable market intelligence to Marketing, Sales, and Product teams in sales tools like Salesforce and Outreach
Achieving monthly pipeline goals set by sales management
Continuous learning through mock calls, formal training, and regular coaching and feedback
First Year in Role:
Month 3: You will have learned the ins and outs of the role through a combination of classroom style training, frequent practice and feedback, shadowing your team members and scheduling discovery meetings for Account Executives. You will be partnering with an Account Executive to strategically prospect a territory for new opportunities and continuing to hone your skills in discovery, objection handling, and targeted messaging.
Month 6+: You will be a leader on the team and take an active part in improving the team as a whole, as well as assisting newer colleagues and developing more advanced sales skills
Qualifications
Bachelorâs Degree or equivalent experience
1+ years of professional experience, preferably 1-2 years in sales including phone-based lead generation, inside sales and/or business development activities, territory planning, and outbound prospecting
Proficiency with Salesforce or a similar CRM
Proficiency with sales enablement tools such as Outreach/Salesloft, Highspot
Must be located in Buffalo, New York
Skills:
Curious and active listener: You have a deep hunger to learn, coupled with a willingness to experiment. You ask a lot of questions. You recognize there is a difference between "hearing" and "listening" and you even pick up on what's not being said.
Resilient and self-motivated: You're always striving to build upon previous successes. You realize that the quickest path to success is through quick failures, so you aren't afraid to jump in and try something new.
Detail oriented: The little things matter! You're able to craft a process that keeps you on track.
Tech savvy: you love experimenting with new technology, and you quickly learn and adapt to new processes.
Exceptional verbal and written communicator: You are clear, concise, professional, and engaging over the phone. You have the ability to write a confident, persuasive, and professional email.
Collaborative: When we all succeed, we're better for it. You share your recipe for success without even being asked.
Tools: We'll teach you everything you need to know, but it's helpful if you are familiar with...
Salesforce or a similar CRM
Outreach or a similar sales enablement platform
MS Office Suite, especially Outlook
CompensationIn the spirit of pay transparency, we are excited to share the OTE for this position is $80,000. This OTE is made up of a target base compensation of $50,000 and commissions target of $30,000. If you are hired at Payscale, your final compensation will be determined based on factors such as skills, education, and/or experience. In addition to those factors â we believe in the importance of pay equity and consider any internal equity of our current team members as a part of any final offer. We also offer a generous compensation and benefits package (more information on benefits listed below).About PayscalePayscale stands at the forefront of compensation data technology, pioneering an innovative approach that harnesses advanced AI and up-to-date and reliable market data to align employee and employer expectations. With its suite of solutionsâPayfactors, Marketpay, and PaycycleâPayscale empowers 65% of Fortune 500 companies to make strategic compensation decisions. Organizations like Panasonic, ZoomInfo, Chipotle, AccentCare, University of Washington, American Airlines, and Rite Aid rely on its unique combination of actionable data and insights, experienced compensation services, and scalable software to drive business success. By partnering with Payscale, businesses can make confident compensation decisions that fuel growth for both their organization and their people.Create confidence in your compensation. Payscale.To learn more, visit .LocationPayscale has an employee centric remote-first model that provides you the flexibility to do your best work in a space that supports you, while also finding time to collaborate in person for the moments that matter.In our remote-first model, employees can work from the location that works best for them. We do not have centralized corporate offices. Employees can choose to work from home, in company-paid co-working spaces, or any combination of the two that best suits their unique needs.If you work from home, we recommend ensuring that you can meet the following technology, equipment and workspace requirements:
High-Speed Internet - A stable broadband or fiber connection (satellite is highly discouraged) with a minimum speed of 100 Mbps in a dedicated workspace that has a reliable Wi-Fi signal.
Device for Multi Factor Authentication (MFA/2FA) - smartphone, tablet, etc.
When it matters (usually no more than a few times a year) we take the time to gather for in-person events.Payscale has employees across the US, Canada, and the UK, however we are currently unable to hire in the Quebec Province, Northern Ireland, and Hawaii.Benefits and PerksAll around awesome culture where together we strive to live our 5 values:
Respect every individual, work as a team
Be Customer first, customer centric
Have a Bias towards action
Commit to excellence (we give our best everyday)
Make Data driven decisions
An open and inclusive culture where youâll learn and grow through programs and resources like:
Monthly company All Hands meetings
Regular opportunities for executive leadership exposure through things like AMAs
Access to continued learning & development opportunities with dedicated quarterly learning hours and courses offered via Workramp
Our commitment to a continuous feedback culture which allows us to drive performance and career growth
A growing network of employee resource groups
And more!
Our more standard benefits (US)
Flexible paid time off, giving you the opportunity to rest, relax, and recharge away from work
14 Paid Company Holidays, including 2 floating holidays (you choose!)
A comprehensive benefits plan including medical, dental, life, vision, disability, and life insurance covered up to 100% by Payscale
Unlimited infertility coverage benefits through our medical plans
Additional supplemental health benefits offered to you and your family
401(k) retirement program with a fully vested immediate company match
16 weeks of paid parental leave for birthing and non-birthing parents
Health Savings Account (HSA) options and company contributions each pay period
Flexible Spending Account (FSA) options for pre-tax employee allocations
Annual remote work stipend to be used on wellness or home office equipment
We know the and can get in the way of meeting spectacular candidates, so please donât hesitate to apply â weâd love to hear from you.Equal Opportunity Employer:We embrace equal employment opportunity. Payscale is committed to a policy of equal employment opportunity for all applicants and employees. It is our policy that employees will not be subjected to unlawful discrimination on the basis of race, color, religion, sex, age, national origin, or ancestry, physical or mental disability, veteran or military status, marital status, sexual orientation, political ideology, and any other basis protected by federal, state, or local laws. This policy applies to all terms and conditions of employment, including but not limited to: recruitment, hiring, transfers, promotions, training, discipline, termination, compensation and benefits, performance appraisals, education, and social and recreational programs.#LI-Remote
Apply for the job now!
Apply Now
Collaborating with full cycle Account Executives on territory planning to develop quality opportunities within assigned geographic territories or industry verticals
Qualifying all inbound leads by acting as a consultant where we seek to understand prospects needs and address them head on
Prospecting into accounts by employing innovative techniques and strategies for researching prospective companies and potential buyers to target with persona specific communication via email, phone, and LinkedIn
Overcoming objections and effectively communicating Payscaleâs value propositions to key decision makers such as Senior Managers and Executives regarding appropriate product offerings
High level knowledge of product offerings
Staying current on industry trends and maintaining high level knowledge of competitorâs product offerings * Maintaining up to date records and providing valuable market intelligence to Marketing, Sales, and Product teams in sales tools like Salesforce and Outreach
Achieving monthly pipeline goals set by sales management
Continuous learning through mock calls, formal training, and regular coaching and feedback
First Year in Role:
Month 3: You will have learned the ins and outs of the role through a combination of classroom style training, frequent practice and feedback, shadowing your team members and scheduling discovery meetings for Account Executives. You will be partnering with an Account Executive to strategically prospect a territory for new opportunities and continuing to hone your skills in discovery, objection handling, and targeted messaging.
Month 6+: You will be a leader on the team and take an active part in improving the team as a whole, as well as assisting newer colleagues and developing more advanced sales skills
Qualifications
Bachelorâs Degree or equivalent experience
1+ years of professional experience, preferably 1-2 years in sales including phone-based lead generation, inside sales and/or business development activities, territory planning, and outbound prospecting
Proficiency with Salesforce or a similar CRM
Proficiency with sales enablement tools such as Outreach/Salesloft, Highspot
Must be located in Buffalo, New York
Skills:
Curious and active listener: You have a deep hunger to learn, coupled with a willingness to experiment. You ask a lot of questions. You recognize there is a difference between "hearing" and "listening" and you even pick up on what's not being said.
Resilient and self-motivated: You're always striving to build upon previous successes. You realize that the quickest path to success is through quick failures, so you aren't afraid to jump in and try something new.
Detail oriented: The little things matter! You're able to craft a process that keeps you on track.
Tech savvy: you love experimenting with new technology, and you quickly learn and adapt to new processes.
Exceptional verbal and written communicator: You are clear, concise, professional, and engaging over the phone. You have the ability to write a confident, persuasive, and professional email.
Collaborative: When we all succeed, we're better for it. You share your recipe for success without even being asked.
Tools: We'll teach you everything you need to know, but it's helpful if you are familiar with...
Salesforce or a similar CRM
Outreach or a similar sales enablement platform
MS Office Suite, especially Outlook
CompensationIn the spirit of pay transparency, we are excited to share the OTE for this position is $80,000. This OTE is made up of a target base compensation of $50,000 and commissions target of $30,000. If you are hired at Payscale, your final compensation will be determined based on factors such as skills, education, and/or experience. In addition to those factors â we believe in the importance of pay equity and consider any internal equity of our current team members as a part of any final offer. We also offer a generous compensation and benefits package (more information on benefits listed below).About PayscalePayscale stands at the forefront of compensation data technology, pioneering an innovative approach that harnesses advanced AI and up-to-date and reliable market data to align employee and employer expectations. With its suite of solutionsâPayfactors, Marketpay, and PaycycleâPayscale empowers 65% of Fortune 500 companies to make strategic compensation decisions. Organizations like Panasonic, ZoomInfo, Chipotle, AccentCare, University of Washington, American Airlines, and Rite Aid rely on its unique combination of actionable data and insights, experienced compensation services, and scalable software to drive business success. By partnering with Payscale, businesses can make confident compensation decisions that fuel growth for both their organization and their people.Create confidence in your compensation. Payscale.To learn more, visit .LocationPayscale has an employee centric remote-first model that provides you the flexibility to do your best work in a space that supports you, while also finding time to collaborate in person for the moments that matter.In our remote-first model, employees can work from the location that works best for them. We do not have centralized corporate offices. Employees can choose to work from home, in company-paid co-working spaces, or any combination of the two that best suits their unique needs.If you work from home, we recommend ensuring that you can meet the following technology, equipment and workspace requirements:
High-Speed Internet - A stable broadband or fiber connection (satellite is highly discouraged) with a minimum speed of 100 Mbps in a dedicated workspace that has a reliable Wi-Fi signal.
Device for Multi Factor Authentication (MFA/2FA) - smartphone, tablet, etc.
When it matters (usually no more than a few times a year) we take the time to gather for in-person events.Payscale has employees across the US, Canada, and the UK, however we are currently unable to hire in the Quebec Province, Northern Ireland, and Hawaii.Benefits and PerksAll around awesome culture where together we strive to live our 5 values:
Respect every individual, work as a team
Be Customer first, customer centric
Have a Bias towards action
Commit to excellence (we give our best everyday)
Make Data driven decisions
An open and inclusive culture where youâll learn and grow through programs and resources like:
Monthly company All Hands meetings
Regular opportunities for executive leadership exposure through things like AMAs
Access to continued learning & development opportunities with dedicated quarterly learning hours and courses offered via Workramp
Our commitment to a continuous feedback culture which allows us to drive performance and career growth
A growing network of employee resource groups
And more!
Our more standard benefits (US)
Flexible paid time off, giving you the opportunity to rest, relax, and recharge away from work
14 Paid Company Holidays, including 2 floating holidays (you choose!)
A comprehensive benefits plan including medical, dental, life, vision, disability, and life insurance covered up to 100% by Payscale
Unlimited infertility coverage benefits through our medical plans
Additional supplemental health benefits offered to you and your family
401(k) retirement program with a fully vested immediate company match
16 weeks of paid parental leave for birthing and non-birthing parents
Health Savings Account (HSA) options and company contributions each pay period
Flexible Spending Account (FSA) options for pre-tax employee allocations
Annual remote work stipend to be used on wellness or home office equipment
We know the and can get in the way of meeting spectacular candidates, so please donât hesitate to apply â weâd love to hear from you.Equal Opportunity Employer:We embrace equal employment opportunity. Payscale is committed to a policy of equal employment opportunity for all applicants and employees. It is our policy that employees will not be subjected to unlawful discrimination on the basis of race, color, religion, sex, age, national origin, or ancestry, physical or mental disability, veteran or military status, marital status, sexual orientation, political ideology, and any other basis protected by federal, state, or local laws. This policy applies to all terms and conditions of employment, including but not limited to: recruitment, hiring, transfers, promotions, training, discipline, termination, compensation and benefits, performance appraisals, education, and social and recreational programs.#LI-Remote
Apply for the job now!
Apply Now