Sales Development Representative Ii, Academic

Who We Are:

CompTIA is a leading voice and advocate for the $5 trillion global information technology ecosystem; and the estimated 75 million industry and tech professionals who design, implement, manage, and safeguard the technology that powers the world’s economy.

Through education, training, certifications, philanthropy and market research, CompTIA promotes industry growth; the development of a highly skilled workforce and a commitment to creating an environment where innovation happens, and the opportunities and benefits made possible through technology are available to all.

Summary:

The Sales Development Representative, Academic (SDR) is responsible for delivering new opportunities to account executives by qualifying leads and developing them to have conversations with the sales team. The SDR employs a dual approach, both qualifying inbound leads and strategically targeting outbound leads through segmentation and an understanding of target customer profiles The SDR plays a crucial role in ensuring that leads are effectively nurtured and transitioned to the sales team for further engagement.

Essential Duties and Responsibilities:

• Promptly responding to and managing leads generated from marketing efforts, ensuring timely and effective follow-up
• Consistently conducts timely outreach and quality discovery conversations to assess prospect needs and position solutions effectively.
• Actively engaging in outbound sales activities to generate interest and create sales opportunities with new clients from a targeted list
• Demonstrates an understanding of market segmentation, ideal customer profiles, and the cadence of the sales cycle to optimize outreach and lead qualification efforts.
• Proficient use of CompTIA business systems (e.g. Gong, Microsoft Dynamics) to organize, track, and optimize engagement with potential clients
• Establishing and nurturing relationships with potential clients through consistent and personalized communication
• Working closely with the marketing team to understand campaign details and provide a solid feedback loop for continuous improvement
• Build a working relationship with the sales team to ensure a smooth transition of qualified leads to the Account Executives
• Move leads seamlessly through the sales process and phases in the CRM, as well as monitoring and reporting on lead engagement activities and outcomes through the CRM, using data to inform and improve sales tactics
• Continuously upskill and stay current with CompTIA's product offerings ensuring a comprehensive understanding of all CompTIA products and services
• Proactive hunting mentality focused on bringing quality net new leads into our ecosystem and seamlessly transitioning them to the Account Executive (AE).
• Works closely with Account Executive(s) and maintains and understanding of the sales process from the AE perspective, including sales funnel management and lead prioritization.

Key Performance Metrics:

• Number of meetings booked and held for AEs
• Revenue generated from SDR-initiated opportunities
• Percentage of qualified leads presented to sales weekly/monthly
• Leads moved to Sales Qualified or disqualified, including reasons
• Meeting conversion rate
• % of lead Response times within 24hrs
• Volume of outreach activities (calls, emails, touchpoints)
• Number of opportunities created

Skills and Qualifications:

• Highly driven and organized with a proactive approach to meeting and exceeding daily task objectives
• Strong verbal and written communication skills, crucial for engaging potential customers and articulating the value proposition
• Ability to consistently evaluate and enhance approaches and processes for better efficiency and effectiveness
• Demonstrates a proactive approach to Sales, focusing on initiating contact and driving opportunities
• Skilled in using CRM and Sales Tools, enabling efficient lead management and follow up
• Ability to build and maintain relationships, understand prospect needs, and effectively position solutions
• Strong organizational skills to manage multiple tasks and prioritize effectively, while employing critical thinking and a commitment to continuous improvement
• Shows humility by being open to feedback and learning from others. Quickly adapts to changing circumstances and identifies areas for enhancement
• Works well in a team environment, ensuring alignment with the broader sales and marketing strategies

Education and/or Experience:

• Degree preferred but not required for the role
• 2+ years of direct experience in related field
• Experience with sales tools, Microsoft Dynamics, and/or Gong is a plus

Why Join Us:

We're a team of driven, creative problem-solvers who are passionate about empowering people to realize their full potential. We foster a collaborative and inclusive culture where ideas are welcomed, growth is encouraged, and success is celebrated. We're not just looking for employees, we're looking for partners who share our vision and are eager to contribute to our purpose. If you're ready to unlock your potential and reach new heights, join us today.

Our team works hard and we recognize the importance of taking care of our own. We offer our employees a comprehensive suite of benefit offerings including:

• Health, Dental, and Vision Insurance & FSA/HSA Plans
• Performance bonus up to 10% of base salary
• Unlimited PTO & 15 Paid Holidays
• Flexible Schedules & Summer Hours
• 12 weeks of Paid Parental Leave
• Sponsored Costco or Sam’s Membership
• 401K Retirement Plan with 6% company match
• Spot Bonuses for going above & beyond
• Tuition Reimbursement
• Home Office Allowance
• Wellness Reimbursement
• Student Loan Repayment
• Broadband Stipend
• Expected compensation based on experience and qualifications – $69,000 - $80,000