Senior Sales Developement Representative

The Opportunity:

Almabase is looking to hire a Senior SDR to join their growing sales team. As an integral part of the outbound strategy, the Senior SDR will need to uncover new business opportunities in the US K-12 market by employing a strategic sales approach that involves targeting specific accounts or organizations with personalized, highly targeted sales and marketing campaigns.

Instead of simply pitching the solution, the Senior SDR will be required to build rapport with prospects and stay top of mind by consistently providing value.

Once a prospect has demonstrated sufficient interest and wishes to explore our solution, you will introduce them to an Account Executive (AE) who will be responsible for handling that relationship until they sign a contract.

Our ideal candidate is early in their career (between 1 and 2 years of Sales experience - Preferably 1 year of experience in SaaS), is confident, can communicate clearly, and has a passion for sales.

Compensation

As per the industry standards, plus commissions, quarterly milestone-based rewards, and a bonus for every closure of yours.

We prefer that every employee also hold company equity. In this role, you will be awarded equity after 12 months based on the impact you have created.

Please be aware that, in this position, you will be selling exclusively to the US market. You are expected to work during US hours, 4:30 PM to 2:00 AM IST (approximately).

Responsibilities:

• KPIs - Number of sales qualified leads (SQLs), $ pipeline created.

• Contact decision-makers at relevant K-12 schools in the US using various outreach methods, including emails, phone calls, and LinkedIn. The SDR manager will provide you with the necessary accounts to handle.

• We are relatively new to this market. Your goal is to identify their pain points and help them find the ideal solution for their challenges that Almabase can address.

• You will also be required to handle inbound leads, nurture website visitors, and manage conference and webinar attendees, converting them into qualified leads.

• Use CRM (Hubspot) to maintain and report on your activity and outcome metrics.

• Participate in regular meetings to share learnings, progress, identify blockers, and improve performance to tap into the market strategically.

You will be supported by:

• You will be supported with tools like Hubspot to build lists; Clay and Apollo to automate most of our account and contact enrichment process, allowing you to focus primarily on outreach and engagement.

• A marketing team that constantly assists with GTM plays, creates case studies, educational content, and newsletters to support your outreach.

What will a typical month look like?

• At the beginning of each month, you will work with the SDR manager to analyze the results of your outreach during the previous month and understand what worked well and what didn't. You will also learn from the results of other SDRs.

• You will also identify the list of institutions you will contact that month and the messaging you will use.

• You will typically work on engaging with approximately 400-500 institutions each quarter.

• On a typical day, you will spend an hour writing and responding to emails you have received, 2-3 hours calling or connecting on LinkedIn, and 2 hours adding new people to your outreach, with the remaining time spent learning deeply about the market. You will spend at least 1 hour on yourself in learning AI tools/outreach methods and sharing them with your peers, and brainstorming.”

Roadmap for Year 1 at Almabase:

0-2 Months:

• Onboarding — Get familiar with Company Culture, Processes, and People

• Training: Learn about the Problems we solve, the Products we sell, and the People we sell to.

• Ramp-Up in the 3rd week of the 1st month — You will be gradually handed accounts in batches and start outreach.

2-6 Months:

• Reach out to 100% of the accounts you own

• Build rapport with prospects, identify their challenges and pain points

6-12 Months:

• For accounts that have already been contacted, strategize ways to establish and expand (the easiest point of entry). Drive bottom-of-funnel conversations

• Join prospect-facing meetings with other SDRs in a consultative role, communicating ideas and pitching value

• Based on your interests and performance, we'll discuss additional responsibilities you'd like to handle and roles you'd like to grow into, depending on your needs and fit.

What will make you successful in this role?

Apart from having the must-haves for any good SDR, like discipline, great communication skills, and being outcome-oriented, a successful Account Manager should have these in their repertoire:

• Stakeholder Mapping - finding and using account intel to map out the DM, champion, blocker, end-user(s), etc.

• Experimentation and Curiosity - Our top-performing reps succeed by demonstrating genuine curiosity and enthusiasm for experimenting with new outreach methods with tools like Clay, SmartLead, SendSpark, and StoryLane.

• Multi-Threading: Using the stakeholder map mentioned, dig deeper into an account and increase awareness of Almabase among more people, encouraging them to get involved in the conversation.

• Delivering Delight Means consistently providing value to the account and going above and beyond what is expected.

• Crafting Account-Centric Events/Collateral - Collaborating with Marketing to produce relevant collateral and/or experiences that showcase value.

• Driving urgency - Using the above tactics to push the account further down the funnel and reduce the sales cycle.

• Strategic Thinking: SDRs must think strategically and understand the business challenges and priorities of their target accounts. Perhaps charting out the account journey or creating a game plan/report for each account they own could make this process more intentional and proactive, rather than reactionary. Normalizing a more frequent account review?

• Technical Knowledge: A cadence of advancement and product-oriented training will help SDRs converse as consultants with prospects.

How will we set you up for success in this role?

• We will provide you with detailed training to give you a head start in the world of alumni relations and educational fundraising. We'll also discuss the competitive landscape and provide you with access to hundreds of recorded conversations, emails, and existing marketing materials. Our CRM is a treasure trove :)

• We will provide comprehensive training and resources to learn SDR best practices in SaaS.

• We will provide you with a playbook of our current processes. This includes using the CRM (Hubspot), call scripts, and email templates.

• During the first eight weeks, you will have one-on-one calls with each person on the sales and marketing team to get to know them. You will also roleplay with the current sales team to better prepare you for the actual calls.

• Our audience is generally friendly and more receptive to conversations than most other industries. Building relationships is part of their job, so they're naturally more open to new relationships.

• You will be involved in weekly, monthly, and quarterly one-on-one meetings with the SDR manager to discuss feedback and scope of improvement, in addition to regular mentoring from the rest of the sales team.