Summary

The Sales Development Representative (SDR) is the first point of contact between Easy Metrics and the warehousing and distribution operations we serve, and the entry point into a growing pipeline. This is a blended role, weighted toward inbound at roughly 70 percent inbound and 30 percent outbound, with the mix adjusting as the business grows. The SDR responds to and qualifies the inbound demand created by Marketing and runs targeted outbound into named accounts that fit our ideal customer profile. This role offers the opportunity to work a high intent inbound flow, build real expertise in warehouse labor management and the supply chain market, and partner directly with Account Executives, Marketing and Sales leadership on the accounts that matter most to the business. Performance is measured on qualified meetings set and meetings held, and success in this role is the foundation for a career in B2B SaaS sales at Easy Metrics.

Inbound Lead Response and Qualification

• Speed to Lead: Responsible for responding to every inbound lead, including demo requests, content downloads, webinar registrations, website chat and referrals, within the team's published speed to lead standard, measured in minutes.

• Follow Up Cadence: Responsible for working every inbound lead through a structured multi touch cadence in Nooks, combining calls, email and LinkedIn, until the lead is qualified, disqualified or formally recycled.

• Qualification: Responsible for applying the Easy Metrics sales process and qualification criteria to establish fit, need, decision process, budget and readiness, using probing questions and active listening to understand the operation and the systems currently in place.

• Disposition and Routing: Responsible for converting qualified leads and scheduling them with the appropriate Account Executive, and for disqualifying leads that are not a fit or returning them to nurture with a documented reason so Marketing receives an accurate signal.

• Source Feedback: Responsible for tracking and reporting which campaigns, content and channels produce qualified conversations, and for sharing that feedback with Marketing and the SDR Team Lead on a regular cadence.

Outbound Prospecting

• Account and Contact Mapping: Responsible for researching assigned target accounts and using LinkedIn Sales Navigator and ZoomInfo to map organizational hierarchies and identify the right stakeholders and decision makers.

• Multi Channel Outbound Execution: Responsible for executing daily outbound activity through Nooks, including live and parallel dialing, personalized email sequences and LinkedIn outreach, against the activity standards set by the SDR Team Lead.

• Relevant Messaging: Responsible for opening conversations around the specific business challenges our software solves, connecting those challenges to the Easy Metrics value proposition, and tailoring messaging to the role being contacted.

• Account Based Coordination: Responsible for partnering with Account Executives and Marketing on account plans, coordinated plays and follow up for target account campaigns, events and conferences.

• Market Intelligence: Responsible for gathering and documenting competitive presence, incumbent systems and organizational change inside target accounts to inform account targeting and timing.

Meeting Qualification and Handoff

• Meeting Quality: Responsible for setting meetings that meet the agreed qualification criteria and are accepted by the Account Executive.

• Handoff Quality: Responsible for documenting a written brief in Salesforce before every scheduled meeting, covering the account profile, the problem discussed, the attendees and the reason the meeting was booked.

• Meeting Confirmation and Show Rate: Responsible for confirming meetings, sending reminders and pre call context, and re engaging and rebooking no shows to maximize meetings held.

• Targets: Responsible for meeting or exceeding monthly and quarterly targets for qualified meetings set and meetings held, and for maintaining the activity standards that support them.

• Funnel Visibility: Responsible for maintaining an accurate view of the individual funnel and communicating risk to the SDR Team Lead early in the period.

Systems and Data Management

• Nooks: Responsible for running inbound and outbound cadences in the dialer, using parallel dialing to increase connect rates, and reviewing call recordings and AI summaries to improve call performance.

• Salesforce: Responsible for maintaining Salesforce as the system of record, logging every activity the day it happens, and keeping lead status, disposition and source accurate to support reporting and pipeline forecasting.

• LinkedIn Sales Navigator and ZoomInfo: Responsible for building, enriching and maintaining target lists and keeping contact data current.

• Continuous Improvement: Responsible for testing messaging, sequences and talk tracks, reporting results to the SDR Team Lead, and adopting new tools as the sales technology stack evolves.

Collaboration and Development

• Cross Functional Partnership: Responsible for working closely with Account Executives, Marketing and Sales leadership to align on target accounts, messaging and process, and to refine the plays that produce qualified conversations.

• Coaching Cadence: Responsible for participating in one on ones, call reviews and team training with the SDR Team Lead, and for applying the coaching provided.

• Domain Expertise: Responsible for building and maintaining knowledge of the Easy Metrics product, the warehousing and distribution industry and the competitive landscape.

• Ownership: Responsible for operating as a self motivated, organized and accountable member of the team, sharing what works, raising obstacles early and following through on commitments.

• Performs other duties as assigned.

Supervisory Responsibilities

This position has no supervisory responsibilities.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Education & Experience: Bachelor's Degree in Business, Marketing, Supply Chain or a related field preferred. 2 to 3 years of experience in supply chain, warehousing, distribution or third party logistics is required, ideally combined with sales development, inside sales or business development experience in a B2B SaaS environment. Proven track record of meeting or exceeding targets and quotas.

• Certificates and Licenses: No certifications or licenses required.

• Communication Skills: Ability to effectively communicate and present information in one-on-one and small group situations to customers, clients, and other employees of the organization. Ability to write routine reports and correspondence. Ability to read, analyze, and interpret general business periodicals, professional journals and technical procedures.

• Mathematical Skills: Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals. Ability to compute rate, ratio, and percent and to create and interpret graphs.

• Reasoning Skills: Ability to deal with problems involving several concrete variables in standardized situations. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

• Computer Skills: Proficiency with CRM and sales engagement technology is required. Experience with Salesforce, Nooks or a comparable dialer and sequencing platform, LinkedIn Sales Navigator and ZoomInfo is strongly preferred. Proficiency with Email and Microsoft Office Suite / Google Suite. Ability to operate basic office equipment such as telephones, computers and related.

Physical Demands and Work Environment

The Physical Demands and Work Environment described below represent the activities and surroundings of the position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Physical Demands

While performing the duties of this job, the employee is regularly required to: use hands to handle, or feel; talk; see; and/or hear. The person in this role frequently communicates with others to exchange information in person, over the phone, and via email, or videoconferencing and must be capable of effective communication in these situations. Employee must be able to work in close contact with small and large groups. Employee will regularly sit for long periods of time

Work Environment

This is an in-person position based out of our Southern Maine co-working space, with attendance required five days per week. Core work hours are 8am to 5pm (flexible depending on business needs and management pre-approval).

Travel

This position does not require regular travel, but travel may be required up to 1-2 times per year.

This job description is intended to describe the general nature and level of work expected of the typical person assigned this job. However, it is not an exhaustive list of all duties, responsibilities, or requirements. Job duties may be subject to change if this role evolves. Employees may be asked to perform other job-related duties as requested by their supervisor to fulfill business needs. If you have questions or concerns regarding items outlined in this job description, please seek clarification from your direct supervisor.