*This post was created on behalf of one of Bravado’s clients.
Our client was founded in 2018, was created with the aim of restoring trust in internet businesses, especially after a series of high-profile data breaches. The company was built to help fast-growing companies establish strong security foundations and to make security a continuous process rather than a one-time check.
Our client offers automation tools that simplify the process of achieving compliance with various security frameworks like SOC 2, HIPAA, ISO 27001, and more. Their platform, known as the Trust Management Platform, automates up to 90% of the work needed to maintain and prove compliance in real-time, helping companies stay secure while focusing on growth. Today, thousands of businesses rely on our client to protect consumer data and ensure compliance with global standards, including PCI and GDPR.
Location: United States of America and Canada
Key Responsibilities:
- Prospecting: Identifying and researching potential clients or leads through various channels such as LinkedIn, industry databases, social media, and cold calling. Outbound Outreach: Initiating contact with potential leads through emails, phone calls, and social media, aiming to generate interest in the company's products or services.
- Assessing Leads: Evaluating whether a lead is a good fit for the company’s offerings, typically through qualification frameworks like BANT (Budget, Authority, Need, Timing) or CHAMP (Challenges, Authority, Money, Prioritization). Initial Conversations: Engaging with leads to understand their pain points, business needs, and whether the company’s solutions can provide value.
- Scheduling Meetings: Once a lead is deemed qualified, BDRs arrange product demos or discovery calls with senior sales representatives or account executives. Coordinating with Sales Team: Passing along qualified leads and ensuring smooth handoff to the appropriate sales representative to continue the sales process.
- Tracking Leads: Documenting all interactions with prospects in the company's CRM system (e.g., Salesforce, HubSpot) to maintain accurate records and follow up effectively. Updating Records: Ensuring the CRM is up-to-date with the status of leads, next steps, and any relevant details for the sales team.
- Nurturing Leads: Maintaining ongoing communication with prospects, even if they aren’t immediately ready to buy, through newsletters, phone calls, or LinkedIn outreach to stay top of mind. Building Trust: Engaging with leads in a way that establishes credibility and trust, often acting as the first point of contact for prospects.
- Identifying Trends: Gathering insights from conversations with leads to help refine targeting, product offerings, and sales messaging. Competitor Research: Staying informed about industry trends and competitor activities to better position the company’s solution to prospective clients.
- Working with Sales and Marketing: Collaborating with sales teams to provide feedback on lead quality, and working with marketing to optimize outreach materials and campaigns.
- Reporting: Providing regular updates to management on lead generation progress, conversion rates, and other key metrics.
- Meeting Quotas: Striving to hit specific lead generation and appointment-setting targets, often linked to KPIs like the number of calls, emails, demos scheduled, and conversions into sales-qualified leads (SQLs).
Minimum Qualifications:
- Bachelor’s Degree (Preferred but not always required): Typically in Business, Marketing, Communications, or a related field. However, some companies may consider candidates with equivalent experience or a strong track record in sales.
- Entry-Level Experience (0-2 years): For many BDR roles, prior sales or customer-facing experience is not a strict requirement. However, internships, part-time jobs, or experience in retail or telemarketing can be a plus. Familiarity with Sales Processes: An understanding of the basics of sales, such as prospecting, lead qualification, and closing strategies, is beneficial.
- Strong Verbal and Written Communication: Ability to clearly articulate ideas, ask probing questions, and maintain professional conversations over the phone, via email, or through online messaging.
- Active Listening: Understanding customer pain points and needs to tailor your outreach and follow-ups effectively.
- CRM Software Familiarity: Basic knowledge of CRM tools (e.g., Salesforce, HubSpot, Zoho) for managing leads and tracking outreach. Some companies may provide training on their specific CRM. Microsoft Office or Google Workspace Proficiency: Basic familiarity with spreadsheets, word processing, and email tools is necessary.
- Social Media Savvy: Comfort with using LinkedIn and other social platforms for networking and lead generation. Self-Motivated & Goal-Oriented: The ability to work independently and meet targets or quotas.
- Resilience: Persistence in handling rejection and maintaining motivation through challenges. Positive Attitude: A willingness to learn and an eagerness to grow in the sales field. Organizational Skills: Ability to manage multiple leads and tasks effectively without losing focus on priorities.
- Research Ability: Comfortable with online research to identify potential leads, understand industry trends, and gather insights into prospects. Detail-Oriented: Ensuring that all leads are accurately tracked, qualified, and followed up with in a timely manner.
- Ability to Work with Sales & Marketing Teams: BDRs often collaborate closely with Account Executives, Sales Managers, and Marketing teams to ensure a smooth lead handoff and alignment on strategy.
- Willingness to Learn & Grow: Entry-level BDRs may not have all the experience needed at the start, but they should show an eagerness to improve their skills and grow into higher-level sales positions.
- Familiarity with the Industry or Product: Knowledge of the company’s industry, products, or services can help in understanding customer needs and having more meaningful conversations.
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