Sales Development Representative - Public Sector (Federal + State opps available)

Role Overview

ID.me is looking for a highly energetic and driven individual with sound business acumen and natural sales instincts to join us as a Sales Development Representative to grow our qualified lead pipeline.

The ideal candidate is a self-starter with a track record of quota attainment as a Business Development Representative or Sales Development Representative selling standalone software solutions. You will be responsible for identifying new sales prospects, developing and executing marketing campaigns as well as email and call campaigns, and setting meetings for Account Executives after new leads are qualified.

Candidates applying for this role must have 3+ years of Business Development experience with Government Sales. This in-office, 5 days a week position is located in McLean, VA.

The Impact You Will Make:

• Coordinate outbound prospecting to include researching accounts and identifying key players to build prospect lists
• Develop, coordinate, and execute multi-target, multi-touch email and calling campaigns for target accounts and prospects that generate interest and new leads
• Create and maintain playbooks to identify key personas in target markets
• Qualify new leads and set meetings for Account Executives
• Develop and maintain daily outreach plans to maximize touch points, including pre-call planning, adhering to metrics and customizing scripts to market segments and prospect type
• Understand how ID.me products match with target segment business priorities to effectively and independently distill and deliver the ID.me value proposition, articulating ID.me products, features, and benefits over the phone and via email
• Become a trusted resource and develop solid relationships with prospects
• Track prospect interaction in Salesforce to ensure efficient lead management and easily summarize feedback
• Deliver individual daily/weekly activity volume, sales goals, and opportunity production

About You:

• You are obsessed with continual improvement.
• You value building and maintaining relationships, and can point to how that impacts your success.
• You are a self-starter and fast learner, hungry for knowledge to hone your approach at every opportunity.
• You hit or exceed your quota consistently.
• You have a reputation as an analytical problem solver and are just as likely to receive a letter of recommendation from an Account Executive as you are from your boss.
• Ability to thrive when there are changing priorities and shifting of gears.
• You are a team player and looking to uplevel your peers and teammates to hit our aggressive targets.
• You are an excellent communicator that can take complex topics and distill them into easy-to-understand messages.
• You have a bias to act and an entrepreneurial mindset.
• You have a background in marketing or communications and understand how messaging can drive sales and relationships.

Qualifications:

• At least 3+ years of experience working as a sales development representative or account manager with a track record of success.
• Bachelor’s degree (preferably in Marketing, Communications, Business, or related field).
• Experience selling into government markets at the state and local level will be prioritized.
• Comfortable talking on the phone with exceptional objection handling.
• Entrepreneurial attitude, specifically tenacity, resourcefulness and a strong desire to win.
• Ability to gather and use data to analyze business opportunities and persuade others.
• Superb time management, prioritization of tasks and ability to meet deadlines with little supervision.
• Detail-oriented with the ability to quickly internalize and put feedback and coaching into practice.
• Experience and/or willingness to work in a fast-paced, startup environment with a hands-on approach.
• Familiarity with email automation solutions such as YesWare, Salesforce Inbox, Outreach.io, ToutApp a plus.