Job Title: SDR (Sales Development Representative)
Responsible To: Demand Generation Lead
Mobilityways is on a mission to make zero carbon commuting a reality. We produce ground-breaking climate tech empowering large employers to measure, reduce and report on their commuter emissions.
Main duties
- Our ICP (ideal customer profile) are enterprise employers with more than 500 employees. Our Demand Generation team is responsible for engaging ICPs and providing a flow of MQLs (marketing qualified leads) to our new business sales team (Sector Directors).
- The Demand Generation team is comprised of SDRs and Campaign Executives. Campaign Executives are primarily concerned with producing content and running campaigns to generate engagement from target prospects. Campaigns that they run include webinars, industry guides, newsletters.
- As an SDR you will be responsible for developing the most engaged target prospects from our campaigns into initial sales meetings on behalf of our Sector Directors. The Sector Directors will then continue to support the prospect through the rest of the sales process. The aim is to create additional deals that will lead to a substantial revenue stream.
- Your primary focus is to ensure that our large employer target clients and target sectors are engaged with our solutions and services, ensuring that we establish commercially strong sales conversations, aligned to our client’s operational and sustainability objectives.
- SDRs are accountable for personalised multi-channel outreach (email, LinkedIn, phone). Your aim is to book meetings and initiate sales, ready for a warm hand over to a Sector Director.
- You will develop personalised emails to engage and nurture prospects.
- Our sales processes are long and complex; you will need to be persistent and focussed.
- You will need to be comfortable presenting on Teams and speaking on the phone to senior stakeholders at large organisations. You will become a “face of Mobilityways”.
- You must be able to cultivate relationships with additional contacts within each industry and opportunity to move to more strategic levels of engagement and develop relationships with other job functions.
- It’s vital that you deliver the highest levels of proactive client service.
- Work in a joined-up way with colleagues across the business.
- You will need to use HubSpot and Monday.com effectively to high data accuracy.
- In order to be successful it’s important that you:
- Take a strategic view to maximise commercial opportunity for each deal.
- Effectively manage your workload, priorities, planning to achieve OKRs and targets.
- Provide transparent feedback to your line manager regarding progress against OKRs, flagging risks, support and training requirements and seeking decision making to stay on track.
Any other duties that may be required from time to time.
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OKRs
- Meetings booked (Marketing Qualified Lead stage)
- % of MQLs that progress to next stage of pipeline
- Pipeline ARR value of MQLs you’ve generated
Ultimately, revenue derived on MQLs you’ve qualified.
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Our values
- We are Customer Obsessed – We put ourselves in the shoes of every customer, find out what they really value and are relentless in delivering excellence. We first seek to understand before being understood. We think win win.
- We are Learning Fanatics – Insights and knowledge are sought, gathered, analysed and shared every time. How can we be better at doing the right things and putting first things first.
- We are United – Our common purpose is clear, and we are all committed to being proactive in caring for others. We respect and value differences. We look after us. We all share in the benefits.
We are Bar Raisers – Outcomes are better than ever achieved before and others are learning from us. We ensure that our team’s capability and culture continually improve.
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Person specification
Required:
- Passion for our mission.
- Significant experience in sales development in a B2B environment.
- Proven track record of commercial success.
- Commercially focused with the confidence to work to KPIs and targets, including examples of how you "raise the bar".
- Computer literate (for internal processes need to be confident with Office365 suite) and comfortable with explaining/demoing technology to clients.
- Alignment to our culture and values.
- Excellent spelling and grammar with the ability to present to and communicate with clients at all levels.
- Strong verbal communicator, listener and presenter. Enthusiastic about being the ‘face of Mobilityways’.
- Excellent time management capabilities. Able to systematically organise and self-manage own time, use initiative and demonstrate productivity and accountability.
- A strong work ethic and willingness to “go the extra mile”.
- Quick thinking and pragmatic with excellent organisational skills.
- Confident but striving for continued personal development.
Flexible and happy to help out in other areas of the business when appropriate.
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Desirable:
- Experience in sustainability and environment.
- Experience of selling enterprise SAAS.
- An understanding of or passion for behavioural change.
A full UK driving licence.
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Diversity and Inclusion
Mobilityways are proud to be an equal opportunities employer and are committed to ensuring that our workplace is an environment that is free from discrimination and one which values all employees as individuals.
The company welcomes all applications and will not discriminate against any individual on the basis of sex, gender reassignment, colour, marital status, civil partnership status, having or not having dependents, pregnancy / maternity, race, nationality, ethic or national origin, religious belief or philosophical belief of political opinion, sexual orientation, disability, membership or non-membership of a trade union or age.
