Sales Development Representative

WHO WE ARE

AwardSpring is an established and growing Software as a Service (SaaS) company that partners with colleges and foundations to help them award scholarships and manage their donors. We want to make it as easy as possible for students to apply for and receive scholarship money, and as easy as possible for institutions to deliver that money and raise more money for future students.

SHARED VISION, MISSION & VALUES

• VISION: To broaden access to educational opportunity
• MISSION: To help scholarship administrators connect donor funds to the students who need them
• VALUES:
  • ACTION: When in doubt, spring into action. Be accountable. Teach what you've learned
  • DETERMINATION: Simplify and improve everything you touch. Expect obstacles. Be creative and relentless in your effort to overcome them
  • HUMANITY: Show empathy and kindness to everyone you interact with
  • IMPROVEMENT: Work hard every day to grow your knowledge and capabilities. Strive to become invaluable to clients and peers

WHO YOU ARE

• You are not too far removed from the world of college and scholarships, and understand the critical need for simplified and streamlined scholarship application and award processes.
• You have a commitment to growth and learning. You may have between 0-2 years of experience working while in college or after college, you could be early in your sales career, or perhaps you are mid-career and excited about a change. Either way, you’re hungry for knowledge and improvement, and want to jump start your career in enterprise sales and business development.
• You are coachable. You’re not expected to join the team and have all the answers. We will train and coach you, and put you in a position to succeed. We just need you to be open to trying new (and potentially uncomfortable at first) things, and we will coach you along the way.
• You are flexible. This role will be helping us grow into new markets, so things could change fast, and we’ll need you to be open and ready to roll with new objectives on a dime!
• You have passion/grit. You approach achievement as a marathon. You have the grit and stamina to continue when the going gets tough and you face roadblocks. You understand that your work is helping our customers solve problems that they face in their daily lives and that is something you are passionate about.
• You have an abundance of natural curiosity. Perhaps you were someone who asked “Why?” over and over again until your parents went crazy. Perhaps you asked questions that were a bit more well-informed. Either way, you are an intellectually curious life-long learner who cherishes the process of figuring things out.
• You’re focused on value-based outreach. You reach out to prospects with intention. Each outreach attempt demonstrates that you’ve put in the time to get to know the prospect, their potential problems and how we may be able to specifically help them.
• You are a compassionate competitor. You want to win, but not at the expense of your team. There may be no “i” in team, but you understand that your individual performance is important, and your drive to be a top contributor has an impact on the overall team’s success.

COMPENSATION

You will receive your compensation as both base salary and variable comp related to hitting your monthly performance targets, as well as other periodic bonuses or accelerators:

• Base Salary: $50,000-$55,000 (pending experience)
• Variable Compensation: $15,000-$25,000
• On-Target Earnings (OTE): $65,000-$80,000

WHAT YOU’LL DO

Your first 3-6 months

• Learn a ton!
• Develop the imperative skills to further your career in sales.
• Learn about the AwardSpring customer (who they are, jobs to be done, challenges they have in awarding scholarships.
• Learn AwardSpring products and messaging.
• Learn our CRM (HubSpot), sales playbook, and other necessary tools to succeed in this role.
• Prospect potential customers via phone, email, and social media to schedule meetings.
• Help Account Executives cultivate leads and sell AwardSpring to colleges, universities, foundations, and other organizations.
• Work with Account Executives to develop key account strategies.

The next 6-12 months

• Consistently meet or exceed quota of meetings held per month; develop a no tolerance attitude for not delivering against stated goals.
• Share your opinions and insights with sales leadership. You’ll be the one speaking to our future customers all day long… proactively provide feedback on messaging that is working, market trends you are hearing, and communicate potential roadblocks.
• Further develop a relationship with Account Executives to gain an understanding of additional options throughout your sales career.
• Start owning (with guidance from sales leadership and marketing) your own messaging. Develop scripts, emails, etc. that drive connection efficiency and scheduled meetings (A/B testing for best results).

The next 12-24 months

• Further develop your business acumen and a deep understanding of the problems we solve, the impacts of those problems, and the route causes for why those problems exist.
• Begin to explore opportunities within AwardSpring’s revenue organization
  • Account Executive: work with existing team to learn next steps in our sales process following the first scheduled meeting; begin to nurture leads of your own; learn how to run discovery calls / product demos; eventually start closing deals and earning sales commissions!
  • Sales Enablement: own and help build messaging templates (call scripts, emails, social media, etc.) and training materials, mentor and help onboard new staff.
  • Sales Development Leadership: help coach and train existing team and new hires. Work with Sales Leadership to develop outreach strategies, identify areas for coaching / development.
  • Customer Success: build relationships with existing customers; seek out opportunities to help customers more fully take advantage of utilizing AwardSpring. Identify strong customer references, work with marketing to create testimonials and other collateral for sales enablement.

AwardSpring is an equal opportunity employer. We are committed to creating an inclusive and welcoming environment for every person who walks through our door. All employment is decided on the basis of qualification, merit, and business need. AwardSpring embraces and celebrates diversity.