The Opportunity:
Are you a highly motivated, resourceful, and results-driven individual with a passion for uncovering business needs and initiating valuable conversations? We are looking for a competitive Market Development Representative (MDR) to join our dynamic Business Operations team.
This critical role is at the forefront of our customer acquisition efforts and driving new business opportunities. You'll be responsible for identifying, engaging, and qualifying prospective client organizations, bringing together key stakeholders within their buying groups, and uncovering their unique business challenges. Your ability to leverage both outbound and inbound techniques will be essential in establishing the initial, high-quality conversations that drive our pipeline growth for our Account Executives.
Primary Responsibilities:
Strategic Prospecting & Lead Generation: Employ a multi-channel approach (email, phone, social media, networking, inbound lead follow-up) to identify, engage, and qualify target accounts and key stakeholders within complex buying groups.
Uncover Business Needs: Conduct insightful discovery conversations to understand prospects' current challenges, desired outcomes, and how [Company Name]'s solutions can provide tangible value.
Stakeholder Engagement: Skillfully navigate organizations to identify and engage multiple decision-makers and influencers involved in the purchasing process.
Pipeline Generation: Consistently achieve and exceed weekly/monthly/quarterly quotas for qualified meetings and opportunities created for our Account Executive team.
Consultative Approach: Act as a knowledgeable and trusted resource, educating prospects on our value proposition and building rapport.
Pipeline Management: Drive pipeline growth by achieving weekly, monthly, and quarterly activity metrics for inbound MQLs and outbound prospecting, identifying and developing new opportunities within our Ideal Customer Profile (ICP), and tracking all activities to ensure consistent pipeline build.
Collaboration: Work closely with Account Executives to ensure seamless transitions of qualified opportunities, providing comprehensive background information to maximize conversion rates.
Market Intelligence: Share market intelligence and prospect feedback to refine messaging and inform sales and marketing leadership on market trends and competitor activities.
Continuous Improvement: Actively participate in team training, coaching, and personal development to refine your skills and stay ahead of industry best practices.
What you bring to the role:
10+ years of proven experience in a lead generation, sales/business development, or similar customer-facing role
Exceptional Communication Skills: You are a strong communicator, persuasive, and empathetic, capable of engaging diverse audiences effectively both verbally and in writing.
Results-Oriented: You have a strong desire to achieve and exceed targets, with a track record of driving outcomes.
Customer Solution Focused: You genuinely enjoy understanding customer needs and finding ways to help them solve problems.
Proactive & Resourceful: You're a self-starter who can independently generate leads and identify new opportunities.
Strategic Thinker: You can understand complex business challenges and align them with our solutions.
Time Management & Organization: Highly organized with effective pipeline management skills to prioritize lead opportunities and manage a high volume of activity.
Proficient with email, video calls (Zoom), and calendar scheduling software and a willingness to learn CRM software (Salesforce), sales engagement platform (Outreach), and multi-dialing software (Nooks)
High Desire to Problem Solve and Create Winning Outcomes.
Ability to foster strong, trust-based relationships with customers and colleagues.
Compensation:
The base salary for this position is $70,000
Additionally, this position is eligible to participate in a Sales Incentive/Commission Plan of an additional $50,000
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This opening is for a future need, with a start date to be determined.
Our Philosophy
We know every company can be successful with the right technology and when people are at the core. We believe that we’re better together - that working hand-in-hand brings the best thoughts to the table and creates an environment of learning and growth. Here, you’ll enjoy:
An intentionally engaging and collaborative culture - ditch the silo!
Strong work-life balance that’s a true focus of the company
The chance to learn from some of the best people in the business
A vibrant, collaborative, and devoted team, who still makes time for fun
At Kantata, we strive to create an inclusive workplace that upholds the dignity of all people. We value, respect, and celebrate everyone’s unique strengths from all different walks of life. As we continue to cultivate diversity within the company, our product (and people!) innovation continues to flourish.
Kantata is an Equal Opportunity Employer.
