Sales Development Representative (SDR)

*We politely ask that employment agencies/recruiters/freelancers DO NOT apply and DO NOT contact us about this role*

Company

With a bold vision for managing the world’s building information to create safer, more harmonious places for everyone, Operance is a ‘proptech’ software developer and services provider creating innovative solutions for customers in the AECO (Architecture, Engineering, Construction and Operations) sector. Following investment, rapid growth and a strong pipeline of work, we are a small, creative, innovative, agile and fast-growing business. With a remote-first philosophy, we have headquarters based at the Centre for Digital Innovation [C4DI], situated in Hull’s tech and social-driven Fruit Market district, but with satellite office space in London and across the UK, enabling us to recruit the country’s best talent.

🥇🥈🥉 Best Use of Tech in Property. 3rd Most Exciting Tech Company. 42 Under 42. Most Inspiring Business. Digital Business of the Year.🥇🥈🥉

Role

The Sales Development Representative (SDR) generates quality outbound Sales Qualified Leads (SQLs)

Their objective is to accelerate our software sales cycle by solely focusing on creating quality SQLs through outbound phone, email and social outreach methods to organise appointments and demos to shwcase our innovative building information software for the Account Executives (AEs) to host and convert.

Their goal is to identify opportunities, prospect and create a growing pipeline of quality, qualified leads to drive through the funnel, supporting the sales effort to help convert deals into sales orders and revenue.

Focussing on outreach, prospecting, lead qualification and connecting with as many leads as possible, the SDR learns about prospective businesses and their needs to determine good customer fit. By educating, answering questions, and sending resources to them, they contact every lead and determine who stays within our pipeline and who goes, moving leads through the sales pipeline. If a prospect is a good fit, the SDR schedules the next step between their leads and our account executives.

The SDR is laser-focused on creating and validating outbound generated leads, uncovering complexities and unnecessary costs in our prospects building information processes, addressed through Operances’ innovative software and services.

The SDR role is an intermediate sales role with an optional and clear promotional journey, progressing from Marketing Development Representative (MDR) level, to Account Executive (AE) and beyond.

Team

We are looking for a competitive, high-energy, motivated individual, who enjoys a challenge whilst acting with integrity at all times to join our sales team, the engine that drives growth of Operance across the UK and beyond.

Working alongside the Marketing Development Representative (MDR) and Account Executive (AE), the SDR works to constantly innovate and refine our sales and marketing approach to finding new customers and segments.

With a focus on working to people’s specialisms and strengths, each area of the team has it own roles: from prospecting to acquisition and activation, they own their market segments, are passionate about Operance, and use their know-how to grow our customer base at breakneck speed.

We believe in empowering our people in their work, giving them autonomy and ownership of what they do. We want everyone to own their story and their successes – working with us means you’re not just another cog in the machine, you have a real opportunity to make a difference.

Led by our CPO, responsible for Product, Marketing and Sales, this is a great opportunity to work closely with our cofounder to showcase your skills, form a clear path of personal development and growth and stamp your own personality on a high-growth business.

Responsibilities

Generate SQLs: creation of outbound sales qualified leads via phone calls, chats, and individual email efforts as a result of your prospect targeting and outreach methods, building a healthy backlog of prospects and leads from within our agreed target sectors.
Sales planning: development and presentation of business case proposals on suggested new target sectors.
Meet targets: individual SDR goals based on generating an agreed number of quality outbound SQL conversions in line with overall sales team Objectives and Key Results (OKRs).
Collecting and analysing data: managing the collection and analysis of pertinent data about the AECO (architecture, engineering, construction and operations) industry to help our company achieve the ideal service mix and set the right growth targets. Decisions about which segments and clients to target are made on informed decisions based on sound data, including information about client behavior and lifecycle, industry trends and growth potential for each new account.
Arrangement of sales appointments: following a regular cadence procedure across three channels (phone, email, CRM), the MDR will book in demonstrations and sales meetings for the AE to host.
Pipeline management: expeditious management of the pipeline and qualified leads to establish a quality pipeline of potential customers by determining who stays and who goes. Delivery of regular audits to maintain quality of information and standards. Building of relationships with prospects and existing customers, educating and guiding them through the buying process. Robust information management of pipeline data to ensure our sales and our customer’s information is safe, secure, uniform and GDR compliant.
Cross team functionality: assiting B2B sales teams focus on high-quality leads, increasing their chance of conversion. Liaison with marketing to elevate the role marketing plays in the revenue engine, bridging the gap and aligning sales and marketing.
Prospect relationship management: creation of new connections and building of relationships and partnerships with prospects through customer referrals or joint marketing campaigns.
Cross-selling: primarily focussed on selling enterprise and pay-as-you-go individual licenses for our innovative building information management platform software, AEs have a secondary obligation to cross-sell our digital transformation and building information modelling services to clients that need it.
Competitor management: understanding of the competitor landscape and key USPs of Operance digital products and services.
Meeting attendances: Input in the development and delivery of sales pod daily stand up (DSU) planning sessions, fortnightly sales sprints and monthly quarterly performance reviews.

Skills & Requirements

Education: bachelor’s degree or higher in subjects such as sales management, sales promotion, sales and marketing, business administration, communications, marketing or related fields desirable.
Sales experience: strong understanding of the sales funnel process and knowledge with at least 2+ years of commercial outbound B2B experience essential. Understanding of how to effectively work within a sales team/sales pod with professional hands-on experience with a track record of results are desirable but necessary as training will be available for post-graduates. Ability to deliver a variety of sales contact methods including regular phone calls, emails, voicemails, LinkedIn connections, direct mail, personalised videos, social media messaging, event networking and a strong telephone sales background.
Communication skills: with much of their time spent talking to clients and developing relationships, excellent communication skills are required in order to clearly communicate verbally with superb writing, communication, and listening skills to understand objections and defeat them by turning skeptics into ecstatic new customers, whilst forming to a wide variety of audiences to understand and empathise with client/buyer challenges and issues.
Pipeline management: experience in the use of core systems such as CRM and marketing automation platforms and responsibility for managing multiple client accounts desirable as applicants must be able to track and execute deliverables efficiently across timelines, but training can be provided, but outstanding time management skills essential. Ethical management of customer and prospect information to GDPR guidelines.
Creativity and determination: self-motivation and resilience is essential with an outcome focus on generating quality leads, with the ability to identify, challenge and navigate client challenges and blockers, with proven ability to make strong connections and overcome rejection to achieve results. Persistence, and self-motivation to try anything and everything to find what works to successfully generate quality SQLs.
Analytical skills: managing the pipeline, the SDR will be required to maintain the sales performance dashboard and present findings to the team, making suggestions for improvement.
Market research: ability to define a target audience, pinpointing the ideal customer and knowing what problems they have that we can solve, guiding your outreach and conversations.
Individual prospect research: learning about specific leads, understanding that preparation gives confidence and shows prospects that you have taken the time to understand them, helping build rapport and credibility.

Cultural Fit

For us, behaviours and brand are two sides of the same coin. How we act internally affects the way we’re perceived externally. Therefore we love to work with people that embrace our 5 values (#WeLoveCHIPS!);

🤔 Curiosity – Question. Play. Improvise. Flourish. Thrive.
😇 Honesty – Fair. Transparent. Introspective. Reflective. Recognition. Sincerity. Trust. Graft.
🧐 Innovation – Creative. Proactive. Intelligent. Craftsmanship. Mastery. Care. Attention. Exemplary.
😎 Personality – Friendly. Caring. Engaging. Inviting. Open. Receptive. Empathetic. Appreciative.
🤗 Solidarity – Unified. Supportive. Cooperative. Diverse. Kind. Generous. Thoughtful.

We also deeply appreciate anyone that is willing to regularly learn and implement new skills, makes decisions through evidence, generate digital assets and solve problems with solutions.

What You Get Back

Full-time salary of £18k-£25k per year dependent upon experience.
Regular bonus based on performance-related metrics.
Business delivery-related expenses.
Rest up with 28 days paid leave, plus the statutory bank holidays.
Progression, learning and development potential.
Plan for the future with a company contributed pension plan.

Perks

Flexibility: work flexible hours to suit you.
Pension: smart pension with 3% employer contribution fully managed and available online.
Competitive Salary: we know it is not all about money but we value and appreciate what you do.
Location: remote first, manage your work/life balance by working from home, your favourite cafe, hotel, campervan, or at our C4DI Tech Campus headquarters in the vibrant Fruit Market – it’s up to you!
Be part of something amazing: as part of a small, fast-growing funded venture you will help shape the future of!

Job Types: Full-time, Permanent

Salary: £25k-£32k per year, plus bonus.

Application

Apply If you meet the criteria above and send us your CV.

We will keep a copy of your details on file for future vacancies should we feel this particular role is not right for you at this time. In accordance with GDPR, by applying for this position you give us your consent to process your data in-line with our Privacy and Data Protection Policies which can be read on the privacy policy page on our website.

Referral

Did you know we run a referral scheme? We’ll give you £300 worth of vouchers if you introduce us to anyone who we then successfully place in a new job role. Just send us their information and we’ll do the rest.

GDPR

We will keep a copy of your details on file only for the duration of your application and as long as the role is available. In accordance with GDPR, we will only process your data for the stated purpose of this application in line with our Privacy and Data Protection Policies which can be read on the privacy policy page on our website

Thank you for your interest and we look forward to receiving your application! 😊

*We politely ask that employment agencies/recruiters/freelancers DO NOT apply and DO NOT contact us about this role*