Marketing Development Representative (MDR)

*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 Marketing Development Representative (MDR) qualifies inbound marketing leads to book sales appointments and demos.

Their objective is to accelerate our software and services sales cycle by responding to quality MQLs through inbound phone calls, chatbots and contact forms as a result of our digital marketing, advertising and email campaign efforts. They organise appointments and demos for the account executives to host.

Sitting within the sales function but work incredibly closely with marketing, their goal is to help the Sales Team grow our pipeline with quality, qualified Sales Qualified Leads (SQLs) and support the sales effort to help convert deals into sales orders and revenue. Focussing on marketing-generated leads, from hand raises, to direct demo requests, across all our channels, the MDR helps our Marketing Team define and target good customer fit. The MDR contributes in the development of industry and product awareness content via digital advertising campaigns and respond to leads, determining who stays within our pipeline and who goes. If a prospect is a good fit, the MDR schedules the next step with Account Executives (AEs).

The MDR is laser-focused on bridging the gap between marketing and sales by responding to inbound inquiries, liaising with our marketing team to ensure we connect the right people with the right content relating to Operances’ innovative software and services and supplying the sales team with quality leads for sales to convert into orders and revenue.

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

Team

We are looking for a creative, 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 outbound-focussed Sales Development Representatives (SDR) and deal-converting Account Executives (AE), the MDR 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 MQLs: responding to inbound marketing qualified leads via phone calls, chats, and responses to contact forms/ticket inquiries all as a result of your digital advertising, marketing and email campaign efforts.
Qualify SQLs: assessment and qualification of MQLs in respect of prospect’s needs in line with our services and software solutions being sold by uncovering prospect needs.
Sales planning: development and presentation of business case proposals on suggested new target sectors.
Meet targets: individual MDR goals based on generating an agreed number of inbound MQLs and SQL conversions in line with overall sales team Objectives and Key Results (OKRs).
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: acting as our inbound information manager by defining our information quality standards, carrying out regular audits and ensuring GDPR compliance.
Digital advertising: contributor of our online search engine and social advertising presence, the MDR helps our Inbound Marketing Manager (IMM) create and place targeted advertisement campaigns, aimed at ensuring the right people are connected with the right content, with the goal of encouraging prospects to contact us.
Email campaign management: creation of personalised email campaigns targeted at curated prospect lists with the aim of growing our subscription base. Includes curation of our marketing team’s engaging content and developing a series of calls to action, encouraging subscribers to follow.
Cross team functionality: assisting sales teams focus on high-quality leads, increasing their chance of a 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.
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, monthly sales sprints and quarterly performance reviews.

Skills & Requirements

Education: bachelor’s degree or higher in subjects such as marketing, communications, media, sales promotion, sales and marketing or related fields desirable, but not necessary.
Marketing and/or sales experience: strong understanding of the marketing and sales funnel process and knowledge 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.
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. 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. The ability to develop creative campaigns that grab the audience’s attention and are responsive to changing client requirements.
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.
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 Type: Full-time, Permanent

Salary: £18k-£25k 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*