Sales Development Representative

Sales Development Representative  ABOUT FACTOR A/E:  Factor A/E is a SaaS platform that connects people, projects, and invoicing for firms in the architecture and engineering (A/E) industry. Factor’s practice management software has solved workflow inefficiencies for over 5 years and has built a strong client base of hundreds of A&E firms. Despite our growth, Factor still operates as a fast paced/close-knit team to continue enhancing the app, marketing new features, and onboarding new customers. We reinforce a hybrid work culture between our office in downtown Fort Wayne, IN where our team works together most of the week, while offering flexible work-from-home and paid-time-off policies. This is an ideal position for somebody seeking a high-tech and fast-paced environment that provides the opportunity to build new skillsets to rapidly grow your career.  “Factor exists to make the work of running an A&E firm simpler, clearer, and easier to manage. Everything we build is focused on supporting teams in the real work they do every day.”  JOB RESPONSIBILITIES  We are looking for a qualified Sales Development Representative (SDR) to find and screen architecture and engineering firms that can leverage Factor to improve their day-to-day project management workflows. As the first line of communication with a prospect, the ideal SDR has a strong understanding of the sales process (selling on value to a client rather than push features) and excels at researching leads, starting new relationships, and setting up sales closers for success. The SDR is a quick learner with an interest in technology that can quickly analyze motivations for using our product and showcase the features that will suit those needs. Conduct high-volume outbound prospecting (cold calls, emails, social selling) to identify and qualify leads for the sales team. Leverage Factor’s deep database of previous inbound leads to craft thoughtful messaging to spark engagement with potential clients. Research architecture and engineering firms and contacts within those firms to open lines of communication and assess needs. Diagnose client problems and pain points to demonstrate Factor’s specific value for their firm. Qualify leads to ensure fit with product and schedule demos for our AEs. Become a product expert to talk to the software and highlight features that apply to customer needs. Develop and execute outreach cadences to engage prospects, educate them on our solutions, and set qualified meetings for Account Executives. Conduct follow-ups to nurtured interested firms to maintain a pipeline of warm contacts Use Factor’s CRM (Hubspot) to report on current pipeline, past activity, and future action plans on a daily and weekly basis Collaborate with marketing and sales leadership to assess trends, improve messaging, and work towards weekly/monthly/quarterly KPIs REQUIREMENTS  1+ year of experience in a sales development, business development, or lead generation role. Located in the greater Chicagoland area Who You Are Strong drive, grit, and a competitive mindset with a desire to win. Self-motivated with a diligent work ethic and ability to build strong relationships. Excellent written and verbal communication skills. Coachable; willing to quickly apply feedback Curious and growth motivated: eager to take on new responsibilities and adopt new skillsets to hit goals and grow your career Direct path to an Account Executive role through goal attainment Eager to leverage AI to increase day-to-day efficiency. Principles and Tactics: Success hitting outbound pipeline generation metrics (meetings set/held, deals closed, etc) through cold-calling leads and qualifying to schedule follow-up action Experience using multi-touch approaches to reaching leads and starting conversations (social, email, calls) Success demonstrating value to customers based on expressed need and pain points Understanding and/or practice of account-based marketing principles with marketing support Tools of the trade: Experience with modern office tools for communication, documentation, and collaboration Experience with CRM software to track, organize, and report on leads Success leveraging AI platforms for coaching and messaging refinement. Preferred experience Previous experience selling business products or subscription services, specifically in SAAS (software as a service) business(es)