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As a Sales Development Representative, you'll qualify leads, manage a pipeline, and collaborate with executives and marketing to drive sales.
About the Position
As a Sales Development Representative for Dragonfly, you will be responsible for generating sales opportunities with non-clients for the Business Development team to meet its growth objectives. Your primary focus will be to generate meetings for the EMEA Business Development team by using a combination of cold outreach and nurturing existing marketing-generated leads. Your success in this role will be measured by the number of leads that you convert into qualified opportunities.
To achieve this, you will need to spend 80% of your time on sales-related activities. This includes generating 14 fully qualified sat meetings for the team, building weekly, monthly, and annual strategic plans to align with client requirements, geopolitical trends, and internal intelligence outputs. You will also be responsible for running targeted email campaigns using relevant Dragonfly content and collaborating closely with the Business Development team on weekly campaigns targeting prospects based on the profile of their company or proximity of their operations.
In addition to sales-related activities, you will spend 20% of your time on marketing-related tasks. This includes nurturing and directly targeting leads that exist within the marketing database, inviting prospects to analyst calls, and maintaining and adding to the prospect marketing database. You will also act as the bridge between Marketing and Business Development and ensure that all activity is accurately recorded in the CRM.
About the Commercial Team
Dragonfly’s commercial team is the touchpoint for all client interactions. It is made up of Sales Development, Business Development and Client Success. Each of these three teams works very closely with each other to ensure that the business reaches its overall revenue growth objectives. The Sales Development team looks after the new business pipeline growth requirements. This is essential to ensure that we have a consistent and healthy pipeline of new business revenue opportunities.
About You
To be successful in this role, you should hold a BA qualification in a relevant subject matter and have the ability to identify likely Dragonfly target companies and personnel based on their profile. You should have a demonstrable ability to work in a targeted environment and be adaptable and willing to change tactics if something is not working. You should have strong interpersonal skills to build rapport, trust, and confidence and very good organizational skills. Confidence and lucidity when speaking on the phone, resilience, and ability to deal with failure are also essential qualities.
#LI-DNI
What to Expect in this Position
- Engage potential clients
- Perform both cold and warm outreach to potential clients
- Develop industry-specific geopolitical and security expertise to take a consultative approach when communicating with senior-level executives
- Receive mentorship from senior members of the team
- Leverage internal marketing materials to engage target executives/organizations
- Strategically plan account penetration
- Leverage Sales Enablement tools (like Lusha, ZoomInfo, etc) to manage your engagements with target prospects
- Develop a deep understanding of our target personas and their needs
- Actively and regularly attend industry events
- Develop industry-specific expertiseActively and regularly attend industry events
What Sets You Apart
- Bachelor’s degree in International Relations, Politics, Modern History or a related discipline
- A consistent record of surpassing personal and organizational goals
- Clear written and verbal communication skills
- A relentless drive to succeed
- Demonstrable knowledge of international relations and geopolitics
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