Sales Development Representative

Job Description

Cornerstone Provides comprehensive billing services and powerful account management software for security alarm dealers nationwide. Our tailored solutions streamline operations and enhance efficiency for life safety companies. We are a small but close-knit team focused on collaboration and constant improvement!

The ideal candidate is a proactive self-starter with a strong understanding of the sales process, excellent communication skills, and a passion for building relationships and driving revenue. You'll work closely with the Marketing, Product, and Customer Success teams to refine sales strategies and ensure a seamless customer experience. 

Key Responsibilities 

Lead Generation & Prospecting 

• Proactively research and identify high-potential companies and target accounts for outbound outreach. 
• Conduct targeted cold calls and leverage existing leads and researched contacts to generate new business opportunities. 
• Qualify leads (both Marketing and Sales Qualified) generated from campaigns and outreach, determining their potential fit based on factors like business size and specific needs. 

Sales Cycle Management 

• Nurture and manage the sales pipeline from initial outreach to the final closing of the deal. 
• Conduct compelling product demonstrations and presentations to showcase the value of our offerings. 
• Confidently negotiate terms, handle objections, and close sales to meet and exceed monthly and quarterly quotas. 

Existing Customer Engagement 

• Identify under-utilized services and explore upsell opportunities within the existing dealer base. 
• Conduct regular check-in calls in conjunction with Customer Success to address any concerns, promote toolkit initiatives, and ensure effective communication. 

CRM Management 

• Maintain accurate and complete data within the CRM by researching and filling in missing information. 
• Review the CRM sales pipeline and qualify leads that have not been contacted within a specific period. 
• Ensure monthly reports on leads, pipeline, and marketing activities are organized and up to date. 

Collaboration 

• Work closely with the Marketing and Product teams to refine sales strategies and provide market feedback. 
• Collaborate with the Customer Success team to review dealer complaints and questions to determine the best course of action. 

Qualifications 

• Minimum of 2 years of experience a sales role, experience in the alarm industry or b2b software sales is strongly preferred 
• Proven experience in a sales or business development role with a track record of meeting or exceeding targets. 
• Strong prospecting skills and the ability to identify and engage with decision-makers. 
• Excellent verbal and written communication, presentation, and interpersonal skills. 
• Exceptional negotiation and closing abilities. 
• Familiarity with CRM software, sales KPIs, and sales tools. 
• Ability to work independently, manage time effectively, and handle multiple priorities in a remote work environment. 
• A positive attitude, strong work ethic, and a desire to continuously learn and grow. 

Competencies 

• Action Oriented: Takes on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm. 
• Customer Focus: Builds strong customer relationships and delivers customer-centric solutions. 
• Drive for Results: Consistently achieves results, even under tough circumstances. 
• Integrity and Trust: Is widely trusted, direct, and truthful. 
• Priority Setting: Focuses on the most important priorities and allocates time and resources effectively.