Sales Development Representative

Sales Development Representative (REMOTE)

At Lexipol, our mission is to create safer communities and empower the men and women on the front lines with market-leading content and technology. Our top-notch team works closely with law enforcement, fire, EMS, and corrections professionals to tailor our solutions to better address today’s challenges and keep first responders coming home safely at the end of each shift.

Working at Lexipol means making a difference – day in and day out.

The Work
The SDR team makes initial contact via outbound calls and emails with prospective clients. We have interest generating conversations with prospects about our solutions. During the calls, we qualify prospects and determine product fit. We drive the prospecting and lead engagement portion of the sales funnel at Lexipol.

As a Sales Development Representative, you will be responsible for generating new business opportunities by making outbound calls and setting appointments for our software-as-a-service (SaaS) sales team. You will be the first point of contact with potential customers, so a positive and professional attitude is a must. This is a remote role, where success will be measured by efficiency and effectiveness of activities in generating interest in our solutions and setting qualified appointments for the sales team.

At Lexipol, our SDRs have a higher-level role than many companies. We follow a need’s-based solution selling process.  In calls with prospects, you will heighten prospects’ interest in our solutions.

This is done through working in these areas of focus:

SDR Quarterly Revenue – Achieve / exceed quota targets (30%)

• Create a territory prospecting plan in collaboration with partnered SAEs.
• Execute daily on the prospecting plan.
• We follow this process daily:  Plan, execute, assess, adjust, execute.
• In the assessment phase of the process, we assess the effects of the actions we take and the behaviors we do. We make adjustments, or pivots, to actions in order to meet objectives.
• Cross-sell prospects on our various solutions.
• Partner with your aligned Senior Account Executive to develop the territory in manner that consistently meets or exceeds revenue quota.
• SDRs generate a pipeline of new opportunities at levels to achieve targeted revenue goals

Outbound Prospecting Activities (50%)

• 50 Activities or more per day are reached through a combined total of emails and phone calls.
• Conduct outbound calls to prospective customers to introduce our software solutions, qualify leads, and schedule appointments for our sales team. 
• Research and identify new potential customers and decision makers within target accounts. 
• Keep accurate records of prospecting activities and sales opportunities in Salesforce. 
• Collaborate with sales and marketing teams to ensure alignment on messaging and strategies. 
• Continuously improve sales skills and product knowledge through training and coaching. 
• Conduct educational calls as well as a needs assessment of each prospect. 
• We do this as part of our process of scheduling a solution meeting with one of our SAEs.
• Build a pipeline of online demo meetings for your partnered SAEs for the following week.
• Consistently book 10 demos that occur each week for your partnered SAEs.
• Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the curve.
• Maintain CRM system daily by documenting thorough and accurate customer and pipeline information.
• Find untapped revenue through gathering referrals, referred introductions, and intel, and network to find out where we could generate significant new business. 
• Consistently follow our communication cadence pattern with prospective agencies.
• Uncover and discover additional opportunities for Lexipol to partner with the agency through utilization of our products and services.

Aligning our solutions through a needs-based assessment process (10%)

We assess how each agency is:

• Managing, disseminating, and maintaining their policies. 
• Conducting their training, and what their training goals and requirements are.
• Approaching wellness initiatives: Do they have wellness resources in place?  If they do, we assess wellness resource utilization and the effectiveness of engagement by department personnel and their families.

Foster a culture of collaboration and teamwork (10%)

• Work with internal stakeholders, including Senior Account Executives, Customer Success Managers, and Business Development Managers to optimize growth with prospects and customers.
• Partner with, inspire, and provide effective communications with multiple levels of personnel within Lexipol.

Requirements:  To be considered for this role, you will have this experience:

• 1-2 years of experience in outbound sales or appointment setting, preferably in a SaaS or technology-related field 
• Excellent communication and interpersonal skills, with the ability to build rapport and establish trust with potential customers 
• Results-driven and comfortable working in a fast-paced, high-growth environment 
• Familiarity with Salesforce and/or other CRMs for tracking and prospecting 

Preferred Experience:

• Consistent track record of meeting sales targets in a territory
• Excellent prospecting and telephone sales abilities.
• Proven ability to rapidly build rapport and gain the confidence of prospects and clients.
• Public safety centric consultative sales approach.
• Proven ability to self-manage daily sales tasks, activity, and quota attainment.
• Proficient with Salesforce, Microsoft Office Suite applications, or other CRM.
• Documentation Mindset:  willingly enter high levels of documentation to facilitate the sales process.

Target Outcomes/ Target Results

• Achieve objectives 
• Monthly/Quarterly sales goal attainment
• Increasing/Improving mental/physical wellness resources available to the public safety community as well as our other solutions designed to increase the safety and effectiveness of first responders and the safety of our communities.
• Weekly activity goal attainment

Onboarding:

Two-week training process

• Week One:  Learn the market, the industry, and Lexipol products and solutions
• Week Two:  Learn and train on operations; use of Salesforce Lightning Console; sales and prospect qualification process.
  • Train with senior SDRs on what they do daily each training week. We refer to this type of observational training as “shadowing”.
  • Observe online demos presented by Senior Account Executives. 

Employee Value Proposition

• Autonomy
• Professional Development:  we have a strong culture of personal development and professional growth
• The workload and commitment of our team is best suited to individuals looking for high-paced, high activity level, challenging, and varied assignments.
• This demanding position has predictable weekday work hours
• Career pathing:  successful high performance in this role can open opportunities to move into roles such as an SDR Team Lead, Customer Success Manager, or Senior Account Executive.
• We have a very high client retention rate. 
• We have very positive reputation in the industry.  This leads to a high call to appointment ratio.
• Sense of purpose serving those who have signed up to protect our families every day
• Making a greater community impact across multiple states in a region
• Attractor Factors for working on this team:

1. Professional team culture/environment
2. Continuous appreciation of effort and job well done
3. Contributor to processes and best practices
4. Opportunity and culture of owning it that positively impacts both personal/professional aspects   
5. Benefit from mentoring and coaching by both SDR Team Leads and SDR Managers
6. Work and collaborate with a group of passionate and enthusiastic professionals that are dedicated to making a difference

The Environment

• Positive attitude and effort require zero talent, so bring it with you each day
• Collaborative – with peer colleagues, other depts and clients
• Own it mindset
• Team oriented
• Servant mindset

Duties listed are not intended to be exhaustive or exclusive; other duties may be assigned. Management retains the discretion to add to or change the duties of the position at any time.

Compensation and Benefits

Lexipol offers a competitive base salary, monthly, quarterly, or annual incentive and a comprehensive benefits package including 401(k) with Company match and a flexible paid time off plan.
Base pay for this position is $55,000 annual with OTE in the $70-80K range.

About Lexipol

Lexipol empowers first responders and public servants to best meet the needs of their residents safely and responsibly. We are the experts in policy, training, and wellness support, committed to improving the quality of life for all community members. Our solutions include state-specific policies, online learning, behavioral health resources, grant assistance, and industry news and information offered through the websites Police1, FireRescue1, EMS1, Corrections1 and Gov1. Lexipol serves more than 2 million public safety and government professionals in over 12,000 agencies and municipalities. For additional information, visit www.lexipol.com.

Lexipol Is an Equal Opportunity Employer (EOE)

Lexipol, LLC provides equal employment opportunities (EEO) to all team members and applicants for employment without regard to race, color, religion, gender, national origin, age, sex, pregnancy, disability, sexual orientation, gender identity or expression, veteran status, genetic information, or any other non-job-related characteristic. Lexipol complies with applicable federal, state, and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including hiring, placement, promotion, termination, layoff, recall, transfers, leave of absence, compensation, and training.

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