Sales Development Representative

Role: Sales Development Representative

Location: Remote (US – States)

COMPANY OVERVIEW:

We’re on a mission to create innovative solutions, so businesses around the world can leverage their digital brand assets more effectively — driving revenue and maximizing returns on content investments. How do we do it?

WE'VE GOT A LOT OF EXPERIENCE: We've led the digital asset management industry for over three decades.

WE'RE CUSTOMER OBSESSED: Everything we do is informed by customer input and a forward-looking understanding of evolving industry needs.

WE'RE FOCUSED ON YOUR SUCCESS: We pride ourselves on providing highly skilled customer support every step of the way.

WHO WE'RE LOOKING FOR:

We are seeking a self-starting, goal-oriented and strategic ‘hunter’ who is laser-focused on building sales pipeline within the North American market. You’ve ideally had SDR experience and have demonstrated consistent performance against your targets. You’ll be responsible for creatively and strategically engaging prospects across phone, email, and social channels, educating the market about Canto and generating qualified opportunities for our sales team with prospective net-new customers. You will become an expert at using best in class sales technologies (Salesforce, ZoomInfo, Outreach, Vidyard, etc.) to enable you in your role. You will demonstrate best-in-class Sales Development best practices, while demonstrating an authentic sales experience as the face of Canto.

If you’re passionate about growing your sales career and thrive in a fast-paced, results-oriented environment, then becoming a Sales Development Representative at Canto is the career path for you!

THE TEAM:

The Canto Sales Development team is made up of seasoned and up-and-coming Sales Development Representatives who are all aligned on one mission: To create more productive and efficient work environments, by delivering a frictionless experience for employees to do their best work. The SDRs on our team share a few common traits: they are self-starters, goal-oriented, intentionally curious, coachable, and passionate about evangelizing Canto. They are also the hallmark example of our core values – 1) Customer-obsessed 2) Owning the outcome 3) transparent, curious and candid 4) Treat others with respect and empathy.

ESSENTIAL FUNCTIONS/ PRIMARY DUTIES:

• Strategically identify, engage, and qualify prospects based on target industries and personas
• Manage top of funnel pipeline through a high volume of outbound calling, emails, social engagements completing 60+ activities a day

• Delivering value-focused messaging, educating prospects, and generating interest in Canto
• Continued education and dedication to learning about industry trends, challenges, and news
• Overcoming objections by delivering value-focused messaging
• Performing research in order to understand a prospect’s challenges, priorities, product requirements and deliver compelling value propositions
• Deliver qualified opportunities to our sales team

• Maintain accurate and detailed activity records in the Salesforce CRM

YOU'LL LOVE THIS JOB IF YOU:

• You are eager to start your sales career in SaaS!
• Are a self-starter, competitive, a team player, and focused on results
• Have clear and concise communication skills, oral and written

• Creative problem solve
• Know how to manage you time efficiently and are disciplined with your daily approach in fast paced environment
• Are eager to learn and constantly develop product & market industry knowledge
• Are hungry for feedback and passionate about developing your sales skills
• Are familiar with Salesforce.com & Microsoft Office, LinkedIn, Outreach, Zoominfo (and/or other prospecting tools)

REQUIRED SKILL SET:

• College Degree required
• 6 months of relevant experience
• Previous cold-calling experience
• Collaborative mentality – The ability to work as part of a team to achieve collective goals

• Organized, Competitive, and eager to learn new skills
• Strong writing, communication, and listening skills
• The ability to understand and overcome objections by delivering solutions to pains/challenges
• Possess a high level of empathy and deliver an authentic sales experience from your first interaction
• You are ambitious and eager to progress your sales career and earn a closing role @ Canto

WITHIN ONE MONTH, YOU’LL:

• Attend Canto’s New Hire Training onboarding, where you will learn about:

• Cantos story, Product Offerings, Competitive Landscape, Industry Training, Sales Methodology and our team

• Begin 1:1’s with your manager, understand your 30-6-90 plan, meet & shadow current members of the Canto team, and work with an assigned mentor on the team to guide you during your onboarding
• Set goals with your manager and develop an action plan to achieve them

• Practice delivering the Canto value through mock-cold call scenarios and role-playing
• Begin engaging with prospective clients and demonstrating how to utilize your knowledge to overcome common objections.

WITHIN THREE MONTHS, YOU’LL:

• Have a strong understanding of the Canto products and feel confident pitching our solutions to prospects through self-sourced efforts
• Meet regularly with your Manager, and peers to become an expert on the product, talk-tracks, and prospecting

• Strengthen your sales and business skills
• Attend product release briefings + education on new functionality within our offerings
• Consistently achieve and or exceed your activity targets
• Consistently achieve and or exceed your quota targets
• Become an expert on internal tools and processes

WITHIN SIX MONTHS, YOU’LL:

• Consistently achieve and or exceed your activity targets
• Consistently achieve and or exceed your quota targets
• Continue to focus on your personal/professional development goals with your manager
• Cultivate and deliver new best practices, improve process, and mentor new hires on the team

WITHIN TWELVE MONTHS, YOU’LL:

• Be seen as a trusted business advisor and Canto expert, making a significant impact on the SDR team
• Be considered a top-performing SDR on the team by consistently exceeding your activity targets and quota
• Present new ideas to drive pipeline and increase performance across the team
• Be the example for new SDRs, assist in training, mentor new hires, lead onboarding, and work closely with SDR leadership and the sales team

ELEVATE YOUR JOURNEY WITH CANTO:

Start-Up Spirit: Embrace the excitement and flexibility of a growing company.

️ Hands-On Impact: Your work directly contributes to our success.

Learning by Doing: Our growth plans provide real-time learning.

Close-Knit Team: Enjoy a tight-knit, supportive work environment.

Open Communication: We value transparency and open dialogue.

Problem-Solver's Paradise: Apply creativity to real-world challenges.

• ️ Work-Life Harmony: We respect the balance between personal and professional life.

Growth Opportunities: As we grow, so do opportunities for our team.

Cultural Exchange: Learn from diverse colleagues in a global setting.

Canto is an Equal Opportunity Employer. We’re committed to building a diverse and inclusive team. We do not discriminate against qualified employees or applicants because of race, color, religion, gender identity, sex, sexual preference, sexual identity, pregnancy, national origin, ancestry, citizenship, age, marital status, physical disability, mental disability, medical condition, military status, or any other characteristic protected by local law or ordinance.