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Location

Massachusetts | United States

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Job description

Job Summary

Business Development Representative 

As a Business Development Rep (BDR), you will act as the first contact for many Applause prospects with the objective of assisting our field sales team in selling products and services. Successful Enterprise BDRs will possess a demonstrated ability to develop strong business relationships and sell products in a fast paced environment. Must be highly competitive with the ability to collaborate in a team environment, possess strong interpersonal and communicative skills.

The BDR is responsible for partnering with the Sales organization in driving the early stages of the sales cycle and to help in New Customer Acquisition. The Enterprise BDR team also works closely with the marketing team to follow-up on marketing campaigns/events/conferences/seminars.

Responsibilities:

• Generate outbound qualified opportunities per quarter within target industry accounts- each opportunity should contain: Diagnosis of the prospect’s business pains, Applause’s solution identification, and understanding of prospects’ infrastructure, timelines and budgets.
• Act as the single point of contact for all inbound calls/requests for the assigned region, qualify these opportunities and pass to the relevant Enterprise Account Manager
• Support the internal industry or solution specific marketing campaigns and events in the region.
• Work with the Enterprise Account Manager team to identify accounts and do extensive territory planning for the assigned regions. Also conduct prospect research within focused industry verticals.
• Ability to develop a ‘Why Applause, Why Now’ proposition for each prospect interaction as well as a close cooperation with the sales team to identify and follow up on new leads/opportunities.
• Ongoing and precise record keeping and forecasting within the sales database, SalesForce.com CRM as well as the ability to make use of prospecting support tools such as Linkedln, Data.com, Hoovers, etc.
• Conduct targeted and non-targeted account prospecting and qualification via the phone
• Achieve monthly, quarterly and yearly pipeline and forecast goals and defined objectives that our field sales team can convert into qualified opportunities.
• Develop, present and implement plans to your manager for acquiring new business and traction in your assigned area - including activity breakdowns, performance milestones and resource requirements.

  Qualifications

• Has successfully executed prospecting/new Account Development campaigns in the local regions.
• Has experience in the Enterprise, SaaS, Cloud or High Tech Industries
• Eloquent and self-confident communicator comfortable speaking with C level contacts
• Experience and understanding of the SaaS, Cloud Computing and related services
• Can express their ideas in persuasive emails and other written communications
• Creativity to think outside the box and leadership to execute effectively
• Minimum 1 years of sales, telesales or marketing experience running outbound enterprise B2B demand generation and lead generation activities in Enterprise/SaaS/Cloud
• Minimum 1+ years of experience using marketing automation/lead nurturing systems such as Hubspot, Eloqua, Marketo, etc.
• Excellent written and verbal communication skills with an ability to influence others.
• Conveys a sense of urgency and drives issues to closure.
• Mature and confident with strong interpersonal skills and a true team player.
• Self-motivated, driven and dynamic personality.
• Attention to details, forecasting lead goals
• Bachelor’s degree preferred

What Makes Applause a Great Place to Work
Applause is a world leader in digital quality testing. Since 2007, Applause has been the driving force in testing and digital quality innovation. Our expertise continues to help leading brands deliver quality digital products to their customers. Utilizing the skills of 1.5+ million testers in more than 200 countries and territories, Applause helps the world’s leading brands to deliver quality digital products and experiences to their customers on a global scale. With insightful, actionable testing results that can directly inform go/no go release decisions, we enable our customers to release digital products and experiences better, faster and with confidence. 

At Applause, living our core values - In it Together, Be Accountable, Create Value for Our Customers, Celebrate Authenticity, and Crush Your Goals - informs our choices as individuals, as teammates and in our everyday interactions with customers. Our values help to keep us on track to deliver the best outcomes, and to be the very best team we can. Embracing a culture of respect, authenticity and inclusion, we value and celebrate diversity.  Together as one Applause Nation, we strive to enable professional opportunities for all employees.

Please visit to learn more about the employee experience at Applause Nation!

Applause is a place where everyone belongs and where we believe everyone deserves the exceptional. Since our founding, we have continued to celebrate diversity and are committed to creating an inclusive environment.  If you believe you require a reasonable accommodation under any of the legally protected characteristics, please click here to complete an accommodation request. Please note Applause will only review requests for applications that have been submitted. We will review your qualifications and follow up with you regarding your request if your qualifications meet our current needs.

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