The Business Development Representative generates demand for Xero's solutions, qualifies leads, conducts research, and collaborates with the sales team.
How you’ll make an impact
As a Business Development Representative (BDR) at Xero, you will be responsible for generating demand for our platform and solutions in a defined territory or market segment. You will work to generate prospects and qualify leads that translate to revenue opportunities for our Account Executive team.
You will act as a thought leader in your defined territory, representing Xero at our own and partner events, and establish a credible profile in the industry to attract high value partners to our business, and grow our market share.
What you’ll do
- Plan and execute on generating demand for our platform solutions. This may include marketing, events, targeted use of prospecting lists etc.
- Make outbound calls to prospective accountants and bookkeepers, or subsidiaries in Enterprise networks and agreements, in order to generate qualified opportunities for the Account Executive team.
- Use a variety of channels to reach prospects including phone, email, and social media.
- Qualify leads and routing to the appropriate sales representative.
- Conduct research on potential partners and identify key decision-makers within the organisation.
- Maintain accurate records of all prospecting activities and track progress in our CRM.
- Collaborate with the sales team to develop and refine the lead generation strategy.
Success looks like
- High productivity levels, regularly achieving or exceeding monthly and quarterly quotas, demonstrating effectiveness in creating demand and contributing to team success
- Excellent call quality and handover to the Account Executive team
- Up to date records of all prospecting activities in CRM enabling better tracking and analysis efforts
- High delivery of new active or potential partners to sales representatives
What you’ll bring with you
- Prior experience in a SaaS company preferred but not required.
- Familiarity with CRM systems - Salesforce
- Demonstrated experience in generating business leads through multiple channels
- Proven ability to develop targeted strategies for each channel, effectively reach potential customers, and drive interest in products or services.
- Strong analytical skills to assess channel performance and optimize approaches for maximum lead generation
- Ability to anticipate stakeholder needs, risks and dependencies while problem solving for solutions
Top Skills
CRM
SaaS
Salesforce
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