Sales Development Representative - Remote Eligible

Sales Development Representative

At Infobip, we dream big. We value creativity, persistence, and innovation, passionately believing that it is through teamwork that we can all reach greater heights.

Since 2006, we have been innovating at the edge of technological possibilities and are now shaping global communications of the future. Through 75+ offices on six continents, Infobip's platform is used by almost 80% of the population, making it the largest network of its kind and the only full-stack cloud communication platform globally.

Join us on our mission to create life-changing interactions between humans and online services with new and unseen solutions.

Purpose: The Sales Development Representative (SDR) is an individual contributor role within the super-regional structure with direct reporting line to the MM AE CL. The SDR is the first line of contact at Infobip responsible for managing inbound leads, contacting them within strict SLAs, and making sure all are processed and followed up using the most appropriate proper sequence. The SDR is responsible for the qualification and research against inbound leads and is familiar with the Infobip platform and products. Additionally, when inbound lead volume does not meet the requirements for a full-time SDR, the SDR is responsible for outbound prospecting into target accounts. The outcome of the SDR is setting up compelling next steps for either Infobip field sales, Partnerships, or Mid Market to engage, that leads to high quality meetings, valuable sales opportunities, pipeline, and Revenue/GP.

SDRs work closely with Marketing teams to take over the inbound leads, and with Sales teams, to transfer the prospect to them.

Main Responsibilities:

• Managing Inbound leads of the region (receiving leads, replying super-fast and setting up meetings with Account Executives (A and B) or Mid Market AEs (C))

• Take inbound phone calls, live chats, and respond to contact forms/inquiries to assess qualification of prospect or customers' needs to the Infobip's solutions

• Identify customer segment and vertical and/or need early in discussion to route properly to the respective squad

• Ensure proper qualification towards direct or indirect (partnership) business model

• Consistently meet response time SLAs to Inbound Leads

• Use class leading tools to verify information at both contact and account levels, completing any lead information gaps that may exist

• Maintain contact sequences in Outreach always updated using the most adequate one based on the lead source and request

• Responsible for updating the customer and prospect database

• Act as a pre-sales development checkpoint to ensure that leads are ready and qualified for further engagement

• Work closely with colleagues to learn more about the Infobip platform and business development practices

• Build and maintain extensive knowledge of how Infobip solves business challenges

• Learn a disciplined, programmatic approach to campaign-based pipeline generation and marketing sales-ready lead qualification

• Work closely with the Marketing team to drive continuous improvement in lead quality, conversion rates and pipeline generated.

• Provide ongoing feedback to the sales and marketing department for continuous process optimization

• Use and maintain the Salesforce for data quality

• Accept feedback and trainings to keep continuous development with Inside Sales Team Leader and peers

Success Metrics:

• Speed to Lead - Maintain time to contact SLAs

• Lead contact – Maintain sequence touch points across phone, email and social media as required by company standards

• Conversion rates – Maintain conversion rates from MQL to SAL (lead to meeting set) in line with company standards

• Achievement of weekly outbound prospecting activities as mandated by the Squad Lead / Market Account Executive Chapter Lead across calling, emailing and social media

• Achievement of quarterly booked meeting quota (set regionally)

• Achievement of quarterly meeting attended quota (set regionally)

• Sales Accepted Leads (SAL): Number of leads accepted by Account Executives (AEs) under the following conditions:

• Internal handover completed.

• Meeting with the lead held.

• Introduction to AE executed by the SDR.

• Sales Qualified Opportunities (SQO): Number of opportunities qualified by AEs/CGEs after the lead handover from SDR to AE/CGE.

• Self-Service Top Up Accounts: Number of leads converted to Self-Service (SS) customers with the first top-up

Infobip employees are people with diverse backgrounds, characteristics, and experiences that share the same passion and talent that helps us achieve our mission. That's why Infobip is committed to creating a diverse workplace and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, ancestry, religion, age, sex, sexual orientation, gender, gender identity, national origin, citizenship, disability, veteran status, or any other part of one's identity.