Generate qualified opportunities for Account Executives.
Monthly Targets:
1825 Discovery Meetings
1215 Sales Qualified Opportunities (SQOs)
Pipeline Generated:
USD 500K1M per quarter
3. Lead Qualification (15%)
Qualify prospects based on:
ERP landscape (SAP, Oracle, Workday, Coupa)
Annual Revenue
Addressable Spend
Procurement maturity
AP Automation maturity
Current recovery audit process
Buying committee
Use frameworks such as MEDDICC, BANT, or CHAMP to ensure only qualified opportunities progress.
4. CRM Management (10%)
Maintain Salesforce/HubSpot with:
Call notes
Next steps
Contact hierarchy
Buying committee
Opportunity stages
Maintain >95% CRM hygiene.
5. Market Intelligence (10%)
Research:
Company acquisitions
ERP implementations
Shared Service Centers
Procurement transformation initiatives
Cost optimization programs
Finance leadership changes
Provide intelligence before AE meetings.
Required skills and experience:
3+ years of Business Development / Sales Dev / Inside Sales / Pre-Sales experience in an enterprise tech/enterprise SaaS company
Prospecting Skills: Identifying potential leads and companies.
Preferably an experience in personalized cold outreach for enterprise companies in the US/Canada
Communication Skills: Effectively communicating the value proposition. Engaging with prospects at C-Suite level
Research Abilities: Researching and understanding target industries. Gathering information on potential clients. Qualitative research info based on playbook, Annual Report etc.
CRM Proficiency: Using Customer Relationship Management (CRM) tools. Logging and tracking interactions with prospects.
Personal Attributes :
Very good English communication - both spoken and written.
Should have an entrepreneurial mindset, forward thinking and decision-making skills.
Ability to seamlessly collaborate with various teams, including but not limited to marketing and sales teams.
Ability to cope in a complex and fast-changing business workplace, and to respond calmly and rationally to changing aspirations in a deadline-driven situation.
Good influencing and persuasion skills and build successful relationships at all levels.