Sales Development Representative (Enterprise)

About Insightful

Insightful is the Work Intelligence platform. We show organizations how work actually gets done.

People, processes and AI now work side by side, and you can't transform what you can't see. Insightful turns an organization's own work data into a clear picture of how teams work, what to improve and where to automate. Leaders use it to get the right mix of people, process and technology, including AI.

Job description

Location: New York, NY area (Hybrid, 2 days/week in office)

Department: Sales & Revenue Growth

You'll open doors at enterprise organizations (1,000+ employees) and book the meetings that start our largest deals. You'll reach senior leaders in operations, finance, IT and the business, and start conversations about Workforce Analytics, People Intelligence and Process Intelligence.

You'll partner with Strategic or Enterprise Account Executives on a set of named accounts, so you'll know your territory deeply rather than spraying cold lists. You'll report to them, and work closely with Marketing on account-based campaigns.

Responsibilities

• Map your accounts. Research each target account, map the buying committee and find the right entry points across operations, finance, IT and business leadership.
• Run multi-threaded outbound. Reach several stakeholders per account by phone, email, LinkedIn and events, with messaging tailored to each person's priorities.
• Start real conversations. Open discovery with VP- and C-level leaders and uncover the business problems Insightful solves before you position the platform.
• Book qualified meetings. Hand AEs well-qualified first meetings that turn into pipeline.
• Build campaigns with your AEs and Marketing. Plan and run account-based plays, follow up on event and campaign leads, and refine what works.
• Work smarter with AI. Use AI and our sales tools ([e.g. Salesforce/HubSpot, Outreach/Salesloft, LinkedIn Sales Navigator, ZoomInfo]) to speed up research and personalization, and check the output before it reaches a prospect.
• Keep the CRM accurate. Log contacts, accounts and activity so your AEs and leadership can trust the data.

Requirements

Must-haves

• 1–4 years in sales development, business development or another quota-carrying outbound role, ideally at a B2B SaaS company.
• A track record of booking meetings against a target, and the numbers to show it.
• Comfort opening conversations with VP- and C-level leaders, by phone and in writing.
• Clear, concise writing and the ability to tailor a message to a specific person and problem.
• Curiosity about how large organizations run, and the discipline to research before you reach out.
• Coachability: you ask for feedback, practice and improve quickly.

Nice-to-haves

• Experience prospecting into enterprise accounts (1,000+ employees) and multi-threading buying committees.
• Familiarity with Salesforce, HubSpot, Outreach, Salesloft, and LinkedIn Sales Navigator.
• Practical AI fluency for research and personalization.
• Interest in workforce analytics, operations, HR tech or process improvement.
• A bachelor's degree or equivalent experience.

Compensation

The OTE range for the role is $ 100 000 – $ 110 000.
Don't meet every requirement?

Apply anyway. We hire for curiosity, drive and the ability to learn fast, and we know great SDRs come from many backgrounds. If this role excites you, we'd like to hear from you.

Insightful is an equal opportunity employer. We do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status or any other characteristic protected by law.