Sales Development Representative - Buffalo, NY

About Payscale

Payscale is the pioneer of compensation intelligence, helping organizations make smarter pay decisions that drive business performance. For more than 20 years, Payscale has combined trusted market data with AI-powered technology to deliver actionable insights that turn pay from a cost into a catalyst for growth. The Payscale Intelligence Cloud portfolio of solutions—Ascent, JobNav, and Paycycle—empower top companies and businesses like Cintas, Leidos, Chipotle, Ohio State University, and TJX Companies.

What We Do

The Sales Development team works closely with both Sales and Marketing to drive interest in Payscale's solutions, identify potential buyers, and use compelling messaging to pique the interest of our prospects. Our goal is to help compensation professionals learn how Payscale can empower them to adopt a modern compensation strategy.

What You Do

• Build a strong sales foundation by learning everything from prospecting, lead qualification, research, customer personas, objection handling and more.
• Build a strong first impression for our potential clients and therefore have a huge impact on Payscale's success.
• Collaborate with full cycle Account Executives on territory planning to develop quality opportunities within assigned geographic territories or industry verticals.
• Qualify all inbound leads by acting as a consultant where we seek to understand prospects needs and address them head on.
• Prospect into accounts by employing innovative techniques and strategies for researching prospective companies and potential buyers to target with persona specific communication via email, phone, and LinkedIn.
• Overcome objections and effectively communicate Payscale’s value propositions to key decision makers such as Senior Managers and Executives regarding appropriate product offerings.
• Stay current on industry trends and maintain high level knowledge of competitor’s product offerings.
• Maintain up to date records and provide valuable market intelligence to Marketing, Sales, and Product teams in sales tools like Salesforce and Outreach.
• Achieve monthly pipeline goals set by sales management.

First Year in Role

• Month 3: Learn the ins and outs of the role through a combination of classroom style training, frequent practice and feedback, shadowing your team members and scheduling discovery meetings for Account Executives.
• Month 6+: Take an active part in improving the team as a whole, assist newer colleagues and develop more advanced sales skills.

Qualifications

• Bachelor’s Degree or equivalent experience
• 1+ years of professional experience, preferably 1-2 years in sales including phone-based lead generation, inside sales and/or business development activities, territory planning, and outbound prospecting
• Proficiency with Salesforce or a similar CRM
• Proficiency with sales enablement tools such as Outreach/Salesloft, Highspot

Skills

• Curious and active listener: You have a deep hunger to learn, coupled with a willingness to experiment. You ask a lot of questions. You recognize there is a difference between "hearing" and "listening" and you even pick up on what's not being said.
• Resilient and self-motivated: You're always striving to build upon previous successes. You realize that the quickest path to success is through quick failures, so you aren't afraid to jump in and try something new.
• Detail oriented: The little things matter! You're able to craft a process that keeps you on track.
• Tech savvy: you love experimenting with new technology, and you quickly learn and adapt to new processes.
• Exceptional verbal and written communicator: You are clear, concise, professional, and engaging over the phone. You have the ability to write a confident, persuasive, and professional email.
• Collaborative: When we all succeed, we're better for it. You share your recipe for success without even being asked.

Tools

• High-Speed Internet - A stable broadband or fiber connection (satellite is highly discouraged) with a minimum speed of 100 Mbps in a dedicated workspace that has a reliable Wi-Fi signal.
• Device for Multifactor Authentication (MFA/2FA) - smartphone, tablet, etc.

Location

Payscale Buffalo has an employee centric hybrid model that provides you the flexibility to do your best work in a space that supports you, while also finding time to collaborate in person in our office 3 days a week for the moments that matter. In our hybrid model, employees can work from the location that works best for them when our team is not scheduled to be in the office. If you work from home, we recommend ensuring that you can meet the following technology, equipment and workspace requirements:

• High-Speed Internet - A stable broadband or fiber connection (satellite is highly discouraged) with a minimum speed of 100 Mbps in a dedicated workspace that has a reliable Wi-Fi signal.
• Device for Multifactor Authentication (MFA/2FA) - smartphone, tablet, etc.

Benefits And Perks

• An open and inclusive environment where you’ll learn and grow through programs and resources like:
• Monthly company All Hands meetings
• Regular opportunities for executive leadership exposure through things like AMAs
• Access to continued learning & development opportunities
• Our commitment to a continuous feedback culture which allows us to drive performance and career growth
• A growing network of Employee Resource Groups
• Company sponsored volunteer hours
• And more!

Equal Opportunity Employer

We embrace equal employment opportunity. Payscale is committed to a policy of equal employment opportunity for all applicants and employees. It is our policy that employees will not be subjected to unlawful discrimination on the basis of race, color, religion, sex, age, national origin, or ancestry, physical or mental disability, veteran or military status, marital status, sexual orientation, political ideology, and any other basis protected by federal, state, or local laws. This policy applies to all terms and conditions of employment, including but not limited to: recruitment, hiring, transfers, promotions, training, discipline, termination, compensation and benefits, performance appraisals, education, and social and recreational programs.

Compensation Range

$50K