Sr. Business Development Rep (Outbound)

About Totango
At Totango, we’re on a mission to help businesses grow by investing in their customers. Totango’s Customer Growth Platform is centered around the entire customer journey by providing a single source of truth for insights, health monitoring, cross-functional collaboration, and workflow automations. Join us on our mission to help businesses thrive!

Position Overview

As a Sr. Business Development Rep (BDR) - Outbound, you will be responsible for breaking through the noise to connect with senior revenue, operations, and customer executives in target enterprise and strategic accounts. You have strong business acumen and communication skills, and are confident using the phone, email, LinkedIn, and other creative tactics to book qualified meetings that drive new business pipeline. You know how to build relationships through in-person and virtual events and valuable content-driven initiatives, and qualify opportunities that lead to closed-won new business.

The successful candidate in this role is someone who is based in the San Francisco Bay Area and will be excited to attend field events and occasionally meet prospects on-site.

What You’ll Do

• Multi-channel engagement and outreach: Use various channels such as email, phone, social media, and events to initiate conversations and conduct self-sourced outreach to build and maintain a robust top of funnel in Enterprise and Strategic account segments.
• Pipeline Generation: Engage with potential customers to qualify contacts and multi-thread into accounts, conducting initial discovery calls to ensure they're a good fit for our products based on their needs and challenges.
• Strategic GTM collaboration: Work closely with the sales team to transition qualified accounts and ensure a seamless handover process. Partner with Marketing, GTM Enablement, Rev Ops, and Account Executives in a highly structured sales ecosystem to align on goals and outreach tactics.
• Brand ambassador and product expert: Become an expert in the Totango customer revenue suite and services to effectively communicate value to prospects. Represent the brand at local dinners, events, and virtual roundtables.
• CRM and tool management: Regularly update and maintain the CRM with accurate data, notes, and follow-up tasks, and partner with rev ops to ensure processes and automations adapt to evolving needs.
• Feedback loop: Provide insights to the product marketing and demand generation team based on feedback and trends observed from conversations with prospects.
• Continuous learning: Stay updated with industry news, competitor products, and emerging trends to enhance outreach strategies, and use of AI tools and technologies.

Who You Are

• Self-motivated and resourceful self-starter who thrives in a fast-paced environment
• Curious about new technologies and actively using and experimenting with AI tools and creative outreach tactics
• Experience in previous SDR/BDR role with high-volume outreach with a multi-channel approach
• Proven track record of meeting and beating aggressive targets, with a history of quota attainment and surpassing targets leading to accelerators, promotions, or expanding responsibilities.

Qualifications for ideal candidate

• Minimum of 2-3 years of experience in technology sales in a startup environment; ideally selling to RevOps, Growth, Customer Success, Sales, Marketing, or GTM executive audiences.
• Strong written and verbal communication skills.
• Familiarity with structured sales processes and the following tools preferred:
• • Salesforce
  • Outreach
  • ZoomInfo
  • Chorus/Gong
  • LinkedIn Sales Navigator
  • Chilipiper
• Completion of a post-secondary degree. Degree in business, marketing or related field preferred.
• San Francisco Bay Area preferred, or U.S. Pacific Time zone

Why You’ll Love Working Here!

• Hybrid work environment with flexibility!
• Highly competitive compensation package, including equity 
• Comprehensive benefits, including paid medical, dental, & vision insurance coverage for you & your loved ones
• Open vacation policy, encouraging you to take the time you need
• Mental Health Days to take care of yourself
• Ability to influence and drive key technical and architectural decisions
• High visibility and impact across the whole company

Your base pay is one part of your total compensation package and is determined within a range. The base salary for this role is from $60,000 - $70,000 per year, OTE $120,000. We take into account numerous factors in deciding on compensation, such as experience, job-related skills, relevant education or training, and other business and organizational requirements. The salary range provided corresponds to the level at which this position has been defined.

Totango is an equal opportunity employer, meaning that we do not discriminate based on race, religion, national origin, gender identity, age, sexual orientation, or any other protected class. Diversity is more than just good intentions; we are committed to creating an inclusive environment for all employees