Sales Development Representative

Sales Development Representative at Bottomline Technologies

When you focus on making payments simple, safe and secure, you find yourself doing some pretty interesting things. Like a new kind of AI-driven fraud detection and intelligent systems of engagement for banks. It all starts with a deep understanding of the complex, global, high-stakes world of business payments. But it sure doesn’t end there. At Bottomline, our culture of Working with and for each other enables us to delight our customers. We empower our teams to think like owners driving customer delight, helping them grow their business and win in their markets.   

So, what is it like to work on this team? Well, we’re a tight-knit hard-driving bunch with big ideas and ambitions. We’re curious, determined, and results-oriented – plus we’re a lot of fun to work with. At Bottomline, everyone we work with and for is invested in our teams’ mission, and individuals are recognized for their contributions. We’re always on the hunt for people who bring energy, passion, and determination to our growing organization.  

Leveraging industry leading tech, training and practices – as a Sales Development Representative (SDR), your mission is to fuel our revenue engine by uncovering, nurturing, qualifying, and/or advancing business opportunities working in partnership with our high-performing marketing and sales teams.  

How you'll contribute:  

• Leverage phone, email, video and social networking tools to uncover/ nurture inbound interest until qualified and ready to be successfully handed over to sales  
• Understand and identify the pains and/or needs of a prospect and effectively qualify their interest  
• Establish credibility by learning and understanding relevant value propositions, products & solutions and effectively communicating them to prospects  
• Communicate with and influence multiples layers within organizations, including senior leadership  
• Schedule meetings between existing & prospective customers and sales teams – transitioning important details to facilitate a smooth discovery call  
• Regularly meet/ exceed monthly attainment goals (sales meetings set = MQLs)  
• Maintain/ exceed quality standards by ensuring high MQL to sales accepted opportunity rate
• Consistently ensure policies and processes are observed, and that behavior aligns with Bottomline’s core values  

What will make you successful:  

• 2+ years of BDR, SDR, inside sales or other relevant B2B sales, lead generation, prospecting experience – preferably in the B2B technology space or banking  
• Hands-on experience with multiple sales techniques (including inbound lead nurturing, account-based marketing, cold calls)  
• Ability to methodically build and sustain a quality pipeline of prospects across stages of the buy cycle  
• Experience with prospecting tools (ZoomInfo, D&B, LinkedIn, Outreach.io, Drift)  
• Experience with CRM software (ideally Salesforce.com)  
• Empathetic listener that can probe to get a real sense of a prospect’s needs  
• A passion for helping existing and potential customers solve business issues with leading technology solutions  
• Ability to navigate organizational structure to identify and engage champions, key decision makers, economic buyers, and influencers at all levels across an organization  
• High sense of urgency and can thrive in a fast-paced, high-energy, competitive sales environment  
• Ability to effectively communicate with a potential customer, build relationships, and uncover opportunities with a value-based approach  
• Ensure a great handoff to sales, scheduling meetings, briefing the account executive and documenting activities and insights in Salesforce  
• Solid written communication skills and comfort level drafting & editing 1:1 email and social network (LinkedIn) messages  
• Exceptional phone etiquette with the energy & desire to make daily phone calls  
• Highly adaptable, optimistic and unfazed by rejection, with ability to think both strategically and tactically  

You’ll love Bottomline because in everything we do we seek to delight our customers and we are passionate about building a company of which we can all be proud, and this starts with building amazing teams filled with team members that challenge you every day.  

Start your #LifeAtBottomline