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Sales Development Representative, Risk Connector



Sales & Business Development
Washington, DC, USA
Posted on Saturday, May 11, 2024
About the Position
This role as a Sales Development Representative reports to the Global Head of Sales Development, FiscalNote Global Intelligence. The SDR is expected to generate sales opportunities with non clients for the business development team to ensure the delivery of its growth objectives. The SDR plays an integral role in ensuring the overall Business Development teams sales targets are delivered, by generating a significantly well qualified sales pipeline. The SDR plays a pivotal role at FNGI in ensuring that Marketing content and strategies are aligned with Business Development’s growth plans. Likewise, the SDR position serves as a foundational commercial role, with the intention of developing as a sales professional, to move on into other commercial positions. With this in mind, a great deal of training is required as a part of the role, to enable the SDR to become more comfortable with other commercial positions (Learning to pitch and run demos are examples of this).
SDRs main responsibility is to generate meetings for the Business Development team, through a mixture of cold outreach and nurturing existing marketing generated leads. This is achieved across a range of different approaches from calling, emailing, messaging and indeed attending in person events. The SDR will be targeted by the number of meetings that have been sat. Close collaboration between the SDR and Business Development Manager is essential. This will involve running weekly campaigns targeting prospects based on the profile of their company or the proximity of their operations, using relevant FNGI content or upcoming events.
This role will focus particularly on one time revenue (OTR) and in particular, towards our Risk Connector service. The latter focuses on targeting operational risk managers, government affairs directors, and strategy directors at enterprise-level businesses within multinational groups with a global presence. The service particularlyutilises AI to synthesise billions of data points, score risk, and alert businesses to significant threats to their industry and company. The former, our OTR, crosses all three brands (Frontier View, Dragonfly and Oxford Analytica) within FNGI and focuses on our bespoke consultative solutions for clients. This outreach will be directed to a myriad of groups from general managers, heads of regions and economists, to security professionals and financial planners.
About the Commercial Team
FiscalNote Global Intelligence’s Commercial team is the touchpoint for all client interactions. It is made up of Sales Development, Business Development, Account Management, and Client Success. Each of these teams works very closely to ensure that the business reaches its overall revenue growth objectives. The Business Development team is responsible for new sales and revenue growth across ARR and OTR.
About You
Hungry. Curious. Resilient. Intelligent. You view every phone call you make and every email you send as one more data point to guide you to understanding the quickest path to success. Because you communicate clearly and skillfully through both writing and speech, others always understand the context of your message. Your intellectual curiosity is one of your greatest assets and allows you to effectively interact with people from all walks of life. Able to think quickly on your feet, you handle any situation with extraordinary tact and composure.

What to Expect in this Position

  • Engage potential clients, performing both cold and warm outreach to potential clients
  • Generate fully qualified and seat meetings for each month for the Business Development Managers.
  • Prepare campaign strategies based on client requirements, topical geopolitical trends and topics, and internal intelligence outputs, to be reviewed with the Head of Sales Development, weekly.
  • Develop industry-specific policy expertise to take a consultative approach when communicating with senior-level executives
  • Leverage internal marketing materials to engage target executives/organizations
  • Strategically plan account penetration
  • Leverage Sales Enablement tools (like Groove, ZoomInfo, etc) to manage your engagements with target prospects
  • Develop a deep understanding of our target personas and their needs
  • Nurture and directly target leads that exist within the marketing database
  • Invite prospects to engage with analytical teams
  • Maintain and add to prospect marketing database by researching and ensuring that relevant prospects are added to campaigns
  • Act as a bridge between Marketing and Business Development
  • Actively and regularly attend industry events
  • Attend webinars and specific sales-related training on pitching, running demos and trials, organizing and operating at events.
  • Ensure a high level of data cleanliness, for example, accurately recording your data in the CRM.
  • Other duties and tasks, as assigned.

What Sets You Apart

  • Bachelor’s degree in Business, Economics, International Relations, Geopolitics, or related field
  • Some experience in sales, Business Development or Account Management within the security and intelligence sector.
  • 0-1 years of experience in client outreach, via cold or warm outreach.
  • Ability to identify likelyFiscalNote Global IntelligenceI target companies / personnel based on their profile.
  • Demonstrable ability to work in a targeted environment
  • A consistent record of surpassing personal and organizational goals
  • Strong interpersonal skills to build rapport, trust and confidence.
  • Clear written and verbal communication skills
  • Very good organization skills
  • Confidence and lucidity when speaking on the phone
  • Experience in CRM systems, like Salesforce
  • A relentless drive to succeed
  • Resilience and ability to deal with failure