Enterprise Business Development Representative
3 days ago
As an Enterprise Outbound Business Development Representative, your role is to generate pipeline for the Asana enterprise customer segment by targeting new contacts and departments to educate them on the value of Asana and initiating new sales cycles. As Asana's first point of contact, you play a key role in building Asana business cases across new lines of business and creating momentum for large enterprise deployments in Australia and New Zealand.
BDRs who establish high performance and are strong representations of Asana's Core Values will have potential for new challenges and career advancement within sales.
This role is based in our Sydney office with an office-centric hybrid schedule. Along with most Asanas, you'll work from this office in person on Tuesdays, Wednesdays, and Thursdays. Most Asanas have the option to work from home on Mondays and Fridays. If you're interviewing for this role, your Talent Acquisition Partner will share more about the in-office requirements.
What you'll achieve- Generate pipeline for enterprise account executives by researching target customer accounts and personas, and creating customised messaging leveraging existing Asana use cases and industry trends across lines of business to drive qualified opportunities and account expansion.
- Leverage multi-channel outbound prospecting approach (calls, emails, social), team sequences, templates, messaging to help build a repeatable process. Proactively implement new & existing processes.
- Cultivate value driven conversations with multiple Director and VP level personas across complex cross functional teams and consistently create compelling messaging and events to achieve meeting goals.
- Develop a territory plan with AE and CSM based on account tier scoring to drive the highest ARR. Understand where to leverage customized vs. scaled approaches to optimize sales qualified opportunities. Adhere to SDR/AE Handoff process.
- Update activity metrics, meetings, SQO and pipeline on a weekly basis. Proactively identify gaps between prospecting inputs (calls, emails, social selling, tasks and messaging) and outputs (meetings, SQOs and Pipeline).
- Effectively execute high-impact trials, meeting SLA requirements, and leverage territory heat maps and buyer's journey to triage target accounts with ABM strategy.
- Understand Asana use-cases, relevant workflows/processes, and ways that Asana can deliver value. Comfortable differentiating Asana from the competition.
- Implement time management strategy, segmenting time blocks for account research, strategic outreach and scaled outreach, Enterprise strategy meetings and company meetings.
- Minimum of 1 year sales development experience with at least 6 months of outbound experience.
- Familiarity with sales tools such as Salesforce, Outreach, ZoomInfo, and LinkedIn Navigator to network with potential customers.
- Proven success in driving outbound prospecting strategy and process to high-level personas and decision makers to achieve pipeline goals.
At Asana, we're committed to building teams that include a variety of backgrounds, perspectives, and skills, as this is critical to helping us achieve our mission. If you're interested in this role and don't meet every listed requirement, we still encourage you to apply.
What we'll offerOur comprehensive compensation package plays a big part in how we recognize you for the impact you have on our path to achieving our mission. We believe that compensation should be reflective of the value you create relative to the market value of your role. To ensure pay is fair and not impacted by biases, we're committed to looking at market value which is why we check ourselves and conduct a yearly pay equity audit.
For this role, the estimated base salary range is between $78,400 AUD - $96,600 AUD. The actual base salary will vary based on various factors, including market and individual qualifications objectively assessed during the interview process. The listed range above is a guideline, and the base salary range for this role may be modified.
In addition to base salary, your compensation package may include additional components such as equity, sales incentive pay (for most sales roles), and benefits. If you're interviewing for this role, speak with your Talent Acquisition Partner to learn more about the total compensation and benefits for this role.
We strive to provide equitable and competitive benefits packages that support our employees worldwide and include:
- Mental health, wellness & fitness benefits.
- Career coaching & support.
- Inclusive family building benefits.
- Long-term savings or retirement plans.
- In-office culinary options to cater to your dietary preferences.
These are just some of the benefits we offer, and benefits may vary based on role, country, and local regulations. If you're interviewing for this role, speak with your Talent Acquisition Partner to learn more about the total compensation and benefits for this role.
About usAsana helps teams orchestrate their work, from small projects to strategic initiatives. Millions of teams around the world rely on Asana to achieve their most important goals, faster. Asana has been named a Top 10 Best Workplace for 5 years in a row, is Fortune's #1 Best Workplace in the Bay Area, and one of Glassdoor's and Inc.'s Best Places to Work. After spending more than a year physically distanced, Team Asana is safely and mindfully returning to in-person collaboration, incorporating flexibility that adds hybrid elements to our office-centric culture. With 11+ offices all over the world, we are always looking for individuals who care about building technology that drives positive change in the world and a culture where everyone feels that they belong.
We believe in supporting people to do their best work and thrive, and building a diverse, equitable, and inclusive company is core to our mission. Our goal is to ensure that Asana upholds an inclusive environment where all people feel that they are equally respected and valued, whether they are applying for an open position or working at the company. We provide equal employment opportunities to all applicants without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by law.
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