Enterprise Business Development Representative
3 weeks ago
About the Role
As an Enterprise Outbound Business Development Representative at Asana, you will play a key role in generating a pipeline for the enterprise customer segment by targeting new contacts and departments to educate them on the value of Asana and initiating new sales cycles.
As the first point of contact, you will build Asana business cases across new lines of business and create momentum for large enterprise deployments in Australia and New Zealand.
EDRs who establish high performance and are strong representations of Asana's Core Values will have the potential for new challenges and career advancement within sales.
Responsibilities
- 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, and 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 the SDR/AE Handoff process.
- Update activity metrics, meetings, SQO and pipeline every week. Proactively identifies gaps between prospecting inputs (calls, emails, social selling, tasks and messaging) and outputs (meetings, SQO's 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.
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