Enterprise Sales Development Professional
1 day ago
Business Development Representative
About the RoleThis position is key in generating pipeline for the enterprise customer segment by targeting new contacts and departments to educate them on the value of Asana and initiate new sales cycles.
The role plays a crucial part in building Asana business cases across new lines of business and creating momentum for large enterprise deployments. You will establish high-performance pipelines and drive career advancement within sales.
You will be based in our Sydney office with an office-centric hybrid schedule, working from this office in person on Tuesdays, Wednesdays, and Thursdays, and most Asanas have the option to work from home on Mondays and Fridays.
Key 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, 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 optimise 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 leverages 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. Be 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.
- Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making.
We offer a dynamic and supportive work environment that fosters growth and collaboration. Our team is passionate about delivering exceptional results and making a meaningful impact.
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