Sales Development Representative

1 month ago

Sydney, New South Wales, Australia Advanced Navigation Full time

Advanced Navigation is a leading innovator in AI robotics and navigation technology across land, air, sea, and space. Our company has multiple research facilities in Australia and sales offices around the world.

We supply navigation systems to some of the world's largest companies and help automate various industries. Our revolutionary underwater robot, Hydrus, aims to restore oceans to a flourishing state. You will find our navigation systems in autonomous Indy race cars and thousands of Plus AI autonomous trucks. We also help farmers adopt autonomous farming equipment and assist in various fields of research. Our cloud-based drone management platform helps patrol beaches for emergency rescues and shark tracking. Off-planet, we will deliver a navigation system for the next NASA moon landing.

Job Overview

The primary focus of the Sales Development Representative is to generate qualified opportunities for the Regional Direct Sales teams through targeted outbound prospecting efforts with our target customers. This role is responsible for initiating contact with potential customers, qualifying leads, and setting appointments for the Account Executives (AEs). The Sales Development Representative must ensure effective follow-up on outreach efforts, nurture leads through the sales pipeline, and contribute to the overall growth of the business.

Key Responsibilities:

    • Generate new business opportunities through daily prospecting activities, including researching target accounts, cold calling, and outreach via email and social media.
    • Qualify potential customers through effective communication and discovery processes, ensuring timely and professional interaction.
    • Schedule meetings for Account Executives (AEs) with qualified prospects, ensuring a seamless transition for further sales efforts.
    • Support Regional Teams by assisting with specific opportunities, ensuring a collaborative sales environment.
    • Manage CRM data accurately and provide timely updates to the company.
    • Develop and maintain in-depth knowledge of the company's products, specifications, and applications to effectively communicate value propositions to potential customers.
    • Collaborate with the global Sales Development team to share expertise and leverage success, fostering a unified approach to outbound sales.

Requirements:

    • 1-2+ years of business development experience preferably within high-tech solutions and within one of the following verticals: aerospace & defence, surveying, autonomous vehicles/robotics, or maritime/subsea.
    • Strong commercial acumen and ability to navigate within an enterprise/partner to map stakeholders and generate buy-in.
    • Research skills to identify target customers and find prospective buyers.
    • Proven experience in B2B sales development within a technology-driven organisation (preferably hardware).
    • Familiarity with navigation, maritime, aerospace, or defense technologies is advantageous but not essential.
    • Proficient in using Salesforce or similar CRM platforms for lead management, sales development, and reporting.
    • Competency in managing other tools for prospecting beneficial (e.g. Sales Navigator, Lusha, Outreach etc).
    • Experience with qualification frameworks like MEDDPICC or BANT is highly valuable.
    • Excellent communication and writing skills with the ability to be both technical and analytical.
    • Ability to adapt to a fast-changing environment, international cultures, and distributed teams.
    • A sense of being coach-able and invested in your professional growth, development, and career path.
    • Understanding that you will be conducting lots of cold calls.

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