Sales Development Representative

2 months ago

Sydney, Australia Advanced Navigation Full time

Advanced Navigation is one of the world’s most ambitious innovators in AI robotics and navigation technology across land, air, sea and space. While our main headquarters are in Sydney, we have multiple research facilities in Australia and sales offices around the world. 

Today, Advanced Navigation is a supplier to some of the world's largest companies and helps automate some of the worlds biggest industries.  Hydrus, our revolutionary underwater robot will help restore oceans to a flourishing state. You will find our navigation systems in the autonomous Indy race cars and thousands of Plus AI autonomous trucks. We help farmers adopt autonomous farming equipment and assist in various fields of research. Switching to software, 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. The applications of our technologies are quite limitless - where there is autonomy, you will find Advanced Navigation.

Overview of Position

The primary focus of the Outbound Sales Development Representative (SDR) is to generate a flow of 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 SDR must ensure effective follow-up on outreach efforts, nurture leads through the sales pipeline and contribute to the overall growth of the business.

Responsibilities:

    • Outbound pipeline generation: Conduct daily prospecting activities to generate new business opportunities, including researching target accounts, cold calling, and outreach via email and social media.
    • Lead Qualification: Identify and qualify potential customers through effective communication and discovery processes, ensuring timely and professional interaction.
    • Appointment Setting: Schedule meetings for Account Executives (AEs) with qualified prospects, ensuring a seamless transition for further sales efforts.
    • Support Regional Teams: Provide additional support to the regional sales teams by assisting with specific opportunities, ensuring a collaborative sales environment.
    • CRM Management: Provide a high level of opportunity intelligence to the company through comprehensive, timely, and accurate maintenance of the information within our CRM platform.
    • Product Knowledge: Develop and maintain an in-depth knowledge of the company’s products, specifications, and applications to effectively communicate value propositions to potential customers.
    • Cooperation: Collaborate with the global SDR team to share expertise and leverage success, fostering a unified approach to outbound sales.

Skills / Experience:

    • 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 know how to navigate within an enterprise/partner to map stakeholders, generate buy-in
    • Research - an ability 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
    • The 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
    • Have an understanding that you will be conducting lots of cold calls

You might also have:

    • Relevant technical knowledge, such as inertial sensors, acoustics, GNSS, optical sensors, and robotics with an ability to go deep enough on technical aspects to differentiate between varied navigation services/products
    • Strong skills with CRM solutions such as SalesForce
    • B2B sales experience in a technology organisation (Hardware preferred)

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