Business Development Representative (Melbourne)

What have we achieved so far with the outbound lead generation motion We set up our outbound lead generation motion in May ’24 with a founding cohort of BDRs working directly with the Head of Growth . Over the past year, we’ve completed the 0-to-1 journey through two sales cycles, converting high-ACV paying customers sourced by the outbound BDR team. Our current team of ten BDRs (one now promoted to BD Team Lead) is an integral part of the company and has played a pivotal role in this journey—demonstrating the ability to self-manage and iterate on outreach strategies. They built our current tech stack, messaging, and processes from scratch. In the first six months, most of our lead generation came through email and LinkedIn. We began cold calling in December ’24, and it already contributes to 50%+ of our outbound lead generation. We expect cold calling to account for over 70% of leads at a steady state. We are a growing team with a 7+ team members in business development. We are looking for folks who are excited to get their hands dirty in a 0 to 1 journey. If you are expecting a fully working playbook that you can execute upon, Zenskar is probably not the right fit for you at this point. You will directly work with the founders. Outbound sales is a critical to generating meetings with qualified prospects. You will lay the foundation for and execute upon our outbound sales strategy. The primary objective is to generate leads and setup meetings with qualified prospects by optimizing our outbound sales machinery
- iterating on channels, messaging, ICP (ideal customer profile), tooling etc.
- Outbound prospecting
- Find leads from databases (Apollo, ZoomInfo, Tracxn, Clay, Sales Navigator etc.)
- Reach out to them (manual + automated) via different channels (email, LinkedIn, cold calling, etc.) to generate new sales opportunities
- Identify the needs of prospects, and build long-term, trusting relationships with to qualify leads as sales opportunities
- Iterate to maximize qualified meetings set up
- Experiment with different databases
- Experiment with messaging, level of personalization, length of sequences etc.
- Experiment with channels (email, LinkedIn, cold calls etc.)
- Experiment with different types of collateral
- Experiment with recipient being targeted
- industry, persona, intent signals etc.
- Loop in feedback from prospect responses to emails and cold calls to refine messaging further
- Inbound follow-ups
- Respond to inbound leads and automate follow up communication; iterate on messaging/channels to maximize conversion rate
- Run custom campaigns e.g., writing to VCs for intros to their portfolio companies, writing to conference attendees, scraping forums and job descriptions for relevant leads etc.
- Owning the CRM: Create and update leads, set up pipelines, email templates, and automations. Fully utilize CRM capabilities to nurture leads and deliver timely and relevant content
- 1+ year of experience working as a business development representative (or other relevant roles) at a B2B SaaS company
- Solid hustle and entrepreneurial mindset; Thrive under the uncertainty that comes with an early stage setup
- Excellent written and oral communication skills
- Experience working with CRM, lead databases, sales engagement tools, ChatGPT, etc
- Familiarity with CRM systems and proficiency in managing leads, pipelines, and automations
- Willingness to get your hands dirty and do the grunt work in the early days
- Strong first principles understanding of business fundamentals; Ability to empathize with the end user, and understand their pain points; Ability to understand the product at a granular level
- Comfortable working late at night to ensure sufficient overlap with US prospects
- Self-driven individual with high ownership and strong work ethic
- Ability to build, manage and motivate a team
- Not taking yourself too seriously :) Compensation
- OTE (Fixed + Variable): INR 10
- 14 lacs
- We have hit Product market fit, and are seeing solid demand for our product. If you are an ambitious sales person, you can make significant upside in commissions! Location
- Hybrid
- 2 days per week (Tuesday, Thursday) #J-18808-Ljbffr Apply on Kit Job: kitjobau.com/job/3sby46