Sales Career Mapping
BDR
Responsibilities
| Number of Calls | 45 Daily 225 Weekly |
| Number of Jobwalks | 16 |
| Quota | 10 Opportunities 16k Monthly Pipeline |
| Gong Calls | 5 per week
|
Competencies
- Organized with managing their KPIs
- Managing their pipeline successfully and to be able to speak on any upcoming jobwalks
- Show continuous improvement in booking meetings and qualifying opportunities
- Being able to share customer testimonials on how XOi has benefitted them
- Be able to effectively share our features and benefits
- Be familiar with our closest FSM partners and peer/coaching groups
- Effectively speak on different objections
Additional Responsibilities
- Hit 2 Qtrs of 40 JWS and hold at least a 75% show rate
- Showing leadership abilities to the BDR team
- Assisting in coaching/training other BDRs
- Bringing new ideas and insights to the team
- Being a voice for the BDR team
Interview Process
None
Sr. BDR
Responsibilities
| Number of Calls | 45 Daily 225 Weekly |
| Number of Jobwalks | 18 |
| Quota | 10 Opportunities 20k Monthly Pipeline |
| Gong Calls | 5 per week
|
Competencies
- Organized with managing their KPIs
- Managing their pipeline successfully and to be able to speak on any upcoming jobwalk
- Show continuous improvement in booking meetings and qualifying opportunities
- Show expertise in customer testimonials
- Be able to effectively share our features and benefits
- Be familiar with our closest FSM partners and peer/coaching groups
- Effectively speak on different objections
- Be able to run organized call shadowing blocks for ramping BDRs
- Understand areas where their peers are struggling and to be able to step in to help
- Bring in new ideas/tips or tricks to weekly meetings
- Be an all around leader other BDRs can go to for advice
- Proficiency in call coaching
Additional Responsibilities
- Maintain BDR additional responsibilities
- Hit 2 Qtrs of 40 jobwalks and hold at least a 75% show rate
- Showing leadership abilities to the BDR team
- Assisting in coaching/training other BDRs
- Bringing new ideas and insights to the team
- Being a voice for the BDR team
- Assisting Grant in weekly presentation for BDR team
- Assisting Grant in metrics for BDR team
- Shadowing AEs - 3 jobwalk per month (2 gong calls, 1 live)
- Consistency of close/won
Interview Process
Sr. BDR must present discovery to panel (Grant, Austin, Stacey, and/or Amanda)
SMB AE
Responsibilities
| Close SMB accounts |
Deal size: $6k - $12k in ARR |
| User Count | TBD |
| Quota | TBD |
Competencies
- Organized with managing their pipeline
- Managing their pipeline successfully and to be able to speak on any upcoming meeting
- Display continued learning & ability to run control on deals
- Show expertise in product & use cases — effectively share our features and benefits
- Effectively handle different objections
- Strong negotiation & closing skills
Additional Responsibilities
- Consistently meeting quota over 6 months
- Self Sourcing Deals
- Outbound Activity