Sales Development Representative - Lexipol Grant Services

This is a remote role open only to candidates that already live in the United States. #LI-Remote
This is a part-time, contract role.
No sponsorship: Lexipol is unable to sponsor any type of visa at this time.

At Lexipol, our mission is to create safer communities and empower the men and women on the front lines with market-leading content and technology. Our top-notch team works closely with state, county and local municipalities, law enforcement, fire, EMS, and corrections professionals to tailor our solutions to better address today’s challenges and keep first responders coming home safely at the end of each shift.

Working at Lexipol means making a difference – day in and day out.

The Work
Lexipol’s Grant Services Team provides customized solutions enabling applicants to tap into federal, state, and private grants. More than $600 billion in nationwide grants is available to public safety agencies, local government, and education agencies each year. Few organizations have grants experts on staff, or the time to research opportunities and develop grant applications.

We offer three unique grant solutions:

GrantFinder, our grant search tool
Grant Writing Services for stand-alone projects and programs
Grant Assistance Platform program for applicants in need of support for multiple projects and programs on an annual basis

The SDR makes initial contact via outbound calls and emails with prospective clients and has interest generating conversations with prospects about our solutions. During the calls, the SDR qualifies prospects and determines product fit. The SDR drives the prospecting and lead engagement portion of the sales funnel at Lexipol.

As an SDR/Sales Associate, you will be responsible for generating new business opportunities by making outbound calls and setting appointments for our Grant sales team. You will be the first point of contact with potential customers, so a positive and professional attitude is a must. This is a remote role, where success will be measured by efficiency and effectiveness of activities in generating interest in our solutions and setting qualified appointments for the sales team.

This is done through working in these areas of focus:

SA - Quarterly Revenue – Achieve / exceed quota targets

Create a territory prospecting plan in collaboration with partnered SAEs and Director.
Execute daily on the prospecting plan.
Partner with Senior Account Executive (SAE) to develop the territory in manner that consistently meets or exceeds revenue quota.
SA’s generate a pipeline of new opportunities at levels to achieve targeted revenue goals
Attend required meetings and training
Report into Grants Sales Director

Outbound Prospecting Activities

25 outbound phone calls or more per day
25 emails per day
Conduct outbound calls to prospective customers to introduce our grant solutions, qualify leads, and schedule appointments for SAE’s.
Research and identify new potential customers and decision makers within target accounts.
Keep accurate records of prospecting activities and sales opportunities in Salesforce.
Collaborate with SAE’s and director to ensure alignment on messaging and strategies.
Continuously improve sales skills and product knowledge through training and coaching.
Conduct educational calls as well as a needs assessment of each prospect.
We do this as part of our process of scheduling a solution meeting with one of our SAEs.
Build a pipeline of online demo meetings for the SAEs for the following week.
Consistently book 5 or more demos that occur each week for the SAEs.
Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the curve.
Maintain CRM system daily by documenting thorough and accurate customer and pipeline information.
Find untapped revenue through gathering referrals, referred introductions, and intel, and network to find out where we could generate significant new business.
Consistently follow our communication cadence pattern with prospective agencies.
Uncover and discover additional opportunities for Lexipol to partner with the agency through utilization of our products and services.

Requirements: To be considered for this role, you will have this experience:

1-2 years of recent experience in outbound as an outbound SDR or BDR or in technology sales, preferably in a SaaS or technology-related field
Salesforce experience
Proven success as a SDR, BDR, or technology salesperson who prospects daily
Excellent communication and interpersonal skills, with the ability to build rapport and establish trust with potential customers
Results-driven and comfortable working in a fast-paced, high-growth environment
Familiarity with Salesforce and/or other CRMs for tracking and prospecting
Ability to rapidly learn and utilize software

Preferred Experience:

Consistent track record of meeting sales targets in a territory
Work experience using Salesforce
Excellent prospecting and telephone sales abilities.
Proven ability to rapidly build rapport and gain the confidence of prospects and clients.
Public safety centric consultative sales approach.
Proven ability to self-manage daily sales tasks, activity, and quota attainment.
Proficient with Salesforce, Microsoft Office Suite applications, or other CRM.
Documentation Mindset: willingly enter high levels of documentation to facilitate the sales process.

Target Outcomes/ Target Results

Achieve objectives
Monthly/Quarterly sales goal attainment
Weekly activity goal attainment

Onboarding:

Two-week training process
Week One: Learn the market, the industry, and grants products and solutions
Week Two: Learn and train on operations; use of Salesforce Lightning Console; sales and prospect qualification process.
Train with a SAE on what they do daily each training week. We refer to this type of observational training as “shadowing.”
Observe online demos presented by Senior Account Executives.

Employee Value Proposition

Autonomy
Professional Development: we have a strong culture of personal development and professional growth
The workload and commitment of our team is best suited to individuals looking for high-paced, high activity level, challenging, and varied assignments.
This demanding position has predictable weekday work hours
Career pathing: Successful high performance in this role can open opportunities to move into roles such as a Customer Success Manager, or Senior Account Executive.
We have a very high client retention rate.
We have a very positive reputation in the industry. This leads to a high call to appointment ratio.
Sense of purpose serving those who have signed up to protect our families every day
Making a greater community impact across multiple states in a region
Attractor Factors for working on this team:
Professional team culture/environment
Continuous appreciation of effort and job well done
Contributor to processes and best practices
Opportunity and culture of owning it that positively impacts both personal/professional aspects
Benefit from mentoring and coaching by both SDR Team Leads and SDR Managers
Work and collaborate with a group of passionate and enthusiastic professionals that are dedicated to making a difference

The Environment

Positive attitude and effort require zero talent, so bring it with you each day
Collaborative – with peer colleagues, other depts and clients
Own it mindset
Team oriented
Servant mindset

Duties listed are not intended to be exhaustive or exclusive; other duties may be assigned. Management retains the discretion to add to or change the duties of the position at any time.

Applicants must be authorized to work for ANY employer in the U.S. We are unable to sponsor or take over sponsorship of an employment Visa at this time.

Compensation and Benefits
As a part-time (25 hours per week) independent contractor base hourly pay for this position is $33.00 per hour with a 90-day test period. There will also be a 1% override on new accounts closed & won by SAE’s that result from the SDR/SA’s outreach efforts.

About Lexipol
Lexipol empowers first responders and public servants to best meet the needs of their residents safely and responsibly. We are the experts in policy, training, and wellness support, committed to improving the quality of life for all community members. Our solutions include state-specific policies, online learning, behavioral health resources, grant assistance, and industry news and information offered through the websites Police1, FireRescue1, EMS1, Corrections1 and Gov1. Lexipol serves more than 2 million public safety and government professionals in over 12,000 agencies and municipalities. For additional information, visit www.lexipol.com.

Lexipol Is an Equal Opportunity Employer (EOE)
Lexipol, LLC provides equal employment opportunities (EEO) to all team members and applicants for employment without regard to race, color, religion, gender, national origin, age, sex, pregnancy, disability, sexual orientation, gender identity or expression, veteran status, genetic information, or any other non-job-related characteristic. Lexipol complies with applicable federal, state, and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including hiring, placement, promotion, termination, layoff, recall, transfers, leave of absence, compensation, and training. #LI-AD1 #LI-Remote

Sales Development Representative - Lexipol Grant Services

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