Sales Development Representative

Note: APA operates on a 37.5-hour work week with one-hour lunch breaks each day. APA sets salaries based on several considerations, including years of relevant experience, level of education, and previous staff and/or governance experience at APA.

The Sales Development Representative (SDR)plays a crucial role in driving revenue growth for the APA Publishing sales team.  This role functions within a relationship sales context and owns the initial phases of potential new relationships between institutional clients and APA Publishing products. The SDR focuses on generating new business opportunities by fielding inbound inquiries in addition to identifying, contacting, and qualifying potential customers. The SDR is responsible for creating and managing leads through the sales pipeline. The SDR contacts potential customers through a variety of processes such as  outreach to new and existing customers, emailing, and social media; qualifies Leads based on buyer personas; informs prospects of APA Publishing products, services and how they can benefit the prospect; sets up product trials or meetings between the client and the APA Publishing Sales team as appropriate; and transfers qualified prospects along to the corresponding Senior Relationship Manager.

Education and Experience:

• Bachelor’s degree is required
• Minimum of 3 years in Business-to-Business client-facing roles including relationship-based sales, customer, service, or account management. Publishing experience is a plus
• Familiarity with contemporary online resources available to students in higher education
• Familiarity with Account Based Marketing (ABM)
• Experience nurturing Marketing Qualified Leads toward conversion into viable Sales Opportunities
• CRM experience
• Ability to think strategically, qualify leads effectively, and communicate clearly with other sales team members

Ideal Traits:

• Creative problem solver that can analyze data and find actionable solutions based on data
• Proven ability to achieve results against set objectives in a fast moving, dynamic environment
• Multi-tasker who can manage many projects simultaneously and prioritize those projects
• Strong written and oral communication skills
• Enthusiasm for learning
• A self-starter who can work in a highly collaborative environment

Computer Skills:

• Microsoft Office Suite
• Salesforce

Responsibilities:

NEW SALES LEAD GENERATION – collaborates with the sales and marketing teams in creation, planning, and execution of marketing campaigns, ABM-derived prospect lists, etc. Collaborates and owns SLAs for each step from lead qualification to opportunity creation.

LEAD ACKNOWLEDGEMENT AND INITIAL PROCESSING – adheres to established SLAs for the initial stages of Lead qualification and processing including:

• Ensure leads are aligned with the proper sales territory
• Acknowledging client interest
• Ensuring every Lead is connected to the correct Contact and Account in SFDC
• Ensuring every Lead has proper attribution
• Ensuring every Lead is fully rendered (no critical data missing)
• Adjudicate every Lead in terms of its viability toward conversion or disqualification

LEAD TO OPPORTUNITY CONVERSION – the SDR will make initial outbound contact with prospects to:

• Identify primary buyer influences
• Set up trials
• Establish purchase decision timeframe
• Collect all necessary data for Lead conversion to Opportunity
• Set up internal price quote requests for review by Sales team
• Ensure Leads are fully qualified and complete
• Convert Lead to Opportunity per Pubs operating guidelines

SALES TEAM COLLABORATION – works with Sales Team members to ensure smooth transition to Sales team ownership including:

• Opportunity timeframes
• Pending quote requests
• Journey mapping

About APA:

The American Psychological Association (APA) represents 146,000 psychologists, students, and affiliates, primarily in the U.S. and Canada but also in other countries around the world. APA is a scientific and professional organization with about 500 employees and is categorized as a 501(c)(3) along with its 501(c)(6) companion organization, APA Services, Inc.

Job Location: Remote: APA jobs may be considered for remote work eligibility as defined in APA’s Flexible Work Policy and are subject to approval. Remote work employees may not work from the following states or U.S. territories: Alaska, California, Colorado, Guam, Hawaii, Iowa, Louisiana, Montana, Nebraska, New York, North Dakota, Ohio, Puerto Rico, Rhode Island, U.S. Virgin Islands, Washington, Wyoming.

Application Instructions:

Qualified candidates must apply online through APA’s applicant system and attach a resume and cover letter specifying your salary expectations. Applications that are submitted without both documents are considered incomplete and will not be reviewed for consideration. Once your application is submitted, you will receive a confirmation email. Please make sure to check your Spam folder if you do not receive an email from us.

The American Psychological Association is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, age, religion, sex, national origin, disability, protected Veteran status, sexual orientation, gender identity, or any other protected categories covered under local law.

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