Sales Development Representative

Job description

About Detroit Labs

Detroit Labs is a digital innovation studio that transforms the way our clients do business by launching bold and cutting edge technology solutions that deliver key results to our partners. Since 2011, we’ve built genuine relationships with high profile clients based on respect, trust, and results. We foster a diverse and inclusive culture that values people - providing them with the tools, resources, and support they need to thrive professionally, exceed client expectations, and be themselves at work.

Business Development at Detroit Labs

Our digital innovation expertise and services cover a wide array of needs. We ideate, validate, and create through strategic exercises like design sprints, early stage consulting, cloud/architecture solutions, large scale web and mobile apps, and even staffing. Our Sales Development Representatives do the research and outreach to build strong client relationships to understand how to bring the most value and customized solutions to accelerate clients’ current and future needs.

About the Sales Development Representative

As a Sales Development Representative at Detroit Labs, your primary responsibility will be to prospect and acquire new clients, driving sales of our services, products, and staffing. Your role encompasses various facets of revenue generation, with a strong emphasis on outbound sales activities. Collaborating closely with other teams within Detroit Labs, you’ll manage the full sales cycle from outreach to close.

Creativity will be key in presenting custom software solutions that ensure alignment with client requirements. Conducting consistent outreach, and cultivating positive relationships with prospects, particularly at decision-making levels, will be crucial. Expectations include travel and in-person meetings to cultivate and strengthen client relationships, expand networks, and deliver sales presentations and proposals.

Collaborating with sales colleagues and leaders, you’ll strategize on contracts and deals for new business ventures. Your role will necessitate collaboration with sales, marketing, account, and client delivery teams to develop innovative solutions and compelling proposals, ultimately driving positive outcomes.

Experience & Track Record

• 3-5+ years of B2B custom software sales experience, with demonstrated success in outbound prospecting
• Proven track record of exceeding quota through cold calling, cold emailing, and social selling
• Experience selling complex, consultative services (software development/staffing preferred)
• History of managing full sales cycles from prospecting to close (6-12 month cycles)
• Documented success with deal sizes ranging from $50K-$500K+ annually
• Consultative selling approach rather than pushy tactics
• Coachable mindset with continuous improvement focus

Outbound Sales Skills

• Expert-level cold calling abilities with high connect rates and conversion metrics
• Proficiency in sales development tools (Hubspot, LinkedIn Sales Navigator, etc.)
• Experience with multi-touch outbound sequences across phone, email, and social channels
• Ability to research and identify ideal prospects within target accounts
• Strong objection handling and qualification skills

Technical & Industry Knowledge

• Understanding of software development processes and technologies
• Familiarity with IT staffing and consulting services
• Ability to speak credibly with C-Level executives, and technical decision-makers
• Knowledge of project-based selling

Responsibilities

• Sell new business opportunities for our digital strategy, custom design, custom software, staffing, and hosting offerings
• Consistently conduct cold outreach to generate new business leads and maintain top of funnel and pipeline
• Build a healthy pipeline of new qualified companies and logos
• Build relationships with prospects built on trust, respect, and results
• Think creatively to come up with custom solutions to fit client needs that align with budget, timelines, and capabilities
• Collaborate with fellow business development colleagues to build new business contacts and relationships, and partner with our account team to grow and foster existing client relationships
• Collaborate with internal teams (stakeholders, account, legal, marketing, project) to create contracts, proposals, and sales decks, scope new work, and create sales proposals and pitches to new and existing clients
• Collaborate with business development, marketing, and leadership teams to create and execute new business development strategies
• Manage and document personal contacts, interactions, and sales activities within a CRM

Travel

• Overnight travel and onsite visits will be required (approximately 20-40%)

• The base salary range for this role is $75,000 - $85,000 commensurate with experience, with potential for on target earnings (OTE) to be $135,000 - $145,000/yr in bonus payout based on performance. Bonus potential is uncapped.

• Flexible PTO policy

• Remote work environment

• Flexible work schedule

• Health, dental, and vision coverage

• 401k contribution and matching options

• Parental leave program

• A MacBook, or whatever equipment you need to do your work

• Access to professional development budgets as needed

• Monthly budgets for “team fun” bonding events

• Free lunch for various company meetings and Lunch & Learns

• All-company remote-friendly activities

• Access to our employee resource groups (ERGs)

• Plenty of Detroit Labs swag