Sales Development Representative (Hybrid)

Job Category:

Sales & Business Development

Pay Grade Range:

$37,950.00 - $88,550.00

Disclaimer: The base salary range represents the low and high end of Altus Group’s “Pay Grade Range” for this position in the primary work location. Actual hiring salaries will vary depending on factors including but not limited to work experience, and geographic market data for the role. The Pay Grade Range listed above does not reflect Altus Group’s total compensation for employees. Other rewards may include an annual bonus, flexible work arrangements, and region-specific benefits.

Unlock your Altus Experience!

If you’re looking to advance your career in data analytics, expertise, and technology for the rapidly growing global CRE market, there’s no better place than Altus Group. At Altus, our work is purposeful. Every day, our employees drive impact, innovate, and shape the global commercial real estate (CRE) and PropTech industry.

Our people-centric culture empowers you to deliver in a high trust, high performance culture, surrounded by an inclusive team that’s collaborating to modernize our industry. We invest in our people with training and growth opportunities designed to propel you further in your career while providing a flexible and progressive workplace that reflects our values and teams.

Sales Development Representative

Job Summary:

The Sales Development Representative is responsible for generating qualified leads through both inbound and outbound sales strategies for net new business, working with the technical team to close business deals, maintaining extensive knowledge of current market conditions and building key customer relationships. The SDR also works closely with the Sales and Marketing teams to create a seamless pipeline of prospects, ensuring the company's growth objectives are met.

Key Responsibilities:

• Prospect for new clients and prepare a robust pipeline of opportunities with the goal of converting these clients to increased business to drive financial growth.

• Execute targeted outbound campaigns, including cold calls, emails, and social media outreach, to generate new leads and create opportunities for the sales pipeline.

• Research and identify potential leads and decision-makers within target companies, ensuring sufficient pre-call research using tech tools, the internet, and company websites.

• Lead negotiations, coordinate complex decision making with Division Managers and VPs and overcome objections to close deals.

• Accurately follow processes and procedures for lead handling and lead pass off to Account Executives including documenting all communications and interactions with prospects within Sales Force and the CRM, ensuring timely follow-ups and consistent progress towards conversion.

• Effectively schedule meetings, demos, or calls for Account Executives with qualified prospects, ensuring a smooth handoff and clear communication of prospect needs.

• Assign leads to the appropriate territory and assign Account Executives in accordance with the Rules of Engagement.

• Utilize all tech tools effectively and according to the sales process including marking new events in Salesforce for SDR scheduled demos and providing SPICED notes.

• Practice correct discovery and qualification frameworks using the SPICED methodology to asses lead potential and product fit.

• Follow established sales scripts, guidelines, and workflows to maintain consistency in messaging and approach, while also personalizing interactions based on prospect.

• Qualify leads based on persona, company size, industry, revenue potential, seniority, department, and decision-making structure, establishing key connections, ensuring that only qualified prospects are passed to the sales team.

• Build and nurture client relationships to identify business opportunities for Altus Group while maintaining ongoing communication through regular follow-ups and educating clients on the company’s offerings.

• Arrange and participate in internal and external client debriefs to monitor service delivery and assess further opportunities for sales.

• Collaborate with VP and management team to create marketing collateral, identify events and campaigns for Altus Group to participate in to increase brand awareness and achieve revenue targets.

• Represent the company at key industry and client events, building and maintaining the necessary contacts to keep current on emerging issues of significance. Provide feedback and information on market trends.

• Maintain complete and accurate records of all prospecting and account activities within the company's CRM.

• Provide a weekly update on the progress of targets.

Key Qualifications:

• Clear and compelling communication with the ability to articulate solution suite value proposition and engage prospects.

• Ability to listen actively and respond appropriately, demonstrating genuine concern for the client’s business challenges ensuring clients feel heard and valued.

• Growth mindset regarding proactive ideas or actions to support team goals.

• Fluent in top competitive threats and differentiation to support reps.

• Strong ability to manage multiple tasks and priorities effectively in a fast-paced environment.

• Highly motivated and driven to meet and exceed sales goals.

• Ability to collaborate and communicate effectively with cross-functional teams.

• Stays updated on industry trends, product knowledge, and sales techniques to enhance execution and adapt to changing market conditions.

• Familiarity using CRM tools and outreach tools.

• College diploma is preferred.

• 3+ years of experience in sales, customer service, or a related role, with a demonstrated interest in sales and business development.

• Skilled at asking questions to work the SPICED sales model and relay information back to Sales team as needed.

What Altus Group offers:

• Rewarding performance: We are pleased to be able to provide employees competitive compensation, incentive and bonus plans, and a total rewards package that prioritizes their mental, physical and overall financial health. 
• Growth and development: As a destination for top industry talent, we’re investing in you to meet the evolving needs of our clients and deliver on your professional goals. Our Altus Intelligence Academy offers over 150,000 hours of learning materials catering to diverse stages of an employee’s career journey.
• Flexible work model: We’re modernizing our employee programs to reflect the new world of work. Our Activity-Based Work model provides you with flexibility to align your work location to the work being performed - office for connecting and collaborating, and remote for focused work.

Altus Group is committed to fostering an inclusive work environment where all clients and employees feel welcomed, accepted and valued. We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class.
 
Applicants with disabilities may contact Altus Group to request and arrange for accommodations. If you need accommodation, please contact us at [email protected] or +1 888 692 7487.

We appreciate all applicants who take the time to apply to Altus Group. Please note that only those who are selected to move forward in the process will be contacted. Thank you.