Torchora
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Key Responsibilities and Required Skills for a Sales Engagement Specialist

💰 $55,000 - $75,000

SalesBusiness DevelopmentLead GenerationTechnology

🎯 Role Definition

This role requires a highly motivated and results-oriented Sales Engagement Specialist to join our dynamic sales organization. In this critical role, you will be the architect of our initial customer interactions, responsible for identifying and engaging high-potential prospects. You'll leverage cutting-edge sales technology and creative outreach strategies to build a robust sales pipeline, directly contributing to our company's growth. If you are a tenacious self-starter with a passion for connecting with people and a talent for crafting compelling messages, this is an incredible opportunity to make a significant impact and grow your sales career.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Sales Development Representative (SDR)
  • Business Development Representative (BDR)
  • Inside Sales Associate
  • Marketing Coordinator

Advancement To:

  • Account Executive
  • Sales Engagement Manager or Team Lead
  • Sales Operations Specialist
  • Senior Sales Development Representative

Lateral Moves:

  • Customer Success Manager
  • Marketing Automation Specialist
  • Sales Enablement Coordinator

Core Responsibilities

Primary Functions

  • Design, build, and execute multi-channel outbound sequences using sales engagement platforms (like Outreach or SalesLoft) to engage prospects via email, phone, and social media.
  • Proactively identify and research target accounts and key decision-makers within our Ideal Customer Profile (ICP) using various data and intelligence tools.
  • Conduct high-volume, strategic prospecting to generate a consistent pipeline of qualified leads and discovery meetings for the Account Executive team.
  • Craft compelling, personalized, and value-driven messaging tailored to different buyer personas, their specific industries, and critical business pain points.
  • Execute strategic cold-calling and email campaigns to establish initial contact, build rapport, and effectively articulate our value proposition.
  • Achieve and consistently exceed monthly and quarterly quotas for key performance indicators such as qualified meetings scheduled, opportunities created, and pipeline generated.
  • Meticulously manage and maintain prospect data within our CRM (Salesforce), ensuring all activities, communications, and lead statuses are accurately logged in real-time.
  • Qualify inbound and outbound leads against established criteria to ensure they are a good fit for our solution before handing them off to the sales team.
  • Schedule discovery calls and product demonstrations for Account Executives, providing a seamless and professional handoff with all relevant context and information.
  • Continuously analyze the performance of outreach sequences, A/B testing messaging, subject lines, and call-to-actions to optimize engagement and conversion rates.
  • Utilize social selling techniques, particularly on LinkedIn Sales Navigator, to engage with prospects, share valuable content, and build a strong professional network.
  • Develop a deep understanding of our product suite, competitive landscape, and industry trends to act as a trusted advisor to potential customers.
  • Collaborate closely with the marketing team to align on messaging and effectively follow up on leads generated from campaigns, webinars, and events.
  • Nurture early-stage prospects over time, building lasting relationships and keeping our solution top-of-mind until they are sales-ready.
  • Skillfully navigate and overcome prospect objections by demonstrating a strong understanding of their business challenges and our solution's return on investment.
  • Act as the first point of contact for our company, creating a positive and professional first impression that sets the stage for the entire sales cycle.
  • Work in tandem with assigned Account Executives to develop strategic targeting plans for key accounts and verticals.
  • Leverage sales intelligence tools like ZoomInfo, Lusha, or Seamless.ai to enrich lead data and ensure the accuracy of contact information.
  • Provide regular, actionable feedback to sales and marketing leadership regarding market response, lead quality, and campaign effectiveness.
  • Master and internalize our sales methodology and qualification frameworks to drive efficient and predictable pipeline growth.

Secondary Functions

  • Support ad-hoc data requests and exploratory data analysis to uncover new prospecting opportunities.
  • Contribute to the evolution of the sales playbook by documenting successful outreach strategies, email templates, and call scripts.
  • Collaborate with business units to translate data needs from the sales floor into actionable insights for leadership.
  • Participate in team training sessions and workshops to continuously hone your sales and prospecting skills.

Required Skills & Competencies

Hard Skills (Technical)

  • Sales Engagement Platform Proficiency: Hands-on experience with platforms like Outreach, SalesLoft, Groove, or HubSpot Sales Hub.
  • CRM Expertise: Strong command of CRM software, particularly Salesforce, for managing leads, contacts, activities, and reports.
  • Prospecting Tool Knowledge: Familiarity with sales intelligence and data enrichment tools such as ZoomInfo, LinkedIn Sales Navigator, and Lusha.
  • Data Analysis: Ability to interpret performance data, conduct A/B tests, and make data-driven decisions to optimize campaign effectiveness.
  • Lead Qualification: Understanding of lead scoring and qualification frameworks (e.g., BANT, MEDDPICC).
  • Productivity Suites: Proficiency with G-Suite (Gmail, Calendar, Docs) and/or Microsoft Office Suite (Outlook, Excel).

Soft Skills

  • Exceptional Communication: World-class written and verbal communication skills with the ability to craft clear, concise, and persuasive messaging.
  • Resilience & Grit: A positive, tenacious attitude and the ability to handle rejection while staying motivated and focused on goals.
  • Organizational Prowess: Meticulous attention to detail and outstanding organizational skills to manage a high volume of concurrent activities.
  • Coachability & Curiosity: A strong desire to learn, grow, and adapt, with an open mind to feedback and new strategies.
  • Time Management: Excellent ability to prioritize tasks, manage time effectively, and thrive in a fast-paced, target-driven environment.
  • Goal-Oriented: A self-motivated and competitive drive to achieve and exceed personal and team quotas.
  • Active Listening: The ability to listen intently to understand prospect needs, pain points, and objections.
  • Collaborative Spirit: A team-oriented mindset with the ability to work effectively with peers in sales and marketing.

Education & Experience

Educational Background

Minimum Education:

Bachelor's Degree or equivalent practical experience in a sales, business development, or customer-facing role.

Preferred Education:

Bachelor's Degree in a relevant field of study.

Relevant Fields of Study:

  • Business Administration
  • Marketing
  • Communications

Experience Requirements

Typical Experience Range:

1-3 years of experience in a Sales Development (SDR), Business Development (BDR), or Inside Sales role, preferably in a B2B technology or SaaS environment.

Preferred:

A proven and documented track record of exceeding lead generation quotas and contributing directly to sales pipeline growth.

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