Sales Development Representative (SDR)

About Creative Realities

Creative Realities, Inc. (NASDAQ: CREX) is a full-service, digital signage solutions company with a passion and purpose of connecting brands and people in spaces and places they love. We design, develop, deploy, and maintain digital experiences that are contextually relevant, omni-channel, and specific to the physical environment. Our approach is consultative, tech-agnostic, and solution centric. Our capabilities are end-to-end with the ability to deploy at scale - whether its thousands of locations or a single flagship experience. We specialize in key verticals including Automotive, C-Store, QSR, Heath Care, Retail, and Sports & Entertainment with extensive experience in how digital transforms these environments. Our purpose-built CMS software and ad-revenue / monetization platforms are considered best in class and serve as the backbone for successful installations and ongoing support. Visit www.CRI.com for our full story.

About the Position

The Sales Development Representative (SDR) is responsible for managing inbound leads and outbound sales prospecting and effectively capturing the attention of and presenting our value proposition to B2B buyers and moving them through the sales pipeline.

This role will leverage lead generation tools, virtual events, and programs, as well as partner with colleagues to identify and nurture new sales opportunities.

Key Responsibilities

• Identify and prioritize target accounts and key prospective contacts
• Research business challenges of companies and contacts using various data sources
• Contact new prospects daily through various channels and articulate our company’s value proposition
• Work with the sales makers to navigate their target list which will serve as your priority “hot list” to secure meetings with. This will include the end user team as well as the ISV team.

• • Clean up account data within CRM for these target accounts including:
    • Ensuring the contacts within their account are still current and removing those who are not
    • Research pertinent account details, including current hardware and software deployed in the field
  • Utilize previous project / quote details that are within the CRM to discover if and/or when would be a good time for outreach on a potential hardware refresh
  • Work with our reseller partners to create warm introductions to contacts within the target organizations

• Listen in on sales calls between sales makers and customers/prospects to learn the organization, customer questions, and how to respond to those questions
  • It is the SDR’s responsibility to be persistent when reaching out to the sales makers
  • Remind the sales makers to include you on all virtual tradeshow booth tours as this will help you understand our products better
• Execute strategic prospecting campaigns to target accounts and executives via phone, email, social, and potentially direct mail
• Maintain and manage leads coming inbound via the NA Sales inbox and voicemail inbox
  • Speed to lead and CRM notes are paramount while executing this responsibility
  • Work with our internal team and distribution partners to respond to these inquiries yourself
  • Use leads as opportunities to get deeper and wider within an organization above and beyond the immediate request
• Conduct high-level conversations with targeted buyers’ personas
• Nurture and develop interest to identify qualified sales opportunities
• Utilize social media to share content for business development purposes
• The expectation is you share and work social media weekly at a minimum
• Maintain accurate and timely notes on interactions within the CRM system
• Maintain up-to-date notes on best practices, processes, and lead personas in the SDR handbook
• Achieve monthly targets for setting meetings (See quota attainment goals)

Daily Tasks to Be Executed:

• Lead/prospect research
  • Net New Logo’s Based on

• • • Territory
    • Vertical
    • Use case need
    • Intent signals
    • Website views
    • Work off lead list that were removed from SFDC (some may be relevant, and some may be garbage, but we need to know)
• End User Target List and HubSpot Sales (SQLs)/NetSuite Account Cleanup Prospecting
  • Research to validate these are still relevant organizations
  • Contact cleanup
  • Correct and complete
  • Corporate address
  • Website
  • Vertical & market information
  • Add notes and scoops about the organization
  • Start prospecting and outreach
  • Try warm contacts that are in the system and still valid
  • Leverage our reseller partners for warm introductions
• ISV Targets
  • New target list
  • Existing relationship regular cadence check in’s

• Manage inbound leads from distribution inboxes

• Lead/Prospect outreach

• • Outreach candidates are based on the lead research and targets outlined above
  • Prioritize your outreach strategically to align like-personas each day to maintain message consistency
  • Daily Minimums from Sales Enablement Platform for new outreach (not inbound leads):
    • Emails: 25
    • Calls: 10
  • Must maintain notes within each outreach activity
  • Must update lead/prospects status based on daily activities

• Participate / Listen in on end user and ISV sales team members calls for learning exposure

Strategic / As Needed Tasks to Be Executed

• Execute Strategic Prospecting Campaigns

• Tradeshow Outreach and Follow Up
  • Meeting invite outreach
  • Lead follow up – assign lead appropriately following given guidelines
    • SDR Outreach
    • Marketing Drip Campaign
    • Direct Sales Maker Outreach

Quota Attainment Goals: Will be assessed monthly

• Account Cleanup: Complete assessment and data clean up on existing account in NetSuite
  • 5 Accounts Weekly
• Daily lead/prospect outreach minimums (does not include inbound lead follow up)

• Monthly Meeting Goals

• Monthly Sales Call Participation

Education and Experience

• 1-2 years in sales, inside sales, in-bound and/or out-bound, or business development experience
• Bachelor's degree in Business, Marketing, Communications, or a related field is preferred; equivalent work experience may also be considered.

Key Competencies/Behaviors

• Executes daily tasks without needing to be asked or prompted
• Self-starter who works proactively on tasks, no waiting on “assignments”
• Excellent time management skills and ability to work either independently or with a team
• Ability to multi-task, prioritize, and manage time effectively
• Solid verbal and written communication skills
• Willingness to make cold calls and connect with new people
• Ability to work in a time-sensitive and high-volume environment
• Commitment and accountability for attaining goals
• Desire to work in a fast-paced and high growth environment
• Constant communication with your leader on struggles, successes, process improvement recommendations, and concerns

Core Values The ideal candidate represents these six core values:

• Passionate We are a group of passionate people. This is the best way to describe TEAM CRI. We work hard and we are proud of the results we produce each and every day. And, we have some fun along the way!
• Respectful We value diversity and unique contributions. We foster a trusting, open and inclusive environment. We treat our clients, partners and our team in a manner that reflects these values.
• Do the Right Thing We do what we say we will do. Our actions shall always be fully transparent and genuine. Our dealings with clients, co-workers and partners must always be conducted with honesty.
• Helps First We are stronger when we work together. We help first, no matter what—whether it’s with our clients or our internal teams.
• Nimble Minded When conventional thinking and processes fail, we want to be the first to provide fresh ideas and solutions. We break through adversity and respond quickly.
• Expects Excellence What we deliver is what we will be measured on. We are committed to getting it right.

Benefits

Company paid individual portion of Medical, Life, Long and Short-Term Disability insurances; access to participate in company Dental and Vision insurance programs; eligibility for a high-deductible health plan (HDHP) with HSA option, FSA, DCFSA; 401(k) program, including company paid match of up to 3% of annual salary; paid time off and holiday pay.