What will you do?
This is a hybrid role that covers two elements of the StarLeaf sales process.
Generating new demand – BDR role
Closing small deals – ISR role
The role in question will cover both areas and it is expected that an individual will spend half of their time covering each area.
BDR element of the role
BDR will identify net new companies for StarLeaf to engage with. The BDRs proactively contact companies that do not use StarLeaf and communicate the value StarLeaf can bring to their businesses. Once a prospect is ready to engage with StarLeaf, the BDRs qualify these prospects for further engagement with either the Sales team or partners.
BDRs identify engagements through reactive means – following up on inbound leads. This is approximately 30% of the time spent. The remaining 70% of the time is spent on engaging with prospects proactively using calls, email and/or social media.
ISR element of the role
The ISRs take all small deals (sub-$10K) from discovery to close. They do a full sales cycle and provide support to partners to help them close deals. ISRs make a direct contribution to the sales achievement for a region and works very closely with the regional sales teams.
How will your role impact the business?
This role plays a key role within StarLeaf due to their focus on net-new customers and revenue. It is said that it is 5 times harder to acquire a new customer than to keep an existing one. Therefore, ISR/BDRs proactively approach companies that use competitive solutions and communicate the value StarLeaf brings. Currently the BDR team identify approximately 300 new engagements each quarter and generate approximately $2.5M in pipeline for the business, 90% of which is prospects who are not currently using StarLeaf. It is expected for an individual performing this role, to achieve half of that number while also working to close approximately $100K in revenue each quarter.
Prior experience in a phone-based role is essential. It has been our experience that individuals who have either done business development, sales, Inside sales or sales development in any capacity are able to grasp the role quickly. Some of our most successful BDRs have done sales or business development on the phone somewhere in their careers.
It is also important to have an affinity towards technology. No prior technology experience is necessary, however, a level of comfort with technology is helpful to understand video conferencing.
Personal attributes and past accomplishments that will be useful?
Tenacity and drive for success are key personal attributes for success in this role. Past accomplishments could include success within BDR or a sales role, however, even an individual without experience but with a strong drive to succeed and affinity to technology could be a good fit.
Working effectively within a team is essential. The individual in this role will be a part of the ISR team as well as the BDR teams both based in Watford. In addition, the individual will work very closely with their regional sales teams based in their home countries. It is essential that the individual is able to deal with multiple stakeholders effectively.
Where you will fit in the team, future prospects for this person in that team?
The individual will represent their region within the BDR/ISR team. Currently this region is being handled in English language from a BDR stand-point and currently there is no ISR support for the region. The intention is for the individual speaking the local language to provide both BDR and ISR support with appropriate language skills.
Why would you take this role?
The role offers a unique opportunity to be a part of,
- A high-growth technology business
- An industry that is growing exponentially and is only likely to increase in adoption
- A team that is growing quickly
- A commission plan that is achievable, clear and fair
- Extra incentives like amazon vouchers and early finish on Fridays!
- A culture that always treats everyone with respect, empathy and fairness.
- Platform for high achievement in a fun environment (we all laugh a lot!)
Founded in 2008, StarLeaf enables seamless collaboration through intelligently engineered, reliable meeting room systems, superior video conferencing, and secure messaging.
We have been recognised as a Visionary in the Gartner 2019 Magic Quadrant for Meeting Solutions and as one of the fastest-growing tech companies in the UK by The Sunday Times Hiscox Tech Track 100.
Our culture is built on collaboration, inclusion, creativity and support. This permeates everything we do, across all our teams and operations. We believe everyone at StarLeaf has a part to play in our success and that everyone should be rewarded for their contribution. This is why every single permanent StarLeaf employee becomes a shareholder through the company’s share option scheme.
- Regular salary reviews.
- EMI share option scheme.
- Private medical insurance and long-term sickness/disability insurance.
- Life insurance of four times salary.
- 25 days annual holiday plus bank holidays.
- The opportunity to join a friendly, motivated group of people who are all very excited about the StarLeaf journey.