Sales Development Representative
WFA Digital Insight
As the demand for digital marketing specialists continues to rise, with a 25% increase in SaaS sales roles in the past year, standing out in a competitive market requires a unique blend of tech savvy and commercial acumen. Fullstory, a leader in behavioral data platforms, is seeking a Sales Development Representative who can harness the power of data analytics to drive exceptional user experiences. With a strong focus on innovation and customer connection, this role offers the opportunity to be at the forefront of digital transformation. Candidates should be prepared to demonstrate their expertise in Salesforce and their ability to execute structured outbound prospecting, as well as their understanding of the current market landscape, where 75% of companies are shifting their focus towards digital platforms.
Job Description
About the Role
The Sales Development Representative role at Fullstory is a hybrid position that combines strategic thinking with technical expertise, requiring in-office attendance one day per week at the Atlanta office. As a key member of the sales team, you will be responsible for generating qualified pipeline through targeted outbound prospecting, leveraging your knowledge of Salesforce to drive growth and success. Your day-to-day will involve executing structured outreach plans, researching accounts, and mapping buying groups to identify key decision-makers.In this role, you will have the opportunity to work closely with Account Executives to align on territory strategy, refine account plans, and coordinate outreach across key stakeholders. Your ability to navigate objections and engage mid-level to senior stakeholders will be crucial in driving net-new pipeline growth. With a focus on disciplined daily execution, you will be accountable for meeting clear activity, meeting, and pipeline targets, leveraging data analytics to inform your approach.
What You Will Do
- Execute structured outbound prospecting across target account lists using phone, email, LinkedIn, and creative engagement channels
- Research accounts and map buying groups to identify key decision-makers and personalize outreach effectively
- Develop and run coordinated outbound plays in partnership with your Account Executive
- Track activity, meeting generation, and pipeline contribution, optimizing your approach based on performance data
- Navigate objections and confidently engage mid-level to senior stakeholders
- Use sales and AI-enabled tools (Outreach, Nooks, Gemini, Salesforce, 6sense) to prioritize accounts, personalize outreach, and maintain accurate CRM hygiene
- Collaborate closely with Account Executives to align on territory strategy for key accounts
- Refine account plans and coordinate outreach across key stakeholders
- Develop and execute creative engagement strategies to break into target accounts
- Analyze performance data to optimize your approach and improve results
What We Are Looking For
- 1+ year experience in a Sales Development or similar quota-carrying role within SaaS, or strong transferable experience in a high-performance, target-driven environment
- Proven success in a KPI-driven environment with consistent delivery against activity, meeting, and pipeline targets
- Experience executing structured outbound prospecting and engaging mid-level to senior decision-makers
- Strong organizational skills with the ability to manage territory priorities and outbound strategy effectively
- Clear, confident communicator who can ask thoughtful questions, handle objections, and drive meaningful prospect conversations
- Strong understanding of Salesforce and its applications in sales development
- Ability to work in a hybrid environment, with in-office attendance one day per week
- Experience working with sales and AI-enabled tools (Outreach, Nooks, Gemini, 6sense)
Nice to Have
- Experience working in a fast-paced, rapidly changing environment
- Knowledge of data analytics and its application in sales development
- Familiarity with marketing automation platforms
- Certification in sales or marketing (e.g., HubSpot, Salesforce)
Benefits and Perks
- Competitive salary and on-target earnings
- Opportunity to work with a leading behavioral data platform
- Collaborative, dynamic work environment
- Professional development and growth opportunities
- Access to cutting-edge sales and AI-enabled tools
- Flexible work arrangements, with in-office attendance one day per week
- Comprehensive benefits package, including health, dental, and vision insurance
- Generous PTO and holiday schedule
- Remote stipend and home office setup support
How to Stand Out
- Develop a strong understanding of Salesforce and its applications in sales development to stand out in the application process
- Showcase your ability to execute structured outbound prospecting and engage mid-level to senior decision-makers in your portfolio or during interviews
- Be prepared to discuss your experience working with data analytics and sales automation tools
- Highlight your organizational skills and ability to manage territory priorities and outbound strategy effectively
- Research Fullstory's products and services to demonstrate your understanding of the company's mission and values
- Prepare examples of successful outreach campaigns and strategies you've developed in previous roles
- Be ready to discuss your salary expectations and negotiate based on industry standards and your qualifications
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