Sales Development Representative
Sales Development Representative
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USD 65000 - 75000
1 Vacancy
Job Description
Fortuna BMC is a veteranowned consultancy that helps organizations achieve high performance through tailored staffing IT and contact center solutions. As we evolve our sales structure we are repositioning the Sales Development Representative role to focus squarely on qualifying executivegenerated leads and building relationships with target audiences. BDMs play a critical role in nurturing earlystage interest into fully qualified opportunities.
WHAT YOULL DO:
The Sales Development Representative is the first point of personal contact in the Fortuna sales funnel. BDMs take warm leads sourced by executives or marketing and qualify them through research outreach and discovery. Once a lead is qualified (i.e. there is a clear opportunity where Fortuna can provide services) the BDM collaborates with Sales Operations to transition the lead for proposal and close. Each Sales Development Representative is assigned specific target markets or audiences and is responsible for proactively developing new opportunities within them.
PRIMARY RESPONSIBILITIES
Lead Qualification & Client Engagement
Collaborative Discovery: Engage with leads generated through executive initiatives and marketing campaigns conducting initial discovery calls to understand client challenges goals and potential fit. Involve members of the Executive Leadership Team (ELT) early in the discovery process to leverage their expertise and establish credibility.
Strategic Qualification: Assess leads using predefined criteria including budget authority need and timeline (BANT) to determine their potential as qualified opportunities. Develop a strategic plan in collaboration with the ELT to address identified gaps and guide the lead toward qualification.
Progression to Qualified Opportunity: Once a lead meets the qualification criteria facilitate introductions and meetings involving the ELT to further develop the opportunity into a qualified deal.
Handoff to Sales Operations: Prepare and transition qualified opportunities to the Sales Operations team ensuring all relevant information is documented for seamless progression through the sales funnel.
Target Market Development
Own and develop assigned verticals.
Engage decisionmakers via email phone LinkedIn and event followups.
Utilize Fortuna messaging and assets to personalize outreach.
Collaboration & Opportunity Transition
Work closely with Sales Operations to scope and advance qualified opportunities.
Maintain regular communication with marketing and executive leadership to align outreach strategy.
Document all interactions and insights within the CRM.
Market Intelligence & Reporting
Stay current on industry trends procurement cycles and target account activities.
Provide weekly updates on outreach performance funnel metrics and learnings from conversations.
WHAT YOULL BRING:
25 years of experience in sales development business development or presales roles.
Strong interpersonal and communication skills verbal and written
Comfortable managing a pipeline of leads across multiple verticals
Experience with CRM systems (e.g. HubSpot Salesforce)
Good computer skills.
Good interpersonal and decisionmaking skills.
DESIRED ATTRIBUTES:
Curious & Consultative: Loves learning about prospects needs and aligning them with solutions.
ProcessOriented: Can follow and improve lead qualification and handoff processes.
Collaborative: Enjoys teamwork and thrives in a crossfunctional environment.
MissionDriven: Values Fortunas commitment to people veterans and purposedriven growth
SUCCESS METRICS
Conversion rate from lead to qualified opportunity
Number of outreach attempts and completed discovery calls
Engagement level with assigned vertical audiences
Quality of documentation and CRM hygiene
Feedback from Sales Operations on lead readiness and fit
Fortuna Business Management Consulting (Fortuna BMC) was founded in 2012 by practicing professionals with more than 50 combined years of experience. Our headquarters is located in McClellan California with offices in Los Angeles and New York and satellite offices in the Philippines and Israel. Fortuna BMC is an active member of multiple California service agreements including CMAS ITMSA (Tier 2) CalPERS SpringFed Pool as well as multiple municipalities and large corporation vendor pools.
Required Experience:
Unclear Seniority
Employment Type
Full-Time
