Sdr + Account Executive

 

Description:

We are hiring a Full-Cycle SMB SDR + Account Executive to drive net-new revenue for ResolveCX. This role combines Sales Development (SDR) and Account Executive (AE) responsibilities, owning the sales process end-to-end — from initial outreach to deal closure.

 

You will work with qualified account data (QDO) provided by the Lead Gen, Data, and RevOps teams, convert them into pipelines, run discovery and demos, negotiate commercials, and close subscription deals.

 

This is a high-ownership, metrics-driven role for professionals who thrive on targets, structure, and accountability.

 

Operating Model & Tools:

 

• HubSpot is the system of record for all sales activities, outreach, meetings, deals, forecasting, and reporting.

• Qualified accounts (QDOs) are assigned by Lead Gen + RevOps; ownership begins at assignment.

• Non-fit accounts must be rejected in HubSpot within 5 business days with a reason code.

• Speed-to-lead: 95% of QDOs actioned within 48 hours.

• Touch compliance: ≥80% of QDOs receive at least 6 touches within 10 business days.

• Primary channels: Email, Phone, LinkedIn, Calendar invites (all logged in HubSpot).

• Strict adherence to pricing, discounting, and profitability governance is mandatory.

 

Key Responsibilities:

 

A. Prospecting & Outreach (SDR)

 

• Launch outreach sequences promptly for assigned QDO accounts.

• Personalize messaging using ICP signals (industry, tooling, CX pain points).

• Multi-thread accounts (2 personas for SMB; 3+ where possible).

• Qualify leads using a structured framework (pain, impact, urgency, stakeholders, timeline).

• Book qualified meetings and document notes, agendas, and next steps in HubSpot.

• Disqualify non-fit accounts with clear reason codes and learning notes.

 

B. Discovery, Demo & Solution Positioning

 

• Conduct structured discovery covering tooling, volumes, workflows, reporting, and compliance needs.

• Position ResolveCX value: improved resolution times, governance, escalations handling, and AI-driven productivity.

• Tailor demos to customer needs (workflows, dashboards, routing, AI features).

• Build ROI narratives using time savings, reduced escalations, and closure metrics.

 

C. Closing & Commercial Ownership (AE)

 

• Own opportunities from qualification through Closed Won.

• Maintain accurate deal data: pricing, seats, plans, term, ACV, stakeholders, and close dates.

• Follow discount and approval processes strictly.

• Drive mutual close plans and decision timelines.

• Coordinate smooth handover to onboarding or implementation teams.

 

D. Pipeline Management & Forecasting

 

• Maintain a healthy, evidence-based pipeline.

• Update forecasts weekly and flag risks early.

• Track conversion metrics from QDO to Closed Won.

 

E. Internal Collaboration

 

• Share feedback with Lead Gen and RevOps teams.

• Provide product feedback based on prospect objections.

• Support marketing with insights on use cases and competitors.

 

SMB Selling Focus

 

• Short sales cycles with speed and volume.

• Target plan mix: 80% Growth / 20% Basic (Professional as upside).

• Focus on customer service, contact center, and CX buyers.

• Low-friction closes with standard terms and fast onboarding.

 

Candidate Profile

 

• 2–5 years of B2B SaaS sales experience (SDR + AE / full-cycle).

• Strong discovery, demo, and value-based selling skills.

• Comfortable with targets, high activity levels, and CRM discipline.

• Experience selling to CX, contact center, or IT stakeholders preferred.

• Excellent English communication skills.