Job Summary
As a Sales Development Representative, you will be responsible for prospecting, sourcing, discovering, and nurturing opportunities. You will research and identify quality targets and prospects, execute on outreach to open up conversations, and convert prospects into real opportunities. You will work hand in hand with the wider sales team to expand PubNub’s presence through consultative selling and building relationships with key executives, product managers, and software engineers. We are looking for motivated, self starters who have the drive to meet and exceed ambitious targets, with the vision to improve our inbound and outbound motions.

• Effectively research, conduct needs analysis, and set appointments for Account Executives.
• Attend calls with prospects and handle the handoff/introduction to the Account Executives.
• Attain and exceed all sales goals by setting appointments with qualified leads through phone calls, emails, LinkedIn and other methods.
• Accurately enter, update, and maintain prospect information in Outreach and Hubspot.
• Attend sales and product training and develop proficiency in Stream, as well as a basic understanding of the cloud based feed and chat infrastructure industry.
• Identify, research, and execute on quality targets through outbound outreach by email, cold calling, and social selling channels.
• Source new business through consultative selling to identify prospect pain points and paint solutions solved by PubNub’s real-time platform.
• Collaborate with marketing, product, and the wider sales team to identify and execute on new strategies for building pipeline.
• Qualify inbound leads to ensure the proper needs, authority, size, fit, and budget to meet our ideal customer profile.
• Diligently document, manage, and monitor your pipeline in Salesforce, ensuring a seamless transition from early stage leads to pipeline that will close.
• Leverage sales automation, pipeline management, and prospecting tools to productively manage your pipeline, while documenting and maintaining an accurate record of prospect priorities and next steps in Salesforce.

Requirements

• A motivated, self-starter who thrives in a highly technical product environment and feels challenged by complex sales scenar
• A minimum of 2 years of highly successful prospecting and sourcing pipeline with a demonstrated track record of consistently over-achievement against assigned quo
• Experience in selling a technical SaaS solution of APIs, SDKs, and similar technologies to Product and Engineering teams, while managing a highly complex technology sales process. Familiarity with real-time technologies like Pub/Sub, Socket.io, MQTT, Firebase or similar technologies is a plus
• Empowered with a consultative sales approach, you are able to identify prospect needs while driving successful outcome
• Proficient in Salesforce for tracking activity, retention and revenue metrics, while leveraging tools like Outreach, Gong and Zoominfo to drive productive sales motions and communication
• Continuous learning of PubNub’s evolving products, services, and processes.
• World-class interpersonal and communication skills with the ability to effortlessly make complex technical concepts sound simple.

Additional Qualifications

• Ability to work within a team of AEs, AMs, SDRs and SEs/SAs in order to achieve excellent results.
• Must be able to collaborate with cross-functional teams including marketing, product, engineering, support, legal and finance.
• Has the ability to focus on what is important in the face of multiple competing priorities.
• Possesses excellent problem solving skills.
• Must be friendly, considerate, and engaging.
• Demonstrates humility and willingness to admit when they don’t know something.