iManage is a market-leading, high-growth SaaS company dedicated to making knowledge work. The Sales Development Representative will generate new demand and qualified pipeline for Sales Directors by identifying and engaging prospects through various demand generation tactics.
Responsibilities
- Generating new demand by identifying and engaging key contacts across assigned accounts, industries, or buying centers
- Qualifying individual leads or buyer groups against established criteria before passing as Sales Accepted Leads (SALs) to the field
- Executing multi-channel outbound campaigns using tools like Salesforce, Salesloft, LinkedIn Sales Navigator, and ZoomInfo
- Conducting high-quality outreach via phone, email, and social media to initiate meaningful conversations with prospects
- Performing account research to uncover buying triggers, pain points, and new contacts within target organizations
- Partnering closely with Account Directors to identify and map key stakeholders, support account planning, and accelerate pipeline creation
- As needed, qualifying inbound marketing-generated leads based on priority scoring and segmentation
- Tracking activities, notes, and engagement in Salesforce to ensure data accuracy and visibility
- Consistently delivering against SLAs and providing accurate weekly forecasts of qualified pipeline progression
- Collaborating across Marketing, Sales Ops, and Enablement to refine messaging, strategy, and performance metrics
Skills
- A bachelor's degree, ideally in a business-related field
- Strong written and verbal communication skills with the ability to tailor messaging across multiple channels and personas
- An attention to detail with a process-oriented mindset
- Confidence engaging with mid-to-senior level stakeholders and quickly establishing rapport
- The curiosity to ask thoughtful questions and go beyond the script
- Grit and resilience: You embrace challenges, bounce back from rejection, and stay motivated
- A commitment to a long-term career in sales and a drive to continually grow (books, podcasts, LinkedIn Learning, etc.)
- A mindset rooted in creative thinking and proactive problem-solving: You find new ways to cut through the noise
- Self-awareness around your “edge”: You understand your strengths and how you differentiate from the average
- A genuine interest in the iManage product, mission, and customer base: You've done your homework and can articulate why this opportunity aligns with your values and career path
- Technical comfort: You can ramp up on new tools and concepts quickly, and enjoy working in a digital-first sales environment
- Familiarity with tools like Salesforce, Salesloft, LinkedIn Sales Navigator, ZoomInfo, and Demandbase
Benefits
- Comprehensive Health/Vision/Dental/Life Insurance
- 401k Retirement Savings Plan with a company match up to 4%
- Enhanced leave for expecting parents; 20 weeks 100% paid for primary leave, and 10 weeks 100% paid for secondary leave
- Flexible time off policy to take the time off that I need
- Multiple company wellness days each year to prioritize mental health and well-being
- Access to RethinkCare, a global behavioral health platform that enhances personal well-being, strengthens professional resilience, and empowers parental success through expert-led training and resources
Company Overview
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