As a member of the GTM team, the Sales Lead Generation Director is responsible for generating the pipeline and qualifying prospects to support the growth of ARR within Appriss Retail via both new customer acquisition and customer expansion. They need to have strong business acumen, executive presence, and the ability to quickly assess customer buying signals. They need to be able to understand complex business challenges and identify and present the value derived from the Appriss Retail products to address customer's challenges and concerns. They need to understand the portfolio of Appriss Retail products to be able to quickly assess customer fit. They will work very closely with the sales executives throughout the qualification process. The business development lead must be motivated to work in a fast pace, every changing environment to deliver results to the business. As the GTM team grows, this resource would need to be able to manage junior level lead generation resources - acting as a player/coach.
Responsibilities
Working with the GTM to develop and execute creative marketing campaigns to drive demand for Appriss Retail Products.
Outbound prospecting within the target markets for Appriss Retail, generate inquires with Executive Level contacts.
Identify account-based marketing strategies for the top strategic customers, working with the appropriate account owner - Customer Success Manager (existing customer) or Sales Executive (Prospect) to execute.
Perform detailed qualification of marketing captured leads to be able to pass to sales for further discovery.
Complete on-going nurture-based activities to leads not yet ready for sales hand-off.
Administrative discipline to keep CRM and other tools up to date with proper information.
Strong understanding of the Retail Industry to be able to identify customer challenges and how Appriss Retail can address those concerns.
Attend trade shows, user groups, and other industry events to further their knowledge and to network with prospects and customers.
Provide feedback to the Product Strategy team on industry trends and feedback from prospects.
Build and maintain professional networks.
Skills & Requirements
Experience executing a standard sales methodology.
Superb relationship skills, with the ability to work within all levels of an organization.
Excellent communication skills.
Strong technical, research, problem-solving and collaboration skills.
Be comfortable in an ever-changing environment.
Self-direction of day-to-day activities - collaborating with team members to share best practices and experiences.
Detailed knowledge of the business use of Appriss Retail products.
Exceptional listening skills with the ability to ascertain unspoken needs.
Critical thinking and problem-solving skills.
Influential negotiation skills are necessary.
Ability to develop and present to executive management and board.
Successful track record of meeting or exceeding quota.
5+ years' experience in lead generation, inside or field sales for a SaaS software company, preferably in the Retail Industry, Bachelor's Degree Preferred.
