Lead Development Rep (Entry Level)

Location: Gaithersburg, Maryland
Date Posted: 10-11-2017
Lead Development Rep (Entry Level)
If you are interested in sales and marketing this might be the job for you!  Our Lead Development Rep (LDR) will support our sales teams with lead generation. You will be responsible for accelerating demand generation productivity for AINS’ suite software products. The LDR is an extension of the Marketing organization and is the first line of contact in the sales process.  This role is focused on prospecting, qualifying leads, generating interest, building relationships, and setting up high-value meetings for the sales team.  In close collaboration with Account Executives and Product Managers, LDRs establish prospecting plans for product lines and strategic accounts to uncover new business and grow existing customers. The LDR may also manage smaller deals in their assigned territories.
The LDR will go through an extensive training program focused on leveraging marketing events, content campaigns and social media to build rapport with prospects to drive interest and engagement. 
The right candidate must be able to engage prospects at all levels and identify needs through appropriate qualifying questions and conversations to drive interest in AINS products.  Strong business acumen and the ability to quickly assess and understand a prospect’s or customer’s business needs and apply the business value of AINS is essential to success in this role. Ideal candidates possess the aptitude to easily engage and establish rapport with executives and line of business professionals across government and commercial accounts.
This is a critical role that connects AINS’ marketing and sales teams, and offers an opportunity for a focused, driven professional looking to accelerate their career and contribute to a high performance organization.
  • Proactively seek out new potential client accounts and make first contact with those accounts to generate interest, leveraging strong prospecting and business development skills.  Generate qualified leads through outbound telephone prospecting, social media, email and other innovative strategies.
  • Work closely with Marketing and Sales to increase number of qualified leads produced. Provide marketing with prospect and/or customer feedback that could assist in future program/campaign creation in order to generate best results.
  • Actively manages all lead activity for a specific sales territory or target market.
  • Follow up on all marketing generated leads to identify potential prospects via telephone and mass communication (email and social media).
  • Maintain a high level of prompt, concise and compelling call scripts and email communications to assist in driving engagements.
  • Set up discovery meetings, demos and senior-level introductions for Account Executives and Account Managers responsible for new business pipeline.
  • Research accounts, identify key players, generate interest and develop on-going relationships with accounts to stimulate opportunities.
  • Conduct gap/needs analysis, determine prospects pain points and identify BANT qualities to determine how to best qualify opportunities and position AINS’ value.
  • BS/BA degree in relevant discipline.
  • Must be a self-starter and be able to work with minimal supervision; desire to be in an entrepreneurial, high-growth environment.
  • A team player, effectively interacting with employees at all levels within the company.
  • Excellent listening, verbal and written communication skills, with strong attention to detail and follow through. Ability to multi-task, prioritize, take on responsibility and work well under deadlines.
  • Consultative and solution prospecting/selling experience desired.
  • Skilled at presenting, at a high level, software solutions to prospects and customers
  • Ability to execute marketing lead nurture and qualification campaigns.
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