Lead Development Representative
SugarCRM - Cupertino, CA

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SugarCRM is looking for a talented, energetic and driven individual to join our team as Lead Development Representative. This highly visible position will provide lead development support to the North America sales organization through the development of qualified leads that result in closed-won business.

You will be responsible for processing inbound sales inquiries and qualifying/disqualifying them. This position will work closely with the SugarCRM sales team to insure that the leads provided to sales are qualified correctly, and progressing through the sales funnel. The individual will be required to work with a very high throughput of leads and data flow.

The representative will also perform outbound campaign-based calling programs to follow up on SugarCRM’s marketing programs, sometimes coordinating with external partners and the SugarCRM partner marketing team.

The lead development representative will also support a variety of sales/marketing programs by managing call campaigns to drive registration and attendance for events. This may involve doing company research to assign company size, and calling into the accounts to gather missing information.


Lead Development: 80%

Manage lead scrubbing and lead development for a particular geography in North America

Ensure timely outbound calls when the lead scrubbing results in a new account or opportunity

Coordinate a warm-hand-off to Inside Sales whenever possible

Follow-up with calls and/or emails on a scheduled basis until contact is made or until lead is put back in the queue

Handle lead rescue with the ConnectAndSell application as a calling campaign

Sales Operations: 20%

Ensure the timely processing of customer and partner orders each day

Work hand in hand with direct and channel sales executives to facilitate complex orders

Monitor the sales help desk and provide rapid first line response to order inquiries

Perform contract, purchase documentation audits and processing

Interact cross-departmentally to assist with sales order research and reporting

Interface directly with customers and partners to answer licensing inquiries

Job Requirements

BS/BA or equivalent

3+ years telephone experience with value based selling skills

Ability to accurately determine lead qualifications based upon established criteria

Ability to effectively coordinate transition of leads through sales funnel

Strong verbal selling skills over the phone and email

Strong written and verbal communication skills

Strong interpersonal skills

Independent work skills

Strong organizational skills

Ability to learn key software applications

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