Inbound Lead Specialist

RetailNext provides e-commerce style analytics to physical retailers enabling them to best understand shoppers behavior within their stores. Using our cloud-platform and proprietary IoT sensors, we collect billions of data points everyday from shoppers in over 100+ countries around the world. Ultimately, the data we provide to retailers helps them to make the decisions that will improve your shopping experience.

About RetailNext:

• Founded: 2007
• Employees: 240+ in 15+ countries
• More about us and what we do: Why RetailNext?, What we do?, How we do it?, Resources about RetailNext, RetailNext in the News!
  
  

As the Inbound Lead Specialist at RetailNext, you will be the individual responsible for the initial qualification of our inbound leads prospects. You will help generate new business for the Sales and Go-To-Market organization that leads to positive sales outcomes. You will conduct marketing prospecting activity with the goal of warming accounts with the right customers and the right buyers who have a foundational level of awareness and interest in our solutions.

Responsibilities:

Data Cleansing

• Conduct online research to fill in missing minimum data requirements for inbound leads and maintain accurate data within SFDC/Pardot i.e. First Name, Last Name, Country etc.
• Ensure inbound leads are cleaned up in a predetermined time frame in order to further qualify if there is a potential opportunity.
• Ensure the lead and contact status for all cleansed inbound leads are correct and updated in a timeous manner.
• Qualify inbound leads based on pre-defined criteria, add specific leads into the correct automation flow where necessary and route qualified leads to the correct Account Director.
  
  

Reporting

• Work with the Marketing Operations Manager to ensure all lead reporting is complete, accurate and up to date.
• Feedback in marketing meetings about progress, lead quality, blockers, areas of Improvements and tools needed.
  
  

Marketing Prospecting

• Collaborate with the Marketing Operations Manager and Snr. Global Manager, Revenue Marketing to drive outbound prospecting activity related to marketing events and programs that target ideal customer prospect (ICP) accounts i.e. event registrations, ABM outreach, etc.
• Outbound prospecting activity includes using both high-touch and low-touch "flow cadences" of emails, calls, LinkedIn social touches, and videos to targeted prospects using a given solution value proposition. High-touch flows will demand a higher level of personalization based on research conducted using publicly available sources of information and will be executed over a longer period of time for persistence.
• Ability to articulate RetailNext's value proposition and messaging to drive interest in furthering the sales conversation by following a golden script for emails, calls, social touches, and video messages and meetings.
• To qualified prospects, articulating the RetailNext "golden pitch" value prop and in select cases presenting a brief demonstration of the RetailNext product suite and solutions.
  
  

Required Skills:

• Ability to take marketing messaging and create outbound communication in a customer-facing sales voice
• Ability to personalize outreach based on research into targeted buying influences
• Ability to cold call with confidence, learning the guerilla-style tactics to hook a prospect within 30 seconds of conversation and close for the next steps
• Ability to have conversational empathy and create a value exchange for a given prospect's time
• Ability to qualify in at a foundational level so that ideal customer prospects have a basic understanding of our product and solutions (i.e., what are the customer's positive business outcomes that we solve for and what are our differentiated capabilities that help achieve those outcomes)
• Ability to get the customer interested in learning more about the art of the possible
• Ability to close for the next step- book a qualified meeting with the AD to hand the ball off to
• Ability to strongly communicate and pitch RetailNext from cold calls to qualified leads
  
  

Knowledge:

• Understanding of the RetailNext suite of products and services with the confidence to pitch all products and services to qualified leads and prospects
• Understanding of our Sales software such as Groove, ZoomInfo, LinkedIn / LinkedIn Sales Navigator, Gong, and others
• Foundational understanding of the MEDDICC qualification process and the ideal questions to ask to gather data early in the funnel
  
  

Enablement

• Working with industry software tools for enablement and effectiveness to target ideal customer prospect (ICP) accounts to conduct outbound prospecting activities that drive results.
  
  

What do you get?

• Competitive Salary and Equity Ownership
• Paid Paternity/Maternity Leave
• Best Self Program - contribution towards your personal or professional development
• Once a month the entire company closes so we can enjoy a "Recharge Day"
• Focus on your career: The ability to own your career, grow, and we will invest in your career every year!
  
  

What's it like to work here?

• Working Environment: We are a "Remote-First" Hybrid company, meaning we are set up to operate effectively for fully-remote employees but have some distributed offices to allow our employees to gather. Also we have opportunities to travel and meet other team members from other countries.
• We also allow our employees to work up to 90 days in any location of their choice each year
• We all share the following values:
• Autonomy: we give you the full flexibility and freedom to do what you do best. Flexible working schedule. We're outcome-oriented.
• Improvement Mindset: we are all constantly working to improve and give anyone an opportunity to contribute to that.
• Ownership and collaboration: we allow for and expect ownership, as well as work together to achieve our goals.
• 100% customer focus: we are always lazer focused on what is best for our customers
• People like it here!