Global Relay is a leading company in enterprise information archiving, providing innovative solutions for compliance and data management. They are seeking a high-energy Sales Development Representative to drive enterprise growth by engaging with key stakeholders and qualifying leads for the Strategic Accounts team.
Responsibilities
- Work closely with the Strategic Accounts Team to prospect through high-touch outreach campaigns, and qualify leads based on criteria such as interest, authority, and buying timeline before passing to Sales
- Conduct initial discovery calls to understand prospect pain points and challenges and articulate the Global Relay value proposition to prospects across Legal, Compliance, Technology
- Maintain meticulous records of all interactions and lead data within Salesforce, including lead source, campaign attribution, and status updates
- Research and qualify attendee lists before industry conferences and events, prioritizing accounts and contacts that match our Ideal Customer Profile (ICP)
- Enter all attendees into Salesforce and prepare briefing notes for Sales
- Conduct pre-event outreach (phone, email, LinkedIn) to generate interest and schedule meetings for Sales
- Support on-site activity by assisting with booth lead capture, coordinating scheduled meetings, and ensuring accurate Salesforce tagging
- Post-event, follow up with attendees to nurture leads and transition qualified opportunities to Sales
- Track event leads’ engagement with marketing campaigns (emails, webinars, nurture tracks) and ensure Sales visibility
- Share relevant marketing materials (case studies, product sheets, videos) with prospects to enhance outreach
- Provide feedback to Marketing on which campaigns, events, and messages generate the highest quality leads
- Support event ROI measurement by tracking leads generated, meetings booked, and pipeline created
- Monitor conversion rates from event leads to opportunities, surfacing insights for improvement
- Build and maintain simple Salesforce reports and dashboards that provide transparency to both Marketing and Sales leadership
- Participate in regular Sales and Marketing syncs to share updates, insights, and feedback from events and campaigns. These teams are based across NYC and London locations
- Document and circulate best practices (effective outreach scripts, objection handling, email templates) to improve team performance
- Capture anecdotal customer and prospect feedback from events to inform product positioning and marketing messaging
Skills
- Previous experience in sales, lead generation, or business development (SaaS or Fintech experience is a major plus)
- Exceptional written and verbal communication skills with the ability to simplify complex technical concepts
- A 'hunter' mentality with a proven track record of hitting or exceeding monthly quotas, and operating to deadlines
- Familiarity with modern sales stacks (Salesforce, LinkedIn Sales Navigator, and ZoomInfo)
- A genuine interest in the regulatory environment, risk management, or financial technology
Benefits
- Comprehensive health benefits program, including extended health coverage and short-term / long-term disability insurance
- Annual allotted vacation days, which increase based on tenure
- Paid sick days
- Maternity/parental leave enhanced program
- Commuter benefits
- Corporate bonuses
- 401(k)-retirement plan with company contribution matching
- For employees based at our New York office, we provide additional perks and amenities to enhance your work experience including a subsidized meal program, courtesy of our in-house culinary team!
Company Overview
Global Relay offers compliance messaging and message management, including archiving, audit and e-discovery for the financial sector. It was founded in 1999, and is headquartered in Vancouver, British Columbia, CAN, with a workforce of 1001-5000 employees. Its website is http://www.globalrelay.com.