Job Description
Title: Senior Sales Development Representative – Fraud and Financial Crime
Location: Portsmouth, NH
Who Are We?
Bottomline is on a mission to be the world’s leading business payments company, aligning our team to the common purpose of transforming the way businesses pay and get paid.
It is a journey that goes around the world serving financial institutions and companies in more than 90 countries. Our Portsmouth office is the central strategic hub in the US as well as one of the go-to market global centers of excellence, conveniently positioned to enable a fulfilling and flexible, hybrid work-life balance. A place to collaborate and share knowledge share across multidisciplinary teams, it also provides the perfect space to meet virtually with our colleagues across time zones.
Culture and Values
We are one global team, who work with and for each other in a drive to delight customers through excellent execution, which fuels how we create and grow sustained business value for our customers, our team and all who partner with us.
Our culture encourages people to be brave and curious, to drive to closure and to ensure our values and principles are lived out daily.
We excel at Bottomline because we are positive and passionate about building a #LifeAtBottomline
Key Skills
Financial Crime, Fraud, New Business, Growth, Business Development, SDR, BDR, Results Oriented, Driven
Role
Leveraging industry leading tools, training, and practices as a Senior Sales Development Representative – Fraud and Financial Crime, your mission is to fuel our sales engine by uncovering new business opportunities working in partnership with our high-performing marketing and sales teams.
Job Description
- Develop a deep understanding of fraud and financial crime technology and the trends of the space
- Identify new sales opportunities via warm and cold outbound activities, including phone, email, video and social networking
- Follow-up on/ nurture inquiries and inbound requests until they are qualified and ready to be successfully handed over to sales
- Establish credibility by learning and understanding relevant value propositions, products & solutions and effectively communicating this understanding to prospects
- Understand and identify customer and prospect needs and pains and qualify their interest
- Communicate with and influence multiples layers within organizations, including senior leadership
- Strategically map out how to best infiltrate the org chart of a Bank and create customized messaging to engage with buying center personas
- Set up meetings between existing & prospective customers and sales and transition important knowledge to facilitate a smooth hand-off
- Regularly meet/ exceed monthly attainment goals (sales meetings set = MQLs)
- Maintain/ exceed 75%+ average conversion (MQL to SAO ratio)
- Consistently ensure that policies and processes are observed, and that behavior aligns with Bottomline’s core values
- Spend 50% of time making outbound calls, with an average of 40 outbound calls per day
SKILLS, KNOWLEDGE AND EXPERIENCE REQUIRED
- Experience of Crime and Financial Fraud, inside sales, B2B sales, lead generation, prospecting experience with 3+ years in Banking, preferably in SaaS Financial Crime products
- Ability to methodically build and sustain a quality pipeline of prospects to meet ongoing attainment goals, thinking both strategically and tactically
- Empathetic listener that can probe to get a real sense of a prospect’s needs
- A passion for helping existing and potential customers solve business issues with leading technology solutions
- Ability to navigate organizational structure to identify and engage champions, key decision makers, economic buyers, and influencers at all levels across a Financial Institution
- High sense of urgency and can thrive in a fast-paced, high-energy, competitive sales environment
- Ability to effectively communicate with a potential customer, build relationships, and uncover opportunities with a value-based approach
- Ensure a great handoff to sales, scheduling meetings, briefing the account executive and documenting activities and insights in Salesforce
- Ability to work both independently and within a team environment
- Hands-on experience with multiple sales techniques (including inbound lead nurturing, account-based marketing, cold calls)
- Experience with prospecting tools (ZoomInfo, D&B, LinkedIn, Outreach.io, Drift).
- A genuine interest in software/ technology sales within financial services
- Experience with CRM software (ideally Salesforce.com)