Senior Sales Development Representative

| Seattle
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Ekata provides global identity verification via enterprise-grade APIs and a SaaS solution. Our product suite is powered by Ekata Identity Engine, the first and only cross-border identity engine of its kind. It uses complex machine learning algorithms across the five consumer attributes of email, phone, name, physical address, and IP to derive unique data links and features from billions of real-time transactions within our customer network and the globally sourced data of our graph. Businesses around the world including Alipay, Stripe, Airbnb, and Microsoft leverage our solutions to approve more good transactions, reduce friction, and find fraud. 

As we embark on our next phase of growth, we are seeking a Senior Sales Development/Business Development Rep (SDR/BRD) to serve as a founding member and assist in the creation, development, and management of our first team of sales and business development representatives. This team will be made up of driven individuals, early in their careers and seeking a path to becoming Account Executives or Partner Managers within our company. The Business Development team is one of the first interactions our prospective customers have with Ekata and the SDR/BDR program will be a key driver of our ongoing success. If you have proven success overachieving your KPI’s and goals as an SDR or BDR, a desire to help build the team and enact scalable processes, as well as have a passion for coaching, mentoring, and inspiring people, this is the role for you!

The Senior SDR/BDR Role Has Three Mandates For The Sales Team:

Outbound Business Development Reps at Ekata will run highly targeted prospecting campaigns at assigned targeted and named accounts. This group is a highly operational team that proactively calls into net-new and existing accounts and educates those who have never heard of Ekata about how they can innovate their identity verification and fraud prevention strategy.

  • Be a founding member of our outbound Business Development team. Assist leadership as we hire, train, retain, and promote the future AEs & leaders of Ekata.
  • Help build predictable, scalable, repeatable, and effective outbound prospecting playbooks to help drive our growth as an organization.
  • Fuel the pipeline growth of Ekata in North America by finding qualified opportunities over the phone, email, and social interaction.

These three objectives are crucial in scaling the sales organization and providing a predictable revenue and profit stream.

In the Senior Sales Development Representative role you will:

  • Research targeted accounts and execute outbound playbooks at scale, setting up qualified new business opportunities for our Enterprise and Strategic Account Executives.
  • Strategically and creatively map target accounts, finding the best way into the organization while securing executive and project sponsorship.
  • Help create, improve and oversee usage of standard playbooks and outreach cadences developing a set of best practices and techniques
  • Use data to identify and make improvements in process, efficiency, enablement, and productivity.
  • Track and communicate weekly goals to team and leadership to drive consistent performance week over week.
  • Deliver on meetings set and opportunities generated, as well as report on all weekly, monthly, and quarterly KPIs and performance.
  • Proactively identify and launch initiatives to drive new business development growth and operational excellence.
  • Mentor and coach junior members of the SDR team, assisting them in their personal career growth and skills development
  • Achieve quarterly and annual pipeline and revenue targets.
  • Work with marketing and sales ops to ensure thorough follow up on leads.
  • Work closely with sales managers and account executives to ensure proper alignment on opportunity quality, and follow-up on handoffs.
  • Maintain impeccable data quality and SalesForce CRM hygiene
  • Have a maniacal focus on outcomes and impact. Closely monitor metrics – everything from dials per day, conversion rates to opportunities, hand-off to sales, and close rates – with the aim to increase BDR productivity, contribution to pipeline, and bookings.

Our ideal Senior Sales Development Representative will have:

  • Proven track record of success – demonstrable experience as an SDR or BDR with phone experience for at least two years with clear goals and KPI achievement for a sales organization.
  • Builder mentality- ability and interest in developing new processes while serving as a founding member of the team
  • Strategic thinker – able to research and understand the ideal Ekata client profile and become an expert on Ekata’s competitive landscape.
  • Team player – you inspire others around you through your effort and ability to play a team game. At Ekata sales is a team sport with collaboration required across many departments
  • Data-driven – you are driven by numbers and are constantly finding ways to improve productivity, efficiency, and contribution to the business
  • Natural leader – you have a passion for mentoring and coaching a team to success, inspire confidence, and lead by example.
  • Results-driven work ethic with measurable results in fast-paced environments.
  • 2+ years in a fast-growing startup SaaS environment is a plus.
  • Experience using Salesforce, Outreach, ZoomInfo, Gong/Chorus and other prospecting tools
  • Strong process and analytical skills to identify inefficiencies and create improvements

Unwavering in our pursuit of standardizing global identity data, we are approachable, real people that genuinely care about the success of those we partner with. With a commitment to service, innovation, and ownership, Ekata is a dynamic place to work for folks who want to make an impact on a global scale. We provide learning & development opportunities for each employee and promote work-life flexibility through self-managed time off. Headquartered in downtown Seattle, Ekata is growing internationally with offices in Budapest, Amsterdam, and Singapore.

To learn more about the experience of working at Ekata, visit: https://ekata.com/careers/.

Ekata prides itself on celebrating diversity, inclusivity, and being an equal-opportunity employer.

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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
    • PythonLanguages
    • ScalaLanguages
    • SqlLanguages
    • CatsLibraries
    • ShapelessLibraries
    • SparkFrameworks
    • AkkaFrameworks
    • PostgreSQLDatabases
    • RedisDatabases
    • DynamoDBDatabases
    • RedshiftDatabases
    • ElasticsearchDatabases
    • SolrDatabases
    • IllustratorDesign
    • PhotoshopDesign
    • ConfluenceManagement
    • JIRAManagement
    • SmartsheetManagement
    • WordpressCMS
    • SalesforceCRM

Location

We’re located in the heart of Downtown Seattle, in the Rainier Tower, just steps away from public transportation, restaurants, and businesses.

An Insider's view of Ekata

How do you collaborate with other teams in the company?

I run two analytics teams at Ekata, one ensuring the quality of our data, the other proving value to customers. These lead me to work closely with almost every team, from engineering and infrastructure, to product and sales. What always impresses me here is everyone's willingness, whether executive or intern, to jump in and solve problems together.

Trevor

Director, Solutions Architecture

How has your career grown since starting at the company?

By leaps and bounds…I started out in a sales role, then a Team Lead, managed a team of SDRs, and am now a Sales Manager working with a team of driven and intelligent individuals--all within a 4-year timeframe. It’s been challenging and fun all at the same time and now I’m looking forward to the next chapter which encompasses helping my team thrive.

James

Director, Mid-Market Sales

How do you make yourself accessible to the rest of the team?

It may sound simple but it’s just honesty and respect for one another, and I try to lead by example. I do this through regular 1:1s with all team members where they run the agenda. Beyond formal 1:1s we utilize our open office layout to encourage drive-bys, open discussions and debates. We leverage technologies to create real-time communication.

Beth

VP, Global Marketing

How does the company support your career growth?

When I started at Ekata as an Account Manager, my team has always taken a personal interest in understanding my career goals. During my time with the team, I was promoted to Sr. Account Manager and recently moved to our Enterprise Sales Team. Ekata truly listens to their employees to ensure they feel supported in whatever career path they pursue.

Angel

Enterprise Account Executive

What are Ekata Perks + Benefits

Ekata Benefits Overview

We believe in the importance of investing back in our team. We have a fully stocked kitchen, weekly events, self managed paid time off, onsite massages, and an annual learning and development budget. Every Friday, we host an event in our office to celebrate our milestones and successes.

Culture
Volunteer in local community
Partners with Nonprofits
Friends outside of work
Eat lunch together
Intracompany committees
Daily stand up
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Pair programming
Open office floor plan
Diversity
Documented equal pay policy
Highly diverse management team
Unconscious bias training
Mean gender pay gap below 10%
Diversity Employee Resource Groups
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Wellness Programs
Retirement & Stock Options Benefits
401(K)
Company Equity
Match charitable contributions
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
Family Medical Leave
Company sponsored family events
Ekata sponsors a family oriented event annually.
Vacation & Time Off Benefits
Unlimited Vacation Policy
Generous PTO
Paid Holidays
Paid Sick Days
Perks & Discounts
Beer on Tap
Casual Dress
Commuter Benefits
Company Outings
Ekata hosts company outings annually.
Stocked Kitchen
Some Meals Provided
Happy Hours
Recreational Clubs
Professional Development Benefits
Job Training & Conferences
Ekata offers employees professional development opportunities like an annual individual budget for training, onsite training courses, and the ability to attend job related conferences and seminars.
Tuition Reimbursement
Diversity Program
Lunch and learns
Cross functional training encouraged
Promote from within
Customized development tracks
Paid industry certifications
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