Business Development Representative

About Thentia  

Thentia is a fast-growing, venture capital-backed software as a service (SaaS) company that is emerging as a world leader in government technology with a platform that is transforming and modernizing how regulatory organizations are conducting business. As a company of builders, thinkers, and owners, Thentia gives employees the opportunity to create amazing solutions, showcase their talents, and benefit from our shared success as we scale up in the U.S., Canadian, and global markets. Our solutions directly impact public trust and regulatory integrity, helping regulators and agencies meet 21st century standards by leveraging predictive analytics, Big Data, AI, and other innovative capabilities.  

About this Role

Thentia's go-to-market team is on the hunt for a high energy, results oriented Business Development Representative ready to hit the ground running and turbocharge our growth trajectory. Reporting to the Head of Revenue, you’ll collaborate with Revenue and Marketing teams. The successful candidate demonstrates a deep understanding of the sales process, excels in lead research, and thrives on initiating relationships. Proficiency in Salesforce and Pardot, alongside a penchant for high-volume outbound calls, is essential. You bring contagious energy, tenacity, and a solution-oriented attitude to drive Thentia's business development efforts forward. You’ll be eligible for quarterly incentive bonuses and annually to receive ‘President’s Club’ status for exceeding performance targets.

Responsibilities

• Actively seek out and engage with new leads by phone/cold calling, email, and LinkedIn to attract new customers to Thentia, explaining the value of the Thentia Cloud platform in a manner that aligns with our business objectives to significantly expand pipeline generation for the business.
• Work in lockstep with Marketing team to target specific campaigns and utilize pre-approved lists for sales prospecting.
• Develop and maintain a robust sales pipeline, ensuring timely follow-ups and progression through the sales cycle, and provide regular updates on pipeline status and prospect interactions.
• Represent Thentia’s product and services, starting with a comprehensive understanding and leading to consumer research to identify how our platform meet the evolving needs of the public sector/regulatory arena.
• Research leads to better convey how Thentia can help them, personalizing outreach messaging and pre-qualify new opportunities by assessing mutual interest and purchasing power.
• Efficiently navigate through a substantial database of Marketing Qualified Leads (MQLs), actively working to advance them towards the sales phase, with the goal of achieving an MQL:SQL conversation rate target of >25% and an SQL: Won rate of >20-25%.
• Develop and run pipeline activity against assigned quotas, ensuring targets are met and exceeded. You will have specific metrics that determine performance. You can expect daily, weekly, and monthly KPIs in this role.
• Ensure impeccable CRM hygiene and use tools provided by Marketing to measure and track performance.
• Effectively use Salesforce, Outreach, LinkedIn Sales Navigator, Pardot, and other sales tools to track engagement with prospective buyers.
• Serve as a prominent advocate of marketing campaigns/programs, synergizing efforts to consistently foster interest and participation in our virtual and in-person events, alongside other content assets.
• Set up meetings or calls between (prospective) customers and sales executives.
• Act as a Thentia ambassador at marketing events hosted by Thentia and Partners, passionately engaging with prospects and diligently prequalifying potential leads to support the territory account executives' endeavors.
• Work collaboratively with the sales team, sharing insights and coordinating efforts for maximum success, and attend regular sales meetings, actively contributing to team discussions.
• Provide regular data-centric updates to Head of Revenue and VP, Marketing with weekly, monthly, and quarterly results.

Qualifications

• Minimum 1 years of proven Hunter Salesperson experience in the technology industry or related sector.
• Prior history serving SLED, Reseller, ISV (Independent Software Vendor), Public Sector, Regulatory and/or Government Agency clients considered an asset.
• Demonstrated history of consistently meeting or exceeding sales targets and fostering strong relationships.
• Strong prospecting and cold-calling skills, and excellent communication and presentation skills.
• Results-oriented, self-motivated, and driven to success.
• Proficiency with Salesforce, LinkedIn, Pardot, Outreach, and other outbound tools for effective sales pipeline management.