Sales Development Representatives (SDRs)

Job description

# Sales Development Representative The title is SDR but we are looking for driven individuals who want to help us sell Heron into our existing and new industry vertical, whether you have past sales experience or not. The focus of the role will be traditional outbound sales, but can also include a range of go-to-market (GTM) activities like marketing and partnerships - whatever it takes to grow pipeline. You'll get to work alongside Heron's co-founders and other experienced, proven sellers and learn directly from them. This role is an amazing way to break into software sales and progress into an Account Executive or a similar role in the future. No prior full-time experience required: if you come from a commercial background - or have a track record of being seriously competitive at anything - and want to play a meaningful role in the growth of a fast-moving company, we'd love to hear from you. Hear about the role from Chase - one of our SDR’s [here](https://www.linkedin.com/posts/heron-data_startupjobs-hiring-sales-activity-7484993041989099520-K34O?utm_source=share&utm_medium=member_desktop&rcm=ACoAADAdtsMBEC57xyRlD12OFSZV2otuJZC0i40). *Note: this is a sales role, so if you're applying, don't just send us your CV. Get creative and sell us on you!* **The opportunity** - **Huge untapped revenue potential**: Heron is growing quickly despite historically under-investing in sales. We now serve 190+ customers and are growing faster than ever. You will help lead the charge as we continue to grow, and share in that growth by earning commission on sales that you source. - **Personal growth opportunities**: as we grow, we're able to offer Herons larger and different opportunities. Looking at the SDRs we've hired before: one is now a senior seller, and another works in sales while also leading go-to-market efforts across marketing and partnerships. Depending on your ambitions, this role could develop in many ways. - **An environment where you can do your best work**: it's a cliché, but we truly believe it. Underpinning our rapid growth is a lean, scrappy and committed team of ~60 across New York and London. We have a very flat structure where you'll work directly with our founders and other leaders in the company every day. For someone early in their career in tech, it's an unmatched opportunity to join an established, but still small and fast-growing startup. ## **What You'll Do** This is a hands-on role focused on growing revenue and bringing in new customers. Examples of what you might do: - Prospect, qualify, and book demos with new customers via email, LinkedIn, cold call, in-person and other outbound channels - Support and eventually lead customer demos and trials, from initial setup through to handoff or close - Follow up diligently after calls and demos - whether that's sending recaps, chasing next steps, or coordinating internal follow-ups - Track pipeline progress and share learnings with the team to improve our go-to-market approach - Experiment with other go-to-market approaches, including paid marketing, partnerships, and anything else that might help us drive pipeline and revenue ## **What We're Looking For** Ultimately we want motivated and ambitious individuals who: 1. Want to sell 2. Don’t have a ton of sales experience already 3. Want to work in a fast-paced impact-focused environment **What kind of person could this be?** - **Entrepreneurial recent graduate** - maybe without much formal or full-time experience, but demonstrated sales acumen and ability to hustle in other contexts (e.g. student businesses, side projects, internships, competing at a high level in sport) - **Commercial generalist** in a startup or professional services/consulting with some exposure to sales or customer work - now looking to double down on a sales and growth role - **Anyone else** who fits the above criteria **Regardless of specific background, our ideal hire will be:** - **Execution-focused**: you move fast, follow through, and get things done without a lot of hand-holding - **Commercially sharp**: you understand what makes a customer tick and enjoy the challenge of selling into a new market - **Clear communicator**: you're direct, thoughtful, and good at tailoring your message to your audience - **Curious and coachable**: you're hungry to learn, ask good questions, and improve every week Above all else, we value people who want to make an impact in their work. Here are some of the behaviours that we expect of all Herons: - **Scrappy and creative**: when faced with an obstacle, you will either overcome it by pure determination (i.e., by hand), or find an unconventional approach or 'hack' to navigate it. - **Persistent**: you may not always find the right answer or person immediately, but you're motivated to keep on trying until you do so. You'll go the extra mile - including Flying to Gainesville - if that's what it takes. - **Pilot not passenger**: at a fast-growing company like Heron we need people who jump on opportunities unprompted and drive them to a great outcome, rather than folks who wait to be told what to do. - **Excited to work in a fast-paced, high-growth, team-based environment**: we aim to move quickly and decisively, but together. You'll be a great team player and do what it takes for the team to succeed. ## **What You Can Expect as a Heron** - Competitive compensation, including commission and equity (note that the upper end of the salary range advertised includes commission) - Based full-time and in-person in our NYC office, with frequenr travel to customers (across the country) and approximately annual company retreats - Your choice of top-of-the-line equipment to fit out your desk in our office - Competitive benefits package: health, dental, vision with partial coverage for dependents; 401K; uncapped PTO; parental leave - Free mental health support via Spill - on-demand access to therapy - Weekly company lunches and breakfasts - Applicants from any background and gender are welcome and we have a zero tolerance policy on discrimination ## **About the interview** 1. 1 or 2 initial 'get to know you' conversations 2. Sales Interview - a task which roughly represents the work we would expect from you 3. Team interviews - 2-3 hours in-person, mix of skills-based and behavioral interviews 4. References ## **About Heron Data** We are [Heron Data](https://www.herondata.io/), a Series A stage company based in New York and London. - At Heron, we use the latest advances in AI and LLMs to eliminate the underwriting tax on small businesses and help SMBs get access to financial services. Our software handles emails, analyzes attachments, and takes actions like updating CRMs or requesting more info to execute workflows end-to-end for our customers. We serve a range of businesses, including some of the world's largest fintechs, banks, specialty finance companies and commercial insurers. - Our largest product automates underwriting for small business lenders and other specialty finance companies. We eliminate cumbersome manual processes and enable our customers to provide their services with much greater speed, precision, and fairness. - We are a rapidly growing company with 190+ customers in financial services and beyond who trust us to be embedded in critical processes - without us, their businesses stop. We analyse hundreds of thousands of documents and over 20 million individual bank transactions every day for our customers. We continue to grow into more segments and workflows and we think there's much more we can do! - We are a lean, scrappy and committed team with a flat structure and collaborative culture. Our team brings together a wealth of experience from great tech companies including Facebook, Spotify, Revolut and many other startups from around the world. - With team members from five different continents, we embrace multiculturalism and diversity. From company events to everyday interactions, we make sure everyone feels welcome and accommodate all cultural and dietary requirements. - Since our launch in September 2020, at the end of the S20 batch, we've experienced a lot of growth! Today, we have $13M in ARR. Read more about our mission [here](https://www.herondata.io/about).