Sales Development Representative

Factor A/E is aSaaS platform that connects people, projects, andinvoicing forfirms in the architecture and engineering (A/E) industry.

Factor’s practice managementsoftwarehas solved workflow inefficiencies for over 5 years andhasbuilt a strong client base of hundreds ofA&Efirms. Despite our growth, Factorstilloperatesas afast paced/close-knit team to continue enhancing the app, marketing new features, and onboarding new customers. Wereinforce a hybrid work culture between our officeindowntown Fort Wayne, IN where our teamworks togethermost of theweek,while offeringflexible work-from-home and paid-time-off policies.

This is an ideal position for somebodyseekingahigh-techand fast-pacedenvironmentthatprovidesthe opportunity to build new skillsets torapidlygrow your career.

We are looking for a qualified Sales Development Representative (SDR) to find and screen architecture and engineering firms that can leverage Factor to improve their day-to-day project management workflows. As the first line of communication with a prospect, the ideal SDR has a strong understanding of the sales process (selling on value to a client rather than push features) and excels at researching leads, starting new relationships, and setting up sales closers for success.

The SDR is a quick learner with an interest in technology that can quickly analyze motivations for using our product and showcase the features that will suit those needs.

• Conduct high-volume outbound prospecting (cold calls, emails, social selling) to identify and qualify leads for the sales team.
• Leverage Factor’s deep database of previous inbound leads to craft thoughtful messaging to spark engagement with potential clients.
• Research architecture and engineering firms and contacts within those firms to open lines of communication and assess needs.
• Diagnose client problems and pain points to demonstrate Factor’s specific value for their firm.
• Qualify leads to ensure fit with product and schedule demos for our AEs.
• Become a product expert to talk to the software and highlight features that apply to customer needs.
• Develop and execute outreach cadences to engage prospects, educate them on our solutions, and set qualified meetings for Account Executives.
• Conduct follow-ups to nurture interested firms to maintain a pipeline of warm contacts.
• Use Factor’s CRM (Hubspot) to report on current pipeline, past activity, and future action plans on a daily and weekly basis.
• Collaborate with marketing and sales leadership to assess trends, improve messaging, and work towards weekly/monthly/quarterly KPIs.

• 1+ year of experience in a sales development, business development, or lead generation role.
• Ability to commute to the Fort Wayne office 3 days a week.

• Strong drive, grit, and a competitive mindset with a desire to win.
• Self-motivated with a diligent work ethic and ability to build strong relationships.
• Excellent written and verbal communication skills.
• Coachable; willing to quickly apply feedback.
• Curious and growth motivated: eager to take on new responsibilities and adopt new skillsets to hit goals and grow your career.
• Direct path to an Account Executive role through goal attainment.
• Eager to leverage AI to increase day-to-day efficiency.

• Success hitting outbound pipeline generation metrics (meetings set/held, deals closed, etc.) through cold-calling leads and qualifying to schedule follow-up action.
• Experience using multi-touch approaches to reaching leads and starting conversations (social, email, calls).
• Success demonstrating value to customers based on expressed need and pain points.
• Understanding and/or practice of account-based marketing principles with marketing support.

• Experience with modern office tools for communication, documentation, and collaboration.
• Experience with CRM software to track, organize, and report on leads.
• Success leveraging AI platforms for coaching and messaging refinement.

• Previous experience selling business products or subscription services, specifically in SaaS (software as a service) business(es).