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Corporate (Mid-Market) BDR



Sydney, NSW, Australia
Posted on Thursday, April 11, 2024

As a Corporate Outbound Business Development Representative at Asana, your role is to generate pipeline for Asana’s mid market customer segment by targeting new contacts and departments to educate them on the value of Asana and initiating new sales opportunities. As Asana’s first point of contact, you play a key role expanding the Asana brand across new lines of business and building momentum within existing teams for strategic sales motions.

BDRs who establish high performance and are strong representations of the Asana’s Core Values will have potential for new challenges and career advancement within sales.

This role is based in our Sydney office with an office-centric hybrid schedule. The standard in-office days are Tuesday, Wednesday and Thursday. Most Asanas have the option to work from home on Mondays. Working from home on Fridays depends on the type of work you do and the teams with which you partner. If you're interviewing for this role, your recruiter will share more about the in-office requirements.

What you’ll achieve

  • Generate pipeline for mid-market account executives by researching target customer accounts and creating customised messaging leveraging Asana use cases and industry trends across new lines of business to drive qualified opportunities and wall-to-wall account expansion.
  • Leverage multi-channel outbound prospecting approach (calls, emails, social), team sequences, templates and messaging to help build a repeatable process. Proactively implement new processes.
  • Cultivate value-driven conversations to multiple director level personas across multiple departments and consistently create compelling messaging and events to achieve meeting goals.
  • Partner with mid market AEs to develop a territory plan based on customer usage and account tier scoring to drive the highest ARR and understand where to leverage customised vs scaled approaches to optimise SQO production. Adhere to SDR/AE Handoff process.
  • Update activity metrics, meetings, SQO and pipeline on a weekly basis. Proactively identifies gaps between prospecting inputs (calls, emails, social selling,tasks and messaging) and outputs (meetings, SQO’s and Pipeline).
  • Effectively executes on high-impact trials and MQLs, meeting SLA and conversion metrics. Follow up on events and webinars, as well as attend local marketing conferences and events.
  • Understands Asana use-cases, relevant workflows/processes, and ways that Asana can deliver value. Comfortable differentiating Asana from the competition

About you

  • Minimum of 6 months - 1 year sales development experience (inbound or outbound)
  • Familiarity with sales tools such as Salesforce, Outreach, ZoomInfo, and LinkedIn Navigator to network with potential customers
  • Ability to qualify prospects and accounts to drive pipeline dollars
  • Ability to implement time management strategy, segmenting time blocks for account research, strategic outreach and scaled Outreach, Mid Market strategy meetings and company meetings.
  • Strong drive to achieve over 100% of quarterly SQO quota and 100%+ YTD quota. This includes equitable distribution of SQO’s across supported AE’s.

What we’ll offer

Our comprehensive compensation package plays a big part in how we recognize you for the impact you have on our path to achieving our mission. We believe that compensation should be reflective of the value you create relative to the market value of your role. To ensure pay is fair and not impacted by biases, we're committed to looking at market value which is why we check ourselves and conduct a yearly pay equity audit.

For this role, the estimated base salary range is between $63,000 AUD - $77,000 AUD. The actual base salary will vary based on various factors, including market and individual qualifications objectively assessed during the interview process. The listed range above is a guideline, and the base salary range for this role may be modified.

In addition to base salary, your compensation package may include additional components such as equity, sales incentive pay (for most sales roles), and benefits. If you're interviewing for this role, speak with your Talent Acquisition Partner to learn more about the total compensation and benefits for this role.

We strive to provide equitable and competitive benefits packages that support our employees worldwide and include:

  • Mental health, wellness & fitness benefits
  • Career coaching & support
  • Inclusive family building benefits
  • Long-term savings or retirement plans
  • In-office culinary options to cater to your dietary preferences

These are just some of the benefits we offer, and benefits may vary based on role, country, and local regulations. If you're interviewing for this role, speak with your Talent Acquisition Partner to learn more about the total compensation and benefits for this role.

About us

Asana helps teams orchestrate their work, from small projects to strategic initiatives. Millions of teams around the world rely on Asana to achieve their most important goals, faster. Asana has been named a Top 10 Best Workplace for 5 years in a row, is Fortune's #1 Best Workplace in the Bay Area, and one of Glassdoor’s and Inc.’s Best Places to Work. After spending more than a year physically distanced, Team Asana is safely and mindfully returning to in-person collaboration, incorporating flexibility that adds hybrid elements to our office-centric culture. With 11+ offices all over the world, we are always looking for individuals who care about building technology that drives positive change in the world and a culture where everyone feels that they belong.

We believe in supporting people to do their best work and thrive, and building a diverse, equitable, and inclusive company is core to our mission. Our goal is to ensure that Asana upholds an inclusive environment where all people feel that they are equally respected and valued, whether they are applying for an open position or working at the company. We provide equal employment opportunities to all applicants without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by law.

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