Sales Development Representative

Vacancy Name

Sales Development Representative

Vacancy ID

VN2961

Location

USA - California

Created Date

11/18/2025 9:27 PM

Description

To drive new business logo acquisition by qualifying and setting an agreed upon number of weekly appointments for the sales team. To actively promote Achilles' value proposition to develop a sustainable pipeline with mid and long-term sales prospects. Work with the President Sales to achieve setting the agreed upon weekly number of appointments.

Key Responsibilities

PIPELINE DEVELOPMENT

• Prospect to secure appointments.

• Establish relationships with new prospects in order to create new opportunities.

• Determine needs in line with Achilles offer.

• Present Achilles' products & services to match customer needs.

• Handle customer objections as part of sales process.

• Accurately maintain CRM record of Sales Activity.

MARKET INTELLIGENCE

• Identify specific target accounts from agreed upon vertical markets.

• Maintain market intelligence to identify prospective customers and understand competitors and differentiators.

PROCESS

• Follow Achilles commercial governance framework.

• Operate within the confines of new sales and product plans, to sell products which are profitable, deliverable and supportable by Achilles without excessive customisation or bespoke development.

Qualifications

• No mandatory qualifications required

Person Specification

ORGANIZATION

• Plans and structures own work in order to achieve agreed weekly objectives.

• Thinks carefully about how to make the best use of their time.

• Balances quality standards with the need to meet deadlines.

• Focuses on performance outcomes despite uncertain or difficult circumstances.

DRIVE & MOTIVATION

• Act as an ambassador for the organization.

• Act as a role model for their positive attitude, their passion for and commitment to Achilles.

• Able to motivate both themselves and others through prolonged periods of pressure or uncertainty.

• Inspire others with their drive, enthusiasm and energy.

• Addresses multiple demands without losing focus or energy.

• Increases efforts in the face of difficulties or obstacles and recovers quickly after setbacks.

• Remains calm and focused during stressful or challenging situations; concentrates only on what they can control or influence.

INFLUENCING

• Have a firm grasp of organizational politics within customers' organizations and manages these effectively to gain positive results for Achilles.

CUSTOMER FOCUS

• Show a clear understanding of the different prospects and their needs.

• Work collaboratively with prospects to establish expectations and needs.

• Treat all customers as individuals and take pride in delivering a personalised, high-quality service.

ACHIEVING RESULTS

• Deliver results and meet weekly appointment goals.

• Be accountable for your quota.

PERSONAL DEVELOPMENT

• Responds constructively to both negative and positive feedback; uses both to improve overall performance.

• Recognises own strengths and limitations and plays to their strengths.

• Sets personal development objectives which help them perform their current role to greater effect.

• Thinks beyond technical knowledge and skills when planning personal development.

Knowledge

• Lead generation.

• Understanding of market segments.

• Presentation skills and sales skills via the telephone.

• Research techniques.

• Networking.

• Complex questioning and needs analysis.

Experience

• Demonstrable track record of managing company opportunities with ACV values $250k +

• Experience acting as a trusted advisor with senior executives

• Some experience engaging with Procurement, Risk, Legal and Compliance professionals

• Track record of achieving appointment setting targets

• 5+ years enterprise sales development appointment setting experience, preferably with both SME and large corporates

ORGANIZATION

• Plans and structures own work in order to achieve agreed weekly objectives

• Thinks carefully about how to make the best use of their time

• Balances quality standards with the need to meet deadlines

• Focuses on performance outcomes despite uncertain or difficult circumstances

DRIVE & MOTIVATION

• Act as an ambassador for the organization

• Act as a role model for their positive attitude, their passion for and commitment to Achilles

• Able to motivate both themselves and others through prolonged periods of pressure or uncertainty

• Inspire others with their drive, enthusiasm and energy

• Addresses multiple demands without losing focus or energy

• Increases efforts in the face of difficulties or obstacles and recovers quickly after setbacks

• Remains calm and focused during stressful or challenging situations; concentrates only on what they can control or influence

INFLUENCING

• Have a firm grasp of organizational politics within customers' organizations and manages these effectively to gain positive results for Achilles

CUSTOMER FOCUS

• Show a clear understanding of the different prospects and their needs

• Work collaboratively with prospects to establish expectations and needs

• Treat all customers as individuals and take pride in delivering a personalised, high-quality service

ACHIEVING RESULTS

• Deliver results and meet weekly appointment goals

• Be accountable for your quota

PERSONAL DEVELOPMENT

• Responds constructively to both negative and positive feedback; uses both to improve overall performance

• Recognises own strengths and limitations and plays to their strengths

• Sets personal development objectives which help them perform their current role to greater effect

• Thinks beyond technical knowledge and skills when planning personal development

Knowledge

• Lead generation

• Understanding of market segments

• Presentation skills and sales skills via the telephone

• Research techniques

• Networking

• Complex questioning and needs analysis

Experience

• Demonstrable track record of managing company opportunities with ACV values $250k +

• Experience acting as a trusted advisor with senior executives

• Some experience engaging with Procurement, Risk, Legal and Compliance professionals

• Track record of achieving appointment setting targets

• 5+ years enterprise sales development appointment setting experience, preferably with both SME and large corporates

ORGANIZATION

• Plans and structures own work in order to achieve agreed weekly objectives

• Thinks carefully about how to make the best use of their time

• Balances quality standards with the need to meet deadlines

• Focuses on performance outcomes despite uncertain or difficult circumstances

DRIVE & MOTIVATION

• Act as an ambassador for the organization

• Act as a role model for their positive attitude, their passion for and commitment to Achilles

• Able to motivate both themselves and others through prolonged periods of pressure or uncertainty

• Inspire others with their drive, enthusiasm and energy

• Addresses multiple demands without losing focus or energy

• Increases efforts in the face of difficulties or obstacles and recovers quickly after setbacks

• Remains calm and focused during stressful or challenging situations; concentrates only on what they can control or influence

INFLUENCING

• Have a firm grasp of organizational politics within customers' organizations and manages these effectively to gain positive results for Achilles

CUSTOMER FOCUS

• Show a clear understanding of the different prospects and their needs

• Work collaboratively with prospects to establish expectations and needs

• Treat all customers as individuals and take pride in delivering a personalised, high-quality service

ACHIEVING RESULTS

• Deliver results and meet weekly appointment goals

• Be accountable for your quota

PERSONAL DEVELOPMENT

• Responds constructively to both negative and positive feedback; uses both to improve overall performance

• Recognises own strengths and limitations and plays to their strengths

• Sets personal development objectives which help them perform their current role to greater effect

• Thinks beyond technical knowledge and skills when planning personal development

Knowledge

• Lead generation

• Understanding of market segments

• Presentation skills and sales skills via the telephone

• Research techniques

• Networking

• Complex questioning and needs analysis

Experience

• Demonstrable track record of managing company opportunities with ACV values $250k +

• Experience acting as a trusted advisor with senior executives

• Some experience engaging with Procurement, Risk, Legal and Compliance professionals

• Track record of achieving appointment setting targets

• 5+ years enterprise sales development appointment setting experience, preferably with both SME and large corporates

We welcome applications from people of all backgrounds. We foster a diverse and inclusive culture that empowers staff to grow and maximise their skills in an environment free from all forms of inequality.

Our benefits packages vary from country to country dependant but we aim to provide flexible and competitive benefits that support individual financial, physical health and mental wellbeing. Some examples include:

• Pension or retirement benefits
• Health insurance cover
• Paid Annual Leave / PTO
• Charity / Volunteering Day
• Family friendly policies
• Flexible working practices (dependent upon role and location)
• Health & Wellbeing initiatives

When you apply for a role with Achilles, we collect and process your personal data as described in out recruitment privacy notice