Inside Sales Lead

Growth & Alliances

USA - Remote - Maryland

About the job

The Inside Sales Lead is responsible for lead generation, nurturing, qualification, and origination of qualified opportunities in the Merkle sales pipeline. This individual will work closely with the Growth Officer, Marketing, and Enterprise Sales Leads to drive incremental, net new pipeline for the organization against a set of targeted prospects in the verticals we serve. The individual will also support the qualification of inbound leads from events, marketing promotions, and Merkle thought leadership campaigns. This role is ideal for a highly motivated, quick learner who can operate independently to help lead sales efforts at the top of the Merkle pipeline. This role will require the candidate to be well versed on the capabilities they represent and able to identify cross-sell within other capabilities within the company. A dynamic personality with a competitive spirit and drive to reach decision-makers is essential.

Key responsibilities:

  • Meet sales quota goals of generating new qualified opportunities and prospect engagements
  • Develop and execute high-volume lead generation campaigns specific to Merkle’s services and assigned accounts
  • Originating and responding to new logo opportunities via an established lead management process
  • The ability to qualify opportunities and align prospect needs to Merkle’s capabilities
  • Working with Sales Growth Officers and Enterprise Sales Leaders to drive new logo revenue
  • Drive prospect and client engagements in support of Merkle’s thought leadership and events
  • Ensure accuracy and timeliness of the established Salesforce processes for prospects and opportunities 
  • Work closely with Marketing to ensure the availability of suitable collaterals for offerings
  • A solid ability to build relationships, immediately and over time, with economic buyers, decision-makers, operators, and influencers across large, complex enterprise organizations
  • A solid ability to build internal relationships with key stakeholders and business partners
  • Analyzes customer business goals, objectives, needs, processes, and existing capabilities
  • Applies business outcome-based sales principles and demonstrates relevant and transferable company experience in developing, leading, and executing lead-generation campaigns
  • Understand the prospect and client decision-making process and organizational map
  • Establishes trusted relationships with senior executive buyers and other client executives to originate new opportunities to position our capabilities
  • Develops and maintains an accurate, high-quality pipeline that’s aligned with our company’s sales process
  • Travel

Qualifications

  • Bachelor’s degree from an accredited college/university.
  • 5 years of consultative sales experience in marketing technology and agency services
  • Experience originating and qualifying extensive, complex sales opportunities
  • Knowledge and understanding of the database marketing and agency marketplace
  • Knowledge and an understanding of the marketing cloud and ad-tech marketplace
  • Ability to propose solid solutions to meet customer requirements
  • Must have solid knowledge of Marketing Technology, Data and Analytics, and Digital Agency
  • Experience in or more of the following verticals: Financial Services, Insurance, Travel, Media, Entertainment, Non-Profit, High Tech or Retail will be an added advantage
  • Strong ability and desire to prospect and nurture relationships of account decision-makers
  • History of success working within an individual and team environment
  • Must have a history of quota attainment
  • Deep general business knowledge and acumen
  • Innovative and creative
  • Viewed as well-connected and networked
  • Exceptional communication and presentation skills
  • Ability to lead through influence over authority
  • Strong collaboration capabilities are critical to this role

The anticipated salary range for this position is ($78,000-$126,500). Additionally, this position is eligible for commission following the terms of the company's plan in effect at the time the commission is earned. The company's commission plans are subject to change.Actual salary will be based on a variety of factors including relevant experience, knowledge, skills and other factors permitted by law. A range of medical, dental, vision, 401(k) matching, paid time off, and/or other benefits also are available. For more information regarding dentsu benefits, please visit dentsubenefitsplus.com 

#LI-AW1 #LI-Remote #LI-Hybrid

Beware of Job Scams

We are aware of several scams targeting job seekers and candidates. Please be vigilant. All communication throughout the recruitment process will be from an official member of the dentsu recruitment team, using corporate email addresses (e.g., @dentsu.com or @merkle.com). We will never ask you to send money or vouchers to secure employment. If you suspect you have been a victim of a scam, please report the incident to your bank, local police, or fraud protection authority immediately. Additionally, you can report the scam to us at jobfraud@dentsu.com so we can take appropriate action to request the website is taken down. Please note that Merkle and dentsu are not responsible for any losses incurred as a result of these scams. We advise all individuals to exercise caution and verify the authenticity of any job offers or communications received.