Criteria Corp

Sales Development Rep

• Conducting strategic account research to identify key decision-makers and business challenges.
• Utilizing a multi-channel approach to engage and nurture potential customers, ensuring a seamless transition of Sales Qualified Leads (SQLs) to Sales Executives.
• Promptly addressing prospect inquiries and effectively communicating Criteria’s solutions for their hiring challenges.
• Achieving key performance indicators related to outbound activity and SQL generation.
• Ensuring the integrity of data management and providing actionable market insights to the sales and marketing teams.
• Maintaining a thorough understanding of Criteria’s product offerings to articulate their value proposition.
• Following established lead management protocols and engaging in continuous learning.
• Leveraging intent data to proactively target organizations with active buying signals and support Sales Executives with additional lead generation initiatives.

Sales Development Representative

Account Executive

• Own renewal and expansion outcomes for a defined portfolio of mid-market customers, achieving quarterly and annual GRR/NRR targets.
• Identify whitespace opportunities and lead commercial conversations around product expansions such as IIQ, Develop, or multiyear upgrades.
• Collaborate with Customer Success to align on customer health, usage trends, and risk mitigation plans.
• Execute renewal playbooks and manage all aspects of pricing, packaging, and negotiation in partnership with Legal and Finance.
• Maintain accurate pipeline hygiene, renewal forecasts, and opportunity management in Salesforce.
• Lead value-focused discussions with decision makers and champions to reinforce ROI and justify expansion.
• Provide customer insights and competitive feedback to help evolve go-to-market strategy and product positioning.

Sales Development Representative

Mid-Market Customer Account Executive