Lead Generation - Outbound Business Representative at Sumo Logic
Redwood City, CA, US
At Sumo Logic we are building the Next Generation Log Management and Analytics solution with the mission of democratizing machine data --- delivered as a cloud-based service.

We have 1500+ enterprise customers with $160.5M in funding from the world's leading investors (Accel, Greylock, Sequoia, Sutter Hill, and DFJ Growth), and we are reshaping the Big Data landscape with its cloud-based machine data analytics platform with an All-Star team. in 2016, we nearly doubled our bottom line revenues QoQ and are geared up to do even better in 2017.

Our Outbound Business Representatives (OBRs) are a key part of a Regional Sales team consisting of a Sales Manager and Mid-Market or Enterprise Account Executives. You will support all levels of the sales organization by finding new revenue opportunities that add to the total pipeline. You will foster relationships with Account Executives, Regional Sales Managers and potential future customers.

What makes an OBR successful? We are a team of intuitive, passionate hunters looking for green-field opportunities within potential customers. And we like to have fun.

This role has the opportunity to grow into a full sales cycle position within 12-18 months.

Job Responsibilities:

Prospect and generate leads with companies throughout the United States.
Leverage a modern lead generation tool stack, including Discover.org, Linkedin, ZoomInfo and Outreach.
Collaborate closely with Regional Sales Managers and Corporate Account Executives to establish a territory "plan-of-attack", including target companies, target prospects, and messaging/talk-tracks.
Set up new meetings to hand off to our Regional Sales Manager and Mid-Market/Enterprise Account Executive teams.
Learn, leverage, and help evolve our demand generation process.
Qualify opportunities and handle objections.
Participate in regular training & informational sessions.
Achieve or exceed monthly quotas of Qualified Opportunities and Closed Business
Conduct high-level conversations with Senior Executives in Target and Prospect Accounts
Create, prioritize, and qualify strategic target account lists within a defined territory
Research and build new and existing accounts (i.e. adding contacts, sending regular emails, coordinating strategic discovery meetings)
Desired Qualifications, Skills, and Experience:

History of quota over-achievement
Thrive in a fast-paced, high-growth, rapidly changing environment
Bachelor’s degree
Previous experience in a lead generation role a plus
SaaS experience a plus

This role is for talent looking to continue their career in sales. If you are naturally curious, a strong communicator, and have a hunger to learn, Sumo Logic is the place for you to launch your sales career! We offer our OBRs multiple career paths/opportunities in various lines of business at Sumo Logic.gree