Sebastian, Sales Development Representative at Everlaw: Advize Career Interview

This interview with a Sales Development Representative at Everlaw reveals a career path beginning with formative consulting experiences in college, leading to valuable startup roles and eventually a focused lead generation position in tech sales.

The role involves cold calling, LinkedIn messaging, and email outreach to book meetings for Account Executives, offering commission-based earnings and valuable experience.

A typical day includes cold calling, administrative tasks, and preparation for future outreach, requiring strong communication, discipline, organization, and a hard-working attitude.

Being an SDR can be exciting, flexible, and full of perks, though overcoming objections and meeting quotas can present challenges.

The industry is exciting because it is constantly advancing, and there are many opporutnities to help clients by working with AI-powered software.

Success in the field requires a balance of intelligence and effort, highlighting the importance of strategic job choices early in a career. The SDR/BDR position is an excellent entry point, serving as a springboard to various sales roles.

A successful career hinges on understanding your strengths, market demand, and personal passions, balancing patience with urgency to explore different opportunities.

The interview underscores that practical experience, particularly in communication and public speaking, is invaluable.

Advizer Information

Name

Job Title

Company

Undergrad

Grad Programs

Majors

Industries

Job Functions

Traits

Sebastian Perez

Sales Development Representative

Everlaw

University of San Diego

Finance

Technology

Sales and Client Management

Scholarship Recipient, Pell Grant Recipient, Took Out Loans, Worked 20+ Hours in School

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Career Path of a Sales Development Representative at Everlaw

Sebastian's career path began with a formative experience in college at the Student International Business Council, which provided opportunities to travel, consult, and present to C-suite executives, a skillset that "set [them] up to be able to, you know, do sales and, and other things later on." Post-graduation, they worked at Tran Global, a finance and accounting executive search firm, where they wore "a lot of different hats" in a startup environment before moving to the Bay Area to pursue tech sales at Everlaw, where they currently generate leads in a more specialized role.

Career Path of a Sales Development Representative at Everlaw

Main Responsibilities Of A Sales Development Representative At Everlaw

As a Sales Development Representative (SDR) at Everlaw, Sebastian's primary responsibility is generating leads for Account Executives (AEs) through cold calling, LinkedIn messaging, and emails, with a heavy emphasis on cold calling, which differs from prior experience where people weren't "receptive to wanting to talk." A key aspect of the role involves booking meetings for AEs and receiving commission for each meeting booked, regardless of whether a sale is ultimately made.

Main Responsibilities Of A Sales Development Representative At Everlaw

A Day In The Life Of A Sales Development Representative At Everlaw

A day in the life of a Sales Development Representative at Everlaw starts with a short commute, utilizing the office kitchen to make breakfast, and then diving into cold calling, supported by "some of the most in-depth training" Sebastian has ever received. After cold calling, the role involves administrative tasks like sending LinkedIn messages and emails, and preparing for the next day's outreach.

A Day In The Life Of A Sales Development Representative At Everlaw

Most Important Skills For A Sales Development Representative At Everlaw

Sebastian, a Sales Development Representative at Everlaw, states that while "communication" is essential in sales, discipline, organization, and a hardworking attitude are equally vital; according to Sebastian, success in the field requires both strong communication skills and a strong work ethic, since "without any one of those pieces, you won't be successful in sales."

Most Important Skills For A Sales Development Representative At Everlaw

Favorite Parts of Being a Sales Development Representative at Everlaw

Sebastian enjoys being a Sales Development Representative because the role is "exciting" and never dull, offering flexibility with work arrangements and generous PTO, especially for high performers. Furthermore, the role provides the perks of working for a Bay Area tech company, such as "life coaching" and "meditation".

Favorite Parts of Being a Sales Development Representative at Everlaw

Biggest Challenges Faced By A Sales Development Representative At Everlaw

As a Sales Development Representative at Everlaw, the biggest challenges are "overcoming objections" and "meeting quotas," which involves navigating difficult conversations with potential clients. Even though facing frequent rejection ("people saying no, people that are ignoring you"), Sebastian notes the key is persistence since you "just have to be right once."

Biggest Challenges Faced By A Sales Development Representative At Everlaw

Favorite Parts Of Working In The Legal Software Industry As A Sales Development Representative

Sebastian enjoys working in the tech industry, particularly because of its constant advancements and the ability to see "how lawyers can save so much time" using AI-powered software like Everlaw, citing examples of clients using the software to drastically reduce document review time and working on high-profile cases. Sebastian also appreciates the opportunity to learn from the software developers and understand the technical aspects of AI implementation.

Favorite Parts Of Working In The Legal Software Industry As A Sales Development Representative

What Type Of Person Thrives In The Sales Industry, According To A Sales Development Representative At Everlaw

Sebastian believes that to thrive in the sales industry, especially in areas like tech or medical sales, one must be "well spoken" and work hard, but more importantly, must work "smart and hard" simultaneously because you will be selling to sophisticated professionals. The ability to balance intelligence and effort is key to success, as simply working hard without working smart "didn't work out for them."

What Type Of Person Thrives In The Sales Industry, According To A Sales Development Representative At Everlaw

What a Sales Development Representative at Everlaw Wishes They Had Known Before Entering Tech Sales

Sebastian wishes someone had emphasized the importance of strategically choosing an initial job, particularly for those just graduating college; while gaining experience is valuable, industry-specific knowledge doesn't always transfer, potentially requiring "starting almost from scratch" when switching fields later in a career, and it's important to not be afraid of taking risks when planning a career. Taking time to consider long-term career goals early on can prevent being "pigeonholed" and regretting an initial career path later.

What a Sales Development Representative at Everlaw Wishes They Had Known Before Entering Tech Sales

Entry-level positions for aspiring Sales Development Representatives

Sebastian suggests that undergraduates and graduate students looking to enter the field should aim for an "SDR/BDR position," which is considered the entry-level sales position, as it allows for a "springboard" into various roles within the sales organization, such as Account Executive or Customer Success. Moreover, Sebastian notes that the skills acquired as an SDR are valuable and respected, even for those who choose to pursue a completely different career path.

Entry-level positions for aspiring Sales Development Representatives

Significant Career Lesson From A Sales Development Representative At Everlaw

The key to a successful career is understanding "what you're good at and what people will pay you for," finding the intersection between skills, market demand, and personal passions. Life can be viewed in chapters, balancing patience with urgency to explore different avenues and recognizing that "you can have everything, but not all at once."

Significant Career Lesson From A Sales Development Representative At Everlaw

College Experiences That Helped a Sales Development Representative at Everlaw Succeed

According to Sebastian, Sales Development Representative at Everlaw, "nothing really replaces real world experience" gained from extensive involvement with SIBC and other consulting internships, which provided invaluable communication and public speaking skills applicable to sales. Although a finance background was initially relevant for selling to CFOs, experience remains the most significant factor, highlighting the importance of practical application over classroom learning.

College Experiences That Helped a Sales Development Representative at Everlaw Succeed

Advizer Personal Links

https://www.linkedin.com/in/sebastianperezofficial/