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.
Lead Generation, Cold Calling, Tech Sales, Sales Cycle, Commission
Advizer Information
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Job Title
Company
Undergrad
Grad Programs
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Traits
Sebastian Perez
Sales Development Representative
Everlaw
University of San Diego
Finance
Law, Technology
Sales and Client Management
Scholarship Recipient, Pell Grant Recipient, Took Out Loans, Worked 20+ Hours in School
Video Highlights
1. Role involves generating leads for Account Executives (AEs) through cold calling, LinkedIn messaging, and emails, with a focus on cold calling.
2. Tech sales is segmented, with specific roles for lead generation (SDR/BDR), selling (AE), and managing existing client relationships (Customer Success), unlike the 360 model in recruitment sales.
3. Commission is earned for each meeting booked, regardless of whether a sale is made, providing quicker and more consistent earning potential compared to roles where commission is tied to completed sales cycles.
Transcript
What are the main responsibilities within your role?
For me, it's not much different from my last role. I'm still in charge of generating leads for the AEs.
In a traditional tech sales environment, it's very segmented. You have an SDR or BDR who generates leads, and then the AE, or account executive, who sells on the call. After that, you have an account manager, or customer success representative, who manages existing relationships and tries to upsell clients.
This is the traditional sales cycle for tech sales. It might be similar in other fields like medical sales, but it's different from recruitment sales. Even at bigger recruitment companies, it's standard to do 360 sales, which is both recruitment and sales and is extremely stressful.
Tech sales is nice because it's segmented. One person just does lead generation, another just sells, and another just manages existing client relationships. In my current job, I do cold calling, LinkedIn messages, and emails.
I've cold called more in this job than ever before. I think people seem more receptive to talking when you sell software. They are aware of Everlaw because it's a popular brand in our niche. It’s not like we’re calling out of the blue with no prior contact.
This helps a little, but it's rare for someone to say they don't know us and hang up. People know Everlaw, but it might not be a priority for them right now.
Also, with my job, I get a commission if they show up to the meeting, not if they get sold. My last job wasn't like that; you only got commission months later after everything went through the sales cycle. I can theoretically book unlimited meetings for the AEs, and I get a lot of commission for each meeting booked.