US Candidates Only (Pref. Denver)
Role Overview
This role is positioned as a senior outbound sales function with dual responsibility for pipeline generation and early-stage deal ownership, with a defined pathway into an Account Executive role. The incumbent will drive outbound motion for Factori’s full suite of data, API, and AI-driven solutions, while also contributing to revenue through progression of qualified opportunities. The role requires a blend of prospecting discipline, consultative selling capability, and the ability to translate complex data offerings into business value.
Key Responsibilities
Outbound Pipeline Ownership
- Own end-to-end outbound prospecting across target industries such as retail, fintech, logistics, mobility, and enterprise analytics.
- Design and execute multi-channel outreach strategies (email, LinkedIn, calls, sequences).
- Build and maintain a high-quality pipeline aligned with monthly and quarterly targets.
Solution Selling (Factori Full Suite)
- Position and sell Factori’s complete portfolio, including:
- Location intelligence datasets
- Consumer and behavioral data
- APIs and data infrastructure
- AI-driven analytics and insights solutions
- Understand customer use cases such as market expansion, site selection, customer segmentation, and data enrichment.
- Tailor messaging based on industry, persona, and maturity of the prospect.
Opportunity Qualification & Progression (SDR → AE Transition)
- Qualify leads beyond basic criteria, including use case clarity, budget signals, and decision-making structure.
- Own early-stage deal progression including discovery calls, problem framing, and initial solution positioning.
- Drive opportunities through initial stages of the sales funnel before transitioning to Account Executives or closing smaller deals independently.
Revenue Contribution & Selling Responsibility
- Take ownership of select deals (especially mid-market or transactional opportunities) and drive them toward closure.
- Support Account Executives in deal acceleration through deeper engagement and follow-ups.
- Contribute directly to revenue targets in addition to pipeline metrics.
Account Intelligence & Strategic Prospecting
- Conduct deep account research to identify triggers, buying signals, and data use cases.
- Map stakeholders across functions such as marketing, analytics, product, and strategy.
- Develop account-specific hypotheses on how Factori’s data can drive business outcomes.
Cross-Functional Collaboration
- Work closely with marketing, product, and sales leadership to refine ICP, messaging, and outreach strategies.
- Provide structured feedback on customer objections, product gaps, and competitive insights.
Mentorship & Process Contribution (Senior Expectation)
- Guide junior SDRs on outreach quality, messaging, and qualification standards.
- Contribute to playbooks, sequences, and outbound best practices.
Who You Are (Qualifications & Skills)
- 4–7 years of experience in outbound sales, SDR/BDR, or inside sales roles in SaaS, data, API, or analytics-driven businesses.
- Demonstrated ability to handle both pipeline generation and early-stage selling responsibilities.
- Experience selling multiple product lines or complex solutions, rather than a single-product pitch.
- Strong understanding of outbound sales frameworks and engagement tools.
- Ability to understand and articulate technical concepts (data, APIs, analytics) in a business context.
- Proven experience working with CRM systems (Salesforce/HubSpot) and outbound tools (Apollo, Outreach, Salesloft).
- Strong account research, stakeholder mapping, and qualification capabilities.
- Excellent communication, objection handling, and storytelling skills.
Preferred Capabilities
- Exposure to data ecosystems such as location intelligence, alternative datasets, or AI-driven analytics.
- Experience engaging with global customers (US/APAC/EMEA markets).
- Prior experience transitioning or being groomed into an Account Executive role.
Success Metrics
- Qualified pipeline generated (volume and quality)
- Revenue contribution (direct and assisted)
- Conversion rates from outreach → meeting → opportunity
- Opportunity progression and early-stage deal velocity
- Effectiveness of account targeting and use case identification
Career Progression
This role is structured as a feeder into an Account Executive position, with increasing ownership of deal cycles, revenue targets, and customer relationships over time.
What the Role Offers
- Opportunity to sell across a diverse and high-value data and AI product suite
- Exposure to complex, consultative selling in a fast-growing data business
- Clear progression path into closing roles (AE)
- High ownership, visibility, and impact on revenue