Strategic Partnerships, Inside Sales Associate (Remote)

Enova is currently accepting candidates for remote positions in the following eligible states: AL, AK, AR, AZ, CT, GA, IA, ID, IL, IN, KY, LA, MA, ME, MD, MI, MN, MO, MS, NC, ND, NE, NH, NV, NJ, NM, OH, OK, OR, PA, RI, SC, SD, TN, UT, VT, WI, WV, WY.

About the role:

As a Strategic Partnerships, Inside Sales Associate, you will be responsible for generating, capturing, and nuturing a consistent flow of qualified leads. 

What you’ll be doing:

Build a Consistent & Scalable Flow of Marketing-Driven Leads: 

• Lead and optimize the existing SMB strategic partners lead generation process.
• Construct a pipeline management process for growth which is both predictable and sustainable. 
• Responsible for conducting research on potential leads to not only qualify the lead but also to secure sales intelligence used to craft targeted messages.
• Leverage multiple approaches for sourcing qualified leads including but not limited to trigger/event-based opportunities, content-driven social media, prospect “adoption”, lead capture at industry events, client referrals, content rich video/webinars, website inquiries, vendors and other partners.
• Coordinate with marketing and sales in pre- and post-conference lead development planning and strategy.

Create and Drive an On-going Lead Nurturing and Conversion Process:

• Nurture qualified leads by engaging them through a consistent flow of value and compelling, relevant content.
• Work with marketing to access and leverage scripts and sell sheets that address objections and key points of differentiation. 
• Consistently monitor qualified leads for trigger events/disruptions (management changes, announced searches, etc.).
• Engage leads in effective discovery to capture and assess immediate and long-term challenges and gaps.
• Drive qualified leads to the acceptance of a first meeting/initial pitch.
• Ensure a thorough information download and successful transfer of the lead to the assigned sales team leader in preparation of the first meeting/initial pitch. 

Inside Sales Process Management Responsibilities:

• Responsible for building and maintaining the SMB strategic partners pipeline with leads and targeted prospects populating the BD Tracker data fields with the appropriate information.
• Work with the marketing lead to develop an efficient process for identifying and capturing leads sourced from multiple marketing channels including the Enova SMB website, email campaigns, conferences/industry events, social media campaigns, partner/vendor referrals, PR, employee/contractor referrals, purchased lists, etc.
• Owner of the BD Tracker (shared Google Doc) responsible for weekly updating. 
• Responsible for tracking and reporting on progress against stated goals. 
• Participation in the weekly sales pipeline meeting producing and presenting and reporting required.

We’re excited about you if you have:

• 5+ years of proven inside sales results success working within the small business lending space.
• Strong experience in building, managing and optimizing the sales pipeline process.
• Working knowledge of the small business lender landscape.
• Ability to effectively engage a potential lead in quick discovery to capture key pain points, current process, business constraints and potential objections.
• Resourceful researcher that is skillful at unearthing intelligence on leads through multiple sources.
• Experience working with tools such as Salesforce, Sales Navigator in the sales pipeline development, management and reporting process.
• Highly effective communicator, strong process management skills and detail oriented.
• Self-motivated and goal-driven. Understand the mission, craft your direction, align your resources and go; limited direction necessary.
• Ability to effectively build relationships, promote a collaborative team environment and influence others.
• Operates with integrity, humility and high character.

Our Enova SMB Team:
To our customers, we have three different brands focused on small business--OnDeck, Headway, and The Business Backer. Within the company, though, we know all brands are really one single team. Team members in Denver, NYC, Cincinnati, Virginia, and Chicago offices work together closely to ensure we are offering a best in class experience for our small business customers, and our various partners in the industry.