Role Overview:

As a Sales Analyst, you will play a crucial role in finding and screening potential clients who are right-fit for Athena’s services and offerings. As the first line of communication with a prospect, the ideal sales analyst has a strong understanding of the entire sales process and excels at researching leads, starting new relationships, and setting up sales closers (Account Executives) for success. The sales analyst should be a quick learner who has strong communication skills and an ability to showcase our offerings in a compelling way. Every potential client is an opportunity for boosting top-line revenue growth, customer acquisition levels, and profitability. You will collaborate with cross-functional teams, including growth, marketing, legal, finance and data analytics, to enhance the overall performance of the inbound sales funnel.

Key Stakeholders:

Revenue Team, Advisors, Clients

Objectives of the role:

• Be a product & process expert at Athena’s by acquiring a comprehensive knowledge of its services and offerings and be able to articulate the value proposition and how our solutions meet a client’s needs
• Contribute to the company’s growth by generating leads and building relationships through nurturing warm prospects and finding potential new sales opportunities
• Manage and maintain a pipeline of interested prospects and engage sales executives in next steps
• Identify best practices for building and maintaining Athena’s lead-generation playbook

Duties and Responsibilities

• Lead Generation
  • Utilize different lead generation tools and CRM to find new prospects, business opportunities and create compelling sequence copies which will yield to qualified leads
  • Set up calls between prospects and Account Executives
• Lead Analysis
  • Evaluate and qualify incoming leads generated through various channels such as website inquiries, online forms, and inbound calls.
  • Utilize data analytics tools to assess lead quality and potential for conversion.
• Sales Funnel Optimization
  • Analyze the entire inbound sales funnel to identify areas for improvement and increased efficiency.
  • Implement strategies to enhance lead conversion rates and maximize sales opportunities.
• Data Interpretation
  • Interpret and analyze sales data to identify trends, patterns, and opportunities for improvement.
  • Provide actionable insights to the sales team to enhance decision-making and drive revenue growth.
• Customer Behavior Analysis
  • Study customer behavior and engagement throughout the sales process.
  • Identify key touch points and optimize the customer journey to enhance the overall sales experience.
• Collaboration with Growth and Marketing Teams
  • Work closely with the growth and marketing teams to understand campaign effectiveness and lead generation strategies.
  • Provide feedback to marketing teams on the quality of leads generated and suggest improvements.
• Reporting and Documentation
  • Generate regular reports on key performance indicators (KPIs) related to sales in different channels
  • Maintain detailed documentation of analysis, recommendations, and outcomes.
• Continuous Improvement
  • Stay informed about industry best practices and emerging trends in inbound sales.
  • Propose and implement continuous improvement initiatives to optimize processes and achieve better results.
• Administrative support for the Sales team
  • Provide administrative and back-end support for the account executives such as contract creation / revisions, pipeline management to contribute to the revenue growth of the company
  • Any other ad hoc tasks, as needed by the team

Competencies & Skills

1. Prospecting Skills: Ability to research and identify potential leads through various channels such as LinkedIn, company databases, and industry publications.
2. Communication Skills: Strong verbal and written communication skills are essential for engaging prospects effectively over phone, email, and social media.
3. Active Listening: Ability to understand prospect needs and pain points by actively listening during conversations, allowing for better qualification and positioning of solutions.
4. Persistence: Analysts often face rejection and need resilience to persistently follow up with prospects without being deterred by initial setbacks.
5. Time Management: Effective prioritization of tasks and efficient use of time to maximize outreach efforts and maintain a consistent pipeline.
6. Product and Industry Knowledge: Understanding of the company's products or services, as well as the industry in which they operate, to effectively communicate value propositions to prospects.
7. Adaptability: Willingness to adapt to new tools, processes, and changes in strategy, as the sales landscape can evolve rapidly.
8. Team Collaboration: Ability to work closely with sales and marketing teams to coordinate efforts, share insights, and optimize lead generation strategies.
9. Analytical Skills: Basic understanding of sales metrics and the ability to analyze data to assess the effectiveness of outreach campaigns and make data-driven decisions.
10. Tech Savviness: Proficiency with CRM software (e.g., Hubspot), sales engagement platforms (e.g., Apollo, Outreach, SalesLoft), AI tools and other tools that streamline the sales development process.
11. Resilience and Enthusiasm: Maintaining a positive attitude and enthusiasm for the role, even during challenging periods, contributes to long-term success in sales development and growth

Relevant Experience

• Sales Skills: Successful SDRs often have prior experience in sales roles, either in a direct sales capacity or in customer service roles that involve persuasive communication and relationship building. This background helps them understand the sales process, customer objections, and effective communication techniques.
• Lead Generation: Experience in lead generation activities such as cold calling, email outreach, social media prospecting, and networking events provides valuable skills in identifying and qualifying potential leads.
• CRM Proficiency: Hands-on experience with CRM (Customer Relationship Management) software like Salesforce, HubSpot, or similar platforms is crucial. Knowledge of how to navigate CRM systems, update prospect information, and track activities is essential for managing a robust pipeline.
• Industry Knowledge: Familiarity with the industry or market segment in which the company operates allows an analyst to speak knowledgeably about the company's products or services and understand the challenges and pain points of prospects
• Team Collaboration: Experience working collaboratively with sales teams, marketing teams, and other stakeholders to coordinate efforts, share insights, and align strategies ensures a cohesive approach to lead generation and nurturing.
• Resilience and Adaptability: Experience handling rejection, overcoming objections, and adapting to changing market conditions or company strategies demonstrates resilience and adaptability, which are essential traits for success in a competitive sales environment.
• Training and Development: Participation in sales training programs, workshops, or certifications that focus on sales techniques, objection handling, and effective communication can provide foundational knowledge that supports success as a Sales analyst
• Success Metrics: Demonstrated success in achieving or exceeding key performance indicators (KPIs) such as meeting quotas for qualified leads, conversion rates, and pipeline contribution showcases the ability to deliver results in the role of a sales analyst
• Preferably with experience in supporting a Sales Account Executive or Revenue Operations team

Educational:

Bachelor's degree in business, marketing, communications or a related field

Certification:

• Sales Certifications: While not always mandatory, certifications specific to sales can be beneficial. Examples include:
  • HubSpot Sales Software Certification: Covers basic and advanced use of HubSpot’s sales tools.
  • Salesforce Certification: Demonstrates proficiency in using Salesforce CRM, which is widely used in sales roles.
  • LinkedIn Sales Navigator Certification: Focuses on leveraging LinkedIn’s premium sales tool for prospecting and lead generation.
• Other Relevant Certifications: Depending on the industry or company focus, certifications in areas such as digital marketing, customer relationship management (CRM), or specific software tools used for sales development can also be valuable