Sales Development Representative in Wantage

Why Airbox? You're more likely to love your work when that work has a purpose, when it's meaningful and when it's protecting lives. And, at Airbox Systems, it will. We are driven by passion and great people who share our enthusiasm for trying to make the world a better place. Our friendly team includes individuals with backgrounds in military, aviation, and law enforcement. Our experience brings first-hand insight into frontline operations in the air and on the ground to enable cutting-edge concepts for improving the service that we deliver.

Our company beliefs and values are embodied in our culture. Whilst we celebrate the diversity of the people we work with, there are certain values and attributes all of us share – whatever your background, these are the qualities we are looking for in the people we hire: Commitment, Positive Realism, Ethics, Accountability, Humanity, Quality, and Delight.

What this role is about: Airbox is an operational communications platform used by UK police, fire and rescue, ambulance and coastguard. It lets specialist units share live information (imagery, mapping, location, intelligence) in the field, and in most of those units it replaces what a radio used to do. Our customers include counter terrorism policing, public order units, firearms and surveillance teams, drone units and fire and rescue services. The market is deliberately narrow. We are not chasing every buyer we can find; we are covering a defined set of units properly. Airbox sells into a small, tightly connected community of UK emergency services. Almost everyone who matters is known to someone else who matters, so how we open a conversation is as important as how many we open.

This role is the front end of that. You find the units that should be using Airbox, get to the right officers, and put credible meetings in the diary for our sales team. It starts as a pure SDR role while you learn the market, the product and the buyers. As you get established you will take on a small number of your own accounts, and for the right person there is a firm route into an Account Executive role within twelve months. That progression is earned on performance, not on time served, and we will be explicit with you about where you are against it.

What you’ll do:

• Learn the market fast.
• Get to grips with our ideal customer profile and the personas inside it quickly. You will be expected to sound credible on that in weeks, not months.
• Learn to run a first level demo of the product, with support from the Solutions Engineer. You do not need a technical background, you do need to want to learn it.
• Book quality meetings for the Account Executive.
• Own outbound into our primary customer profile: identify the right units, find the right officers, and open conversations by phone, email and LinkedIn.
• Research before you dial. These are operational people with limited time, and a generic approach does not survive the first thirty seconds.
• Book meetings that are worth attending, at the right level of seniority, and make sure they actually happen.
• Hand over cleanly to the Account Executive with context on the unit, the person and why they agreed to the meeting.
• Build named-contact coverage.
• Build and maintain a named contact in every UK police public order unit and every UK fire and rescue service high threat unit, then extend into other areas of the primary customer profile.
• Support marketing and events.
• Drive attendance to Airbox events and support our marketing campaigns.
• Keep the data honest.
• Log activity in HubSpot as you go: calls with direction, connected inbox, meeting outcomes, next step and next step date.
• From around month six, subject to progress, take on a small patch of your own accounts (fire and rescue is the likely starting point) and carry a modest revenue number on them.

How We Work:

• A weekly one to one with your manager on your numbers, your accounts and what is in the way.
• A weekly pipeline review where the team looks at the deals together.
• A small commercial team (Account Executive, Solutions Engineer, Customer Success) with a Head of Revenue being appointed.
• A founder who is deeply networked in this community and will open doors for you, so long as you have done the groundwork first.

About You:

• A self starter. This is the single most important thing. The role is primarily home based, which is a privilege and also the hardest part of it. You need discipline, good time management and a goal-oriented streak to make the days count when nobody is watching.
• Prior SDR or BDR experience. We want someone who already knows how to run outbound and is ready for the next step.
• A fast learner. The customer profile, the personas and a first level demo all need to be in your head early.
• Someone who wants to be an Account Executive and sees this as the way in, with our support.
• Comfortable on the phone with senior people, and able to hold a conversation about how a unit operates rather than about product features.
• Organised and disciplined with a CRM. You keep your own data current without being chased.
• Curious enough to research a unit properly before you approach it, and patient enough to work a long public sector buying cycle.
• Resilient and straightforward. Reputation travels quickly in this community and we do not want anyone burning contacts to hit a weekly number.
• UK based, able to travel to units and to occasional sector events, and willing to go through police vetting.

Helpful, not required:

• HubSpot, or experience with another CRM.

Not a fit:

• Someone who needs inbound leads and a defined script to get going.
• Someone motivated by volume alone. A hundred low quality meetings does us more harm than good in a market this small.

What we offer:

• The chance to work with a passionate team that’s working together everyday towards our shared big ambitious goal.
• A dynamic, flexible and fun scale-up work environment with a highly talented team.
• 26 days holiday per year, plus public holidays.
• Private medical cover with Bupa for all our colleagues.
• Pension scheme, offering up to 6% matching contribution.
• Up to 20 Nomad Working Days per annum.
• Electric Car Scheme.
• Flexible & Hybrid Working.

Connect with us: Interested in the role, or Airbox in general, but you don’t meet 100% of the requirements? We’d love to hear from you! We encourage you to connect with us; we’d be excited to see if your unique skill set and experience could be a match for future roles.