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Responsibilities
We are looking for an Outbound Sales Specialist (VA) to support our client’s outbound sales and lead generation efforts. Our client is a fractional CMO agency focused on the physical security industry, helping growing security companies improve their positioning, messaging, demand generation, and go-to-market strategies. In this role, you will manage the day-to-day outbound sales process—from identifying the right prospects and conducting outreach, to following up with interested leads and booking qualified discovery calls. This is not a spray-and-pray outreach role. The focus is on targeted prospects and personalized messaging based on real business events such as funding, new leadership, product launches, market expansion, acquisitions, or growth.
Prospecting & List Building:
- Research and build targeted lists of CEOs, founders, co-founders, and presidents.
- Identify prospects using buying signals such as recent funding, new leadership, product launches, hiring activity, acquisitions, and market expansion.
- Research companies using tools such as Clay, Scrupp, Apollo, and LinkedIn Sales Navigator.
- Enrich and verify prospect information, including email addresses.
- Confirm that target companies do not already have a CMO or VP of Marketing.
Cold Outreach:
- Make cold calls to qualified prospects.
- Create and manage outbound email campaigns using Instantly.
- Import prospects, manage sequences, schedules, and campaign activity.
- Personalize opening lines and messages based on relevant company information.
- Conduct A/B testing on subject lines and messaging.
- Monitor campaign performance and identify what messaging generates the best results.
LinkedIn Outreach:
- Conduct targeted LinkedIn outreach to qualified prospects.
- Send personalized connection notes and follow-up messages.
- Maintain consistent outreach while following LinkedIn activity limits.
Follow-Up & Appointment Setting:
- Monitor email and LinkedIn inboxes daily.
- Respond to prospect replies professionally and promptly.
- Follow up with prospects who have engaged with previous outreach.
- Create value-based re-engagement messages based on relevant company updates or business triggers.
- Qualify interested prospects and book discovery calls.
- Prepare a brief before discovery calls, including company background, recent news, positioning, and potential pain points.
Reporting:
- Provide weekly reports covering prospects researched and added, messages sent, reply rates, positive replies, calls booked, key observations, and campaign performance.
Requirements:
- Proven experience in outbound sales, SDR work, appointment setting, or B2B lead generation.
- Hands-on experience with Clay, Apollo, Instantly, and LinkedIn Sales Navigator.
- Proven experience with cold email, cold calling, and LinkedIn outreach.
- Experience booking qualified meetings through outbound prospecting.
- Strong written and spoken English.
- Able to write short, direct, and natural-sounding messages that do not feel automated or overly scripted.
- Strong research skills and the ability to identify relevant information about a company or prospect.
- Highly organized, reliable, and self-directed.
- Able to manage daily outreach and follow-ups with minimal supervision.
Nice to Have:
- Experience reaching and communicating with CEOs, founders, and senior decision-makers.
- Experience in physical security, security technology, security services, or proptech.
- Experience with high-ticket B2B sales.
- Understanding of cold email deliverability, including SPF, DKIM, DMARC, and inbox warm-up.
Success Metrics:
- Learn and understand the client's ideal customer profile, tools, and messaging.
- Take ownership of prospect research and campaign preparation.
- Manage daily outbound activity across phone, email, and LinkedIn.
- Maintain consistent and high-quality follow-up.
- Generate meaningful conversations with qualified prospects.
- Consistently book 8–10 qualified discovery calls per month.
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