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.
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.
-
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.
-
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.
-
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
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.
-
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
