Overview
You're booking qualified sales calls for an email and SMS marketing agency that works with e-commerce brands. This is outbound prospecting - finding e-comm brands that fit their target profile, reaching out on LinkedIn/email, and getting them to book a call to discuss high-ticket email/SMS services.
Role Snapshot
| Aspect | Details |
|---|---|
| Role Type | BDR (agency services) |
| Sales Motion | Outbound-heavy |
| Deal Complexity | Consultative (agency services) |
| Sales Cycle | 2-6 weeks (agency sales) |
| Deal Size | "High ticket" (likely $3-10K+/month retainers) |
| Quota (est.) | 15-25 qualified calls booked/month |
Company Context
Stage: Small agency (likely <20 people)
Size: Small team
Growth: Hiring first/early BDR for Australia market
Market Position: Crowded market (thousands of email/SMS agencies)
GTM Reality
Pipeline Sources:
- 90% Outbound - cold LinkedIn messages, emails to e-comm brands
- 10% Inbound - referrals, small inbound trickle
- Agency model = you're always prospecting
SDR/AE Structure: BDR books, closers/founders run calls
SE Support: N/A (agency services)
Competitive Landscape
Main Competitors: Hundreds of email marketing agencies (Klaviyo partners, freelancers, other agencies)
How They Differentiate: Unknown - likely case studies, niche positioning, results
Common Objections: "We do it in-house", "Already have an agency", "Too expensive", "Not the right time"
Win Themes: ROI case studies, lift in email/SMS revenue, better than in-house
What You'll Actually Do
Time Breakdown
Prospecting Research (30%) | LinkedIn/Email Outreach (40%) | Follow-up (20%) | Call Scheduling (10%)
Key Activities
- Finding target brands: Researching e-comm brands that match ICP (revenue size, tech stack, current marketing gaps)
- Outbound messaging: Sending personalized LinkedIn messages and emails with relevant hooks
- Qualification conversations: Quick calls/chats to determine if brand is a good fit before booking sales call
- Nurturing pipeline: Following up with prospects over weeks/months (agency sales = longer nurture)
The Honest Reality
What's Hard
- E-comm brands get hammered by agencies daily - response rates are low
- "High ticket" services = harder to get interest, longer consideration
- You're competing with in-house teams and dozens of other agencies
- Australia-based means smaller e-comm market than US/UK
- Agency sales is feast/famine - some weeks you book 5 calls, some weeks zero
- Most prospects are already working with someone - you're asking them to switch
What Success Looks Like
- Booking 15-25 qualified calls per month that fit ICP
- 30%+ of booked calls show up (no-shows are common in agency world)
- Booked calls convert at 10-20% to clients (closers will blame you if lower)
Who You're Selling To
Primary Buyers:
- E-commerce Marketing Directors/Managers
- E-commerce Founders/Owners (smaller brands)
- Growth leads at e-comm companies
What They Care About:
- Proven ROI and revenue lift from email/SMS
- Case studies in their vertical
- Cost vs hiring in-house or current agency
- Speed to results
Requirements
- Australia-based (required for time zone/market)
- Experience with e-commerce or agency sales helpful
- Comfortable with LinkedIn/email prospecting
- Can handle high rejection rates
- Self-directed (remote role, likely small team)