The Sales Development Representative generates qualified sales leads through outbound and inbound prospecting, managing outreach activities, and scheduling meetings for Account Executives. They maintain CRM data and develop product knowledge while aiming to meet or exceed quotas for meetings and opportunities.
Sales Development Representative (SDR)Position Overview
The Sales Development Representative is responsible for generating qualified sales opportunities through outbound prospecting and inbound lead follow-up. This is a critical role on the revenue team, serving as the first point of contact for potential customers and setting the foundation for successful sales relationships.
Key ResponsibilitiesOutbound Prospecting
- Research and identify target accounts and key decision-makers within ideal customer profiles
- Execute multi-channel outreach campaigns (email, phone, LinkedIn) to engage prospects
- Craft personalized messaging that resonates with prospect pain points and business needs
- Manage a high volume of daily outreach activities to hit activity and meeting targets
Lead Qualification & Meeting Setting
- Qualify inbound and outbound leads and route to appropriate sales team members
- Conduct discovery conversations to understand prospect needs and challenges
- Assess fit based on established qualification criteria (budget, authority, need, timeline)
- Schedule qualified meetings for Account Executives with decision-makers
- Maintain accurate and up-to-date information in CRM system
Pipeline Development
- Meet or exceed monthly quotas for qualified meetings and opportunities created
- Follow up persistently with prospects while maintaining professionalism
- Nurture relationships with prospects not ready to buy immediately
- Track all activities and outcomes in CRM for reporting and analysis
Continuous Learning
- Develop deep understanding of company products, value propositions, and competitive landscape
- Stay current on industry trends and prospect business challenges
- Participate in training sessions and team meetings
- Seek feedback and continuously refine approach and messaging
Required
- 2+ years of experience in sales development, inside sales, or outbound sales
- Excellent written and verbal communication skills
- Strong work ethic with self-motivation and resilience
- Comfortable with high-volume outreach and rejection
- Coachable attitude with desire to learn and grow
- Basic proficiency with CRM systems and business software
- Bachelor's degree preferred but not required
Preferred
- Previous experience in B2B sales or customer-facing roles
- Familiarity with industry
- Experience with sales engagement platforms
- Demonstrated success in competitive or goal-oriented environments
First 180 Days
- Complete onboarding and training program
- Demonstrate consistent activity and engagement with prospects
- Schedule qualified meetings with decision-makers
- Show progression in skills development and product knowledge
- Maintain data quality and CRM hygiene standards
- Display coachability and willingness to implement feedback
Ongoing Performance
- Meet or exceed assigned quotas and KPIs for qualified meetings and opportunities
- Maintain strong meeting acceptance and show rates
- Achieve healthy conversion rates from meeting to qualified opportunity
- Sustain activity levels aligned with best practices
- Demonstrate continuous improvement in messaging effectiveness and results
- Competitive base salary plus commission structure
- Comprehensive training and ongoing professional development
- Clear path to promotion (many Account Executives started as SDRs)
- Benefits package
- Collaborative team environment with supportive leadership
- Remote
- Equipment and technology provided
- Standard business hours with flexibility
- Fast-paced, metrics-driven culture focused on growth and development
Top Skills
Crm Systems
Sales Engagement Platforms
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