The Sales Development Representative generates qualified sales opportunities through prospecting and lead follow-up, schedules meetings, and maintains CRM data accuracy.
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
- 3+ 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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