The role:

The Sales Development Representative (SDR) is a highly visible role responsible for driving early-stage pipeline development through inbound lead qualification, event follow-up, and targeted outbound prospecting. This role serves as a key connection between Marketing and Sales by engaging and qualifying leads generated through campaigns, trade shows, partner initiatives, and buyer intent signals. The SDR will research target accounts, identify decision-makers, and execute multi-channel outreach to create high-quality discovery opportunities and support revenue growth. The Sales Development Representative reports directly to the Vice President of Sales & Account Management. This is a fantastic opportunity to grow and a stepping stone to become an Account Executive within the company

Job Duties & Responsibilities:

• Makes timely contact with inbound leads from Marketing, partners, and the Revenue Team to qualify fit, interest, and readiness.

• Schedules high-quality discovery meetings for the Revenue Team with a focus on conversion to opportunities.

• Executes structured pre- and post-event outreach for trade shows, conferences, webinars, and marketing campaigns.

• Partners with Marketing to align on target accounts, messaging, and follow-up strategy tied to events and campaigns.

• Researches target accounts, identifies key stakeholders, and expands opportunities through outbound outreach and multi-threading.

• Uses LinkedIn, HubSpot, intent data, and enrichment tools to identify, prioritize, and engage high-potential prospects.

• Monitors buyer intent signals and proactively surfaces new opportunities from warm and semi-warm engagement.

• Maintains accurate CRM data, tracks all outreach activities, manages sequences, and ensures strong pipeline visibility.

• Collaborates cross-functionally with Marketing and the Revenue Team to refine messaging, improve conversion strategies, and ensure smooth opportunity handoff.

• Meets or exceeds KPIs related to activity, meetings set, lead conversion, and pipeline contribution.

• Other duties as assigned.

Qualifications:

• Bachelor’s degree in business, marketing, communications, or related field (or equivalent experience)

• 1–2 years of experience in an SDR, BDR, or similar role preferred, or strong desire to begin a career in sales

• Experience with phone-based outreach, lead qualification, or customer-facing roles is a

plus

• Familiarity with CRM systems (e.g., HubSpot) or demonstrated ability to quickly learn new technologies

• Experience working in or exposure to metrics-driven environments

Extension, Inc

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Sales Development Representative