Overview
We are seeking a Sales Development Representative (SDR) to support our sales team by driving top-of-funnel activity, qualifying inbound interest, and generating new opportunities through outbound outreach.
This role sits directly under senior sales leadership and is responsible for ensuring that all opportunities are properly qualified, researched, and scheduled for high-quality discovery conversations.
Key Responsibilities:
Lead Qualification & Call Booking
- Own inbound lead follow-up across all channels (e.g., inbound lead forms, referrals, partnerships)
- Qualify prospects based on defined criteria (profile fit, budget, intent, timing)
- Engage leads via email, phone, and other channels to move them toward a scheduled call
- Book qualified discovery calls for senior sales team members
- Ensure all scheduled calls include clear notes and relevant background context
Outbound Prospecting
- Proactively source and engage new prospects using the existing CRM database (HubSpot)
- Identify high-value prospects and segments for targeted outreach
- Execute outbound campaigns via email, LinkedIn, and other channels
- Generate new opportunities by re-engaging dormant leads and uncovering new contacts
- Utilize alternative channels and tools to source new leads beyond the existing database (e.g., LinkedIn, directories, partnerships, research tools)
- Actively build, manage, and optimize outbound and inbound sequences within HubSpot and other CRM/sales engagement tools
- Continuously test and refine messaging, targeting, and sequencing to improve response and conversion rates
- Collaborate with leadership on outbound messaging and targeting strategy
CRM & Pipeline Management
- Maintain accurate and up-to-date records in HubSpot, including lead status, notes, and activities
- Track and manage early-stage pipeline from initial contact through qualification and scheduling
- Ensure timely follow-up and consistent touchpoints with all active leads
- Assist with reporting on key metrics such as:
- Number of qualified calls booked
- Conversion rates (lead → call)
- Pipeline activity and velocity
Prospect Research & Preparation
- Conduct research on prospects prior to scheduled calls (background, company, potential needs)
- Identify key insights to personalize outreach and improve engagement
- Prepare concise briefing notes for the sales team ahead of calls
Sales Support
- Assist with scheduling, calendar coordination, and follow-ups
- Support execution of sales campaigns and initiatives
- Collaborate with marketing to provide feedback on lead quality and messaging performance
Ideal Candidate Profile
Core Traits:
- Highly organized with strong attention to detail
- Strong written and verbal communication skills
- Persistent and proactive with follow-up
- Comfortable managing multiple conversations and priorities at once
- Naturally curious and research-driven
- Able to communicate professionally with high-level stakeholders
Experience & Background:
- 1–3+ years in an SDR, sales support, or client-facing role
- Experience working in a CRM system (HubSpot preferred)
- Experience in outbound prospecting and inbound lead qualification
- Background in high-touch service industries (preferred but not required)
Technical Skills:
- Proficiency in CRM management and pipeline tracking
- Strong email writing and outreach skills
- Comfortable using LinkedIn and other research tools
- Able to quickly learn and adapt to new systems and tools
Role Scope:
- Focused on top-of-funnel activity: inbound qualification, outbound prospecting, and call booking
- Does not include closing responsibilities or full ownership of the sales cycle
- Success is measured by quality and quantity of qualified opportunities generated
Compensation:
- On-target earnings: $85,000
- Base salary: $55,000
- Variable: $30,000
Monthly Variable Compensation:
- $1,500 for hitting 18 SQL’s (80% of goal)
- $2,500 for hitting 23 SQL’s (100% of goal)
- $100 per SQL above monthly goal
Quarterly Incentive:
- $2500 for hitting > 20% of SQL to win rate
Timezone & Location
- Must be able to work primarily within Eastern Time business hours
- US-based candidates preferred
