Sales Development Representative

Job Description

The Sales Development Representative (SDR) plays a critical role in driving top-of-funnel growth, supporting revenue operations, and strengthening alignment between Sales and Marketing. This role blends outbound prospecting, inbound lead follow-up, renewal administration, and revenue insights to ensure a healthy, predictable pipeline. The ideal candidate is organized, data-driven, proactive, and thrives in a fast-paced, collaborative sales environment.

Prospecting & Pipeline Development (50%)

• Campaign Execution:
  Leverage 6sense and other sales intelligence tools to identify and engage prospects aligned to active campaigns.
• Outbound Engagement:
  Execute personalized outbound outreach to book demos, re-engage dormant accounts, and introduce new product offerings.
• Performance Optimization:
  Track outreach effectiveness by region, rep, and messaging to continuously improve conversion rates.
• Territory Alignment:
  Partner closely with Regional Sales Managers (East & West) to tailor outreach strategies to territory-specific goals and account plans.

• Partner with RSMs to FOIA upcoming contracts.
• Maintain a clean, accurate RFP pipeline in Salesforce, including duplicate management and long-range opportunity creation.
• Provide quarterly feedback on RFP outcomes, including win/loss trends, competitor pricing insights, and sales-cycle timing.

• Follow up on website inquiries and tradeshow leads to secure demos.
• Accurately qualify and convert leads to demonstrate Marketing ROI.

Ensure proper campaign attribution in Salesforce.

• Own the renewal process end-to-end, including pricing entry, contract preparation, and Salesforce updates.
• Standardize renewal workflows and Annual Price Increase (API) messaging.
• Partner with Legal only for exceptions to reduce bottlenecks and ensure on-time execution.

• Prepare proposals, quotes, and sales documents.
• Proof and finalize contracts prior to distribution to Sales leadership.

• Centralize, modernize, and standardize sales presentations.

Support the field with customized, on-brand decks.

• Lead Conversion Analysis:
  Monitor MQL-to-SQL conversion trends and identify blockers to improve lead quality.
• Sales Cycle Reporting:
  Track time-in-stage across the pipeline, flag stalled opportunities, and coordinate Marketing interventions.
• CRM & Data Hygiene:
  Ensure Salesforce data accuracy across campaigns, trade shows, and lead sources to support ROI reporting.

• Capture field insights, territory priorities, wins, and challenges.
• Share intelligence with Marketing to improve messaging relevance and campaign effectiveness.
• Revenue Growth Enablement:
  Use insights, renewal discipline, and campaign alignment to drive incremental revenue and reduce administrative burden on Sales.

• Strong written and verbal communication skills.
• High attention to detail and comfort working in Salesforce.
• Ability to manage multiple priorities and deadlines.
• Curiosity, coachability, and a desire to grow in sales or revenue operations.
• Experience with outbound prospecting, CRM systems, or sales tools (6sense a plus).

• Experience building positive relationships.
• Previous sales or business development experience preferred.

• Sitting: 41-70 %
• Standing: 41-70 %
• Fine Motor Movements:
  Over 70 %
• All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.