Sales Development Representative

Job Description

Job Description

Job Summary :

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.

Duties / Responsibilities :

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.

RFP Pipeline Development :

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.

Inbound & Event Lead Follow-Up :

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.

Administrative & Sales Support (30%)

Contract Renewals :

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.

Proposal & Quote Support :

Prepare proposals, quotes, and sales documents.

Proof and finalize contracts prior to distribution to Sales leadership.

Sales Collateral Management :

Centralize, modernize, and standardize sales presentations.

Support the field with customized, on-brand decks.

Revenue Operations & Insights (20%)

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, tradeshows, and lead sources to support ROI reporting.

Sales-Marketing Alignment :

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.

Skills / Abilities :

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)

Education and Experience :

Experience building positive relationships

Previous sales or business development experience preferred

Physical Requirements (With or without reasonable accommodation) :

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.