Sales Development Representative – SDR
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Job Description
Sales Development Representative responsible for high-volume outbound pipeline generation for U.S.-based multi-state companies. Seeking self-sufficient candidates with proven outbound sales success.
Responsibilities:
- Execute high-volume outbound prospecting via cold calls, cold email, and LinkedIn.
- Generate 10–15 SQLs/month, 8+ kept meetings per month with ICP prospects.
- Use persona insights, trigger events, and multi-state complexity to personalize messaging.
- Qualify prospects against criteria aligned to our MEDDICC/MEDDPICC-informed process.
- Ask thoughtful, second-order discovery questions to uncover business impact, risk, and urgency.
- Maintain clean, accurate, up-to-date records in HubSpot CRM.
- Track weekly activity, reply rates, connect-to-book %, kept rates, SQL conversion, and pipeline created.
- Build and enrich high-quality ICP lists using ZoomInfo and LinkedIn Sales Navigator.
- Identify trigger events, compliance pressure points, hiring shifts, state expansions, and relevant news.
- Run outbound experiments (subject lines, CTAs, personalization tiers, persona angles).
- Use a hypothesis – tactic – metric – result – iteration framework.
- Document learnings and contribute to outbound playbooks.
- Coordinate closely with Account Executives on territory strategy, persona priorities, and meeting notes.
- Ensure meeting quality and strong next steps to support opportunity creation.
Requirements:
- 1–3 years in an SDR/BDR role with a proven record of outbound success (B2B SaaS required).
- Experience targeting mid-market or enterprise accounts in the U.S. market.
- Role history aligned with SDR, BDR, Inside Sales, Outbound Sales, or Lead Generation.
- Fluent/native-level English.
- Clean, articulate written communication visible directly on the resume.
- Experience communicating with U.S. executives (VPs, Directors, CHRO, HR Ops, Legal).
- Examples of communication-heavy deliverables (top-performing email templates, webinar support, writing contributions, or demo-setting experience).
- Candidates must show clear, verifiable metrics such as:
- SQLs/month: typically 12–15+
- Quota attainment: 64–100% for multiple months/quarters
- Leaderboard ranking: top 10–20%, President's Club, #1 SDR, Rookie of the Quarter
- Conversion rates: reply rate, booked-to-kept %, meeting-to-opportunity %
- Activity volume paired with quality signals, such as A/B tests or improved conversion rates.
- Practical experience with:
- CRMs: HubSpot (preferred), Salesforce, Dynamics
- Sequencers: Outreach, Salesloft, Apollo, HubSpot Sequences
- Prospecting Tools: ZoomInfo, LinkedIn Sales Navigator, Lusha, Seamless, Clearbit
- Enablement Tools: Gong, Chorus, Lavender, Scratchpad
- Productivity Tools: Excel/Sheets, Notion, Confluence, Docs, Grammarly
- Bonus for candidates with explicit U.S. shift experience (EST/CST/PST).
- Self-sufficiency: ran campaigns, built lists, or tested messaging without heavy oversight
- Coachability: documented before/after improvements after feedback
- Curiosity: pattern recognition, market research, persona study, or competitive tear-downs
- Competitiveness: measurable rankings, SPIFFs, contests, over-quota streaks
- Financial motivation: clear comfort with commission-driven compensation.
- Experience prospecting into HR, Compliance, Legal, HR Ops, or related personas.
- Familiarity with multi-state employment, handbook/policy updates, FMLA, wage & hour, or audit readiness (not required, but highly valuable).
- MEDDICC or MEDDPICC awareness.
- Experience generating reply-rate lift from testing (e.g., +60% from trigger-based personalization).
- Cold calling, objection handling, and establishing relevance quickly.
- Short-form email copywriting with clear value and CTAs.
- LinkedIn prospecting and messaging.
- CRM hygiene, pipeline tracking, and documentation.
- List building, enrichment, and persona research using ZoomInfo + Sales Navigator.
- Running/optimizing sequences across multiple channels.
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