Sales Development Representative

This is a fully remote position, open to applicants in Arizona.

📋 Description

• Qualify both inbound and outbound demand, generating high-quality sales opportunities for the Account Executive team.

• Act as the primary point of contact for inbound leads arising from Marketing, Atlassian partner referrals, and designated inbound channels.

• Respond to incoming inquiries in a timely and professional manner.

• Conduct BANT discovery conversations to assess prospect needs, challenges, urgency, and alignment.

• Create and document opportunities within the HubSpot CRM Qualification pipeline.

• Route opportunities to the appropriate Sales Director based on territory and Rules of Engagement guidelines.

• Execute outbound calls, emails, and LinkedIn outreach to secure qualified meetings.

• Research and prioritize target accounts and personas, customizing messaging to address pain points and use cases.

• Develop and manage outbound sequences and follow-up cadences.

• Collaborate with Marketing and Sales to enhance messaging, targeting, and campaign effectiveness.

• Schedule, attend, and assist in qualification or discovery meetings with qualified prospects and Account Executives.

• Provide Account Executives with documentation detailing prospect goals, pain points, stakeholders, and next steps.

• Transition opportunity ownership to the Account Executive post-handoff, remaining available for support.

• Monitor opportunities for timely follow-up and escalate any missed follow-ups or unresponsive opportunities to Sales Leadership.

• Work collaboratively with Account Executives, Marketing, Sales Leadership, and Atlassian partner teams.

• Maintain accurate records of prospect interactions, activities, and opportunities in HubSpot CRM.

• Track calls, emails, meetings, and outcomes to achieve KPIs.

• Identify workflow issues, routing errors, and data discrepancies.

• Engage in onboarding, training, and enablement programs.

• Develop knowledge of Atlassian licensing models, Isos professional services, and support and managed services offerings.

• Exhibit growth in consultative selling, discovery techniques, and business acumen.

• Progress towards potential advancement into Associate Account Manager or Account Executive roles.

⛳️ Requirements

• Early-career sales professional driven by structured processes and eager to learn consultative selling fundamentals.

• Experience or capability to conduct structured BANT discovery conversations.

• Ability to qualify both inbound and outbound leads against established criteria, including ICP, fit, intent, and timing.

• Proficient in executing outbound calls, emails, and LinkedIn outreach.

• Skilled in researching and prioritizing target accounts and personas.

• Competent in building and managing outbound sequences and follow-up cadences.

• Strong discipline in CRM usage and accurate documentation within HubSpot CRM.

• Ability to align with Isos culture and values.

• Detail-oriented with a strong focus on accuracy.

• Persistent and resourceful in outbound prospecting efforts.

• Comfortable managing a high volume of calls/emails and handling rejection.

• Excellent communication skills.

• Capable of thriving in a fast-paced, structured environment with clear SLAs and accountability.

• Growth-oriented, curious, coachable, and keen to develop toward a future closing role.

• Comfortable professionally escalating missed follow-ups.

• Willing to participate in and successfully complete a background check and pre-employment drug testing.

• Authorized to work in the United States.

🏝️ Benefits

• Incentive compensation based on company performance.

• Employee benefits.

• Paid time off.

• 401(k) plan with employer contribution.

• Work from home arrangement.