Sales Development Representative

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

📋 Description

• Transform market intelligence, targeted prospect research, marketing-driven demand, and business signals into qualified leads.

• Safeguard seller capacity and sustain pipeline momentum through systematic lead qualification.

• Reach out to MQLs within the established SLA timeframe and prioritize inbound activities from campaigns, events, webinars, website submissions, and other channels.

• Implement persistent, multi-channel outreach through phone, email, LinkedIn, and various prospecting methods.

• Analyze e-Manifest data, structured datasets, public information, and internal market intelligence to pinpoint high-value facilities and new client opportunities.

• Formulate fact-based hypotheses regarding waste streams, management strategies, pain points, and potential Northstar/WTS value propositions.

• Identify pertinent EHS&S, operations, supply chain, and plant management stakeholders.

• Create and maintain target lists that document account, site, contact, lead hypotheses, source data, and subsequent actions.

• Leverage automation, data-enrichment tools, spreadsheets, public records, web research, and approved AI tools to enhance prospecting efforts.

• Develop personalized, site-specific outreach strategies based on prospect behavior, company insights, facility information, and market signals.

• Conduct targeted discovery discussions to evaluate fit, intent, timing, company size, waste management practices, decision-making structures, regulatory environments, and operational needs.

• Rapidly disqualify leads that do not fit and record actionable reasons in the CRM.

• Prepare comprehensive SQL and warm-lead transitions, including company, contact, opportunity, need, timeline, budget, regulatory context, engagement, and discovery information.

• Direct qualified leads to the appropriate seller and clarify the next steps.

• Monitor SQL acceptance and seller feedback; ensure closure on lead advancement and disqualification.

• Maintain precise HubSpot/CRM records, workflows, sequences, dispositions, and reports.

• Report on MQL volume, conversion rates, MQL-to-SQL timing, SQL transitions, disqualification reasons, new client opportunities, meetings, and attributable pipeline.

• Recognize performance trends and continually refine targeting, messaging, market intelligence, and outreach strategies.

• Support Northstar Recycling or WTS based on business alignment.

⛳️ Requirements

• High school diploma or equivalent; an associate or bachelor's degree is preferred.

• At least 1–2 years of experience in inside sales, sales development, business development, GTM/revenue operations, sales operations, growth, marketing operations, or similar roles involving outbound prospecting, lead qualification, market research, or lead development.

• Proficient working knowledge of HubSpot or similar CRM platforms, including data management, contact/account oversight, workflows or sequences, activity tracking, and reporting.

• Comfortable using modern technology, AI-enabled research productivity tools, data-enrichment tools, structured datasets, spreadsheets, public records, web research, and market intelligence sources while ensuring accuracy, judgment, confidentiality, and human review.

• Capable of managing high-volume outbound activities and dealing with rejection and non-responses while maintaining a disciplined pipeline rhythm.

• Ability to ask focused discovery questions, recognize buying signals and intent, and evaluate fit against qualification standards.

• Eagerness to learn about industrial processes, environmental regulations, treatment and recycling technologies, e-manifest data, and operational challenges faced by EHS&S, supply chain, and manufacturing leaders.

• Willingness to swiftly disqualify non-fit leads while upholding integrity in qualification processes.

• Diligent CRM maintenance and the ability to manage multiple concurrent MQLs, target accounts, research tasks, and outreach sequences.

• Clear, confident phone demeanor and strong writing abilities.

• Interest in waste management, industrial materials, waste streams, treatment technologies, supply chain, procurement, and customer operations.

• Results-oriented regarding conversion rates, pipeline velocity, SQL quality, new client pipeline creation, and seller acceptance metrics.

• Inquisitive, coachable, and adaptable based on seller feedback, campaign performance, data, and market insights.

• Accountability for data quality, research, outreach preparation, follow-up, and prospect categorization.

• Clear, proactive, organized, tech-savvy, and disciplined in handling customer, company, and market information.

• Valid driver's license and clean driving record.

• Authorized to work for any employer in the United States; employment visa sponsorship is not available.

🏝️ Benefits

• Health, dental, and vision insurance with generous employee contributions.

• 401(k) retirement plan with a 100% match on the first 4% of pay contributions; immediately vested.

• Company-sponsored short-term, long-term, and life insurance coverage.

• Supplemental and voluntary benefit programs.

• Competitive PTO package including vacation time, sick leave, 7 observed federal holidays, 3 floating holidays, and additional volunteer time off.

• Fully remote working environment.

• Virtual culture and team-building events.

• Opportunities for professional development.

• Coaching culture with potential for promotion.

• Access to educational resources and training.

• Formal mentorship programs.

• Affinity groups and a DEIB Employee Resource Group (ERG).