Sales Development Representative – Lead

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

📋 Description

• Engage with target accounts through calls, emails, LinkedIn, and multi-threaded outreach.

• Assess incoming interest and transfer sales-ready opportunities to Account Executives.

• Achieve personal targets for qualified meetings and pipeline development.

• Maintain accurate and thorough Salesforce activity, stages, and handoff documentation.

• Develop the SDR playbook based on the defined ideal customer profile, including personas, messaging, sequences, and objection handling strategies.

• Collaborate with leadership to establish qualification criteria and the SDR-to-AE handoff procedure.

• Work alongside GTM Engineering on sequencing tools, routing, and reporting tasks.

• Set up SDR metrics, dashboards, and a weekly operational rhythm.

• Experiment with and document effective strategies for team scalability.

• Assist in defining the SDR leveling framework, hiring criteria, and interview processes as the team expands.

• Onboard and mentor new SDRs through call evaluations, role-playing sessions, and pipeline assessments.

• Act as the representative voice of sales development in GTM planning initiatives.

• Report directly to the VP of GTM Intelligence & Operations while collaborating with Sales, Marketing, Customer Advocacy, and other teams across the organization.

⛳️ Requirements

• Bachelor’s degree or equivalent practical experience.

• Over 3 years of experience in B2B sales development, demonstrating a history of meeting or surpassing meeting and pipeline targets.

• Proven experience selling to complex, multi-stakeholder buying groups.

• Demonstrated ability to build processes, including a playbook, sequence library, onboarding program, or similar frameworks.

• Informal leadership experience, such as mentoring, peer coaching, or leading a team.

• Proficient in Salesforce and a sales engagement platform.

• Ability to navigate ambiguity and establish a function from the ground up.

• Excellent written and verbal communication skills, along with the discernment to determine when to utilize each.

• Proficient in both written and spoken English.

• Candidates must be legally authorized to work in the country where the position is located at the time of hire and must maintain that authorization throughout their employment.

• The company does not offer visa sponsorship or immigration assistance for this role.

• Preferred: Experience in selling to education, government, or other public sector markets.

• Preferred: Previous experience as an early SDR or with a newly established team.

• Preferred: Familiarity with AI-assisted prospecting, intent data, or account-based strategies.

• Preferred: Experience collaborating with marketing on campaign follow-up and inbound conversion.

🏝️ Benefits

• Comprehensive health benefits package.

• Opportunities for professional development and career growth.

• Flexible work arrangements to promote work-life balance.

• Engaging company culture with team-building activities.