Sales Development Representative

Key Responsibilities 

Prospecting & Outreach 

• Execute daily outbound prospecting through cold calls, emails, LinkedIn, and other channels to generate new opportunities. 

• Respond quickly to customer responses uncovering true business needs and aligning the AE to help solve them. 

• Maintain a consistent follow-up cadence to boost engagement and response rates. 

Qualification & Meeting Setting 

• Research assigned territories to identify target accounts, key decision-makers, and buying signals. 

• Ask discovery questions to uncover each prospect's goals, challenges, and technology needs. 

• Book qualified discovery meetings for Account Executives that convert into pipeline. 

Collaboration & Strategy 

• Partner with Account Executives to build account development and prospecting plans. 

• Stay current on SHI's solutions, market trends, and the competitive landscape to position value effectively. 

Tracking & Performance 

• Accurately log prospect interactions and opportunity details in CRM and sales engagement platforms. 

• Meet or exceed activity, meeting-setting, and pipeline-generation goals. 

Behaviors and Competencies 

• Communication: Delivers clear, persuasive messaging across phone, email, and virtual channels, and adapts style to different audiences. 

• Persistence & Resilience: Maintains motivation and a positive attitude through high call volumes, objections, and rejection. 

• Time Management: Prioritizes a high volume of outreach and follow-up tasks to consistently hit daily and weekly activity targets. 

• Curiosity & Active Listening: Asks strong discovery questions and listens for needs, pain points, and buying signals. 

• Self-Motivation: Takes initiative to identify opportunities and drive personal performance without explicit direction. 

• Coachability & Self-Development: Seeks feedback, applies coaching, and sets personal development goals to improve results. 

• Decision-Making: Evaluates prospect fit and prioritizes outreach efforts to maximize pipeline impact. 

• Interpersonal Skills: Builds rapport quickly and establishes credibility with prospects and internal partners. 

• Performance Management: Tracks progress against activity and pipeline goals and adjusts approach as needed. 

• Business Development: Identifies potential opportunities, proposes outreach strategies, and takes action independently. 

Skill Level Requirements 

• Ability to conduct cold calling and outbound prospecting to identify new business opportunities — Basic 

• Ability to qualify prospects and uncover needs through effective questioning and active listening — Basic 

• Ability to manage and prioritize a high volume of outreach and follow-up tasks — Basic 

• Experience using CRM and sales engagement platforms to track activity and manage pipeline — Basic 

• Ability to communicate value propositions effectively across phone, email, and virtual channels — Basic 

• Ability to build relationships with prospects and gain access to key decision-makers — Basic 

• Strong organizational and time management skills with the ability to meet activity and performance goals — Basic 

Other Requirements 

• Bachelor's Degree preferred, but not required. 

• 1–3 years of experience in business development, sales development, inside sales, lead generation, or outbound prospecting preferred. 

• Demonstrated experience with cold calling, lead qualification, appointment setting, or pipeline generation preferred. 

• Experience with CRM platforms (SHI AX, Salesforce, Dynamics, HubSpot, or similar) and sales engagement tools preferred. 

• Familiarity with Microsoft Office applications required.