Job Description: Sales Development Representative (SDR)

Reports to: Sales Manager Date: July 2026

Classification: Non-exempt

Basic Function

This is a full-time, remote, work-from-home position with a MINIMUM OF 40 HOURS/WEEK REQUIRED.

The Sales Development Representative (SDR) is responsible for generating qualified sales opportunities through strategic outbound prospecting. This frontline sales role focuses on identifying potential customers, engaging decision-makers through multiple communication channels, qualifying opportunities, and scheduling meetings for our Sales Executives.

Success in this role requires persistence, professionalism, excellent communication skills, and the ability to consistently execute a structured outreach process.

Responsibilities

The following duties and responsibilities represent the essential functions of the job. You may be required to perform additional duties, as assigned.

• Identify target accounts that fit our Ideal Customer Profile (ICP).
• Research organizations and decision-makers using available sales tools.
• Build and maintain a healthy prospect pipeline.
• Execute multi-channel prospecting campaigns including cold calling, personalized email outreach, LinkedIn networking and messaging, and follow-up sequences.
• Develop meaningful conversations that generate interest and uncover opportunities.
• Qualify prospects using proven sales methodologies.
• Understand customer challenges, current processes, and buying readiness.
• Determine budget, authority, timing, and overall fit.
• Schedule qualified discovery meetings for Sales Executives.
• Provide detailed notes and insights to ensure a smooth transition.
• Confirm appointments and reduce no-shows through proper follow-up.
• Maintain accurate records of all prospect interactions.
• Update lead statuses and activities in HubSpot, Salesforce, or other CRM platforms.
• Track pipeline progress and maintain organized prospect lists.
• Consistently execute outreach cadence and follow-up sequences.
• Meet or exceed activity and conversion metrics.

Performance Expectations

Successful candidates will consistently achieve the following activity goals:

Daily Activity

• 50–60 outbound cold prospecting calls
• Personalized email follow-up
• LinkedIn prospecting and engagement
• CRM updates and activity tracking

Weekly Performance

• 4–6 live conversations per day with qualified decision-makers
• 2–3 qualified discovery meetings scheduled per week

Monthly Goals

• 10–12 qualified discovery meetings
• Maintain accurate CRM data

Skills

• Strong verbal and written communication skills.
• Excellent listening and objection-handling abilities.
• Highly organized and self-motivated.
• Comfortable working toward activity and performance goals.
• Experience using CRM platforms such as HubSpot or Salesforce.
• Familiarity with LinkedIn Sales Navigator or similar prospecting tools is a plus.
• Competitive and goal-oriented.
• Confident making outbound calls every day.
• Resilient and able to handle rejection professionally.
• Curious and enjoys learning about customer challenges.
• Coachable and eager to improve.
• Self-disciplined with excellent time management.
• Team-oriented while capable of working independently.

Ideal Workspace

• Must have existing high-speed internet access at home. 1 gig.
• At least 2 monitors.
• Quiet, noise-free home office space, free of distractions.
• Computer Specs, PC
• AMD Ryzen 3 or higher, Intel Core i3 Processor or similar.
• 8 GB of RAM minimum.
• Windows 11 or higher.
• Webcam.
• Google Chrome is installed.

(Copied from the Outbound Manager description so all remote positions have a consistent workspace requirement.)

Education/Training

• High school diploma or GED equivalent.

Experience

• 1–3 years of experience in:
• Sales Development (SDR)
• Business Development
• Business Development Center (BDC)
• Telemarketing
• High-volume outbound sales
• Proven success with cold calling and appointment setting.
• Automotive industry experience preferred.
• Experience selling B2B products or services.
• Knowledge of dealership operations or fixed operations is a plus.

Physical Requirements

• Sitting at a computer, vision, close-up work, extensive computer work, extensive speaking on the phone.