Consensus

Sales Development Rep

• Conduct in-depth research on assigned target accounts, identifying key decision-makers, pain points, and company initiatives to inform personalized outreach strategies
• Engage with prospects through a multi-channel approach, including cold calls, emails, LinkedIn messages, and social media interactions. Use a highly tailored approach to connect with executives and other stakeholders at high-value accounts.
• Develop customized messaging for each prospect, based on account research and key pain points. Craft emails, LinkedIn messages, and call scripts that resonate with their specific needs and challenges.
• Build rapport with prospects, initiate conversations, and nurture leads until they are qualified for further engagement by the sales team.
• Engage with potential customers to understand their needs, qualify them against our Ideal Customer Profile (ICP), and schedule discovery meetings for the Account Executive team.
• Meticulously track all interactions, notes, and next steps within our CRM (HubSpot). Ensure all data is up-to-date and accurate for seamless hand-offs to the sales team.
• Meet and exceed daily, weekly, and monthly activity goals, including calls, emails, and Qualified meetings booked. Regularly review metrics to refine and optimize outreach strategies.

Sales Development Representative

Revenue Operations

• Partner with Finance for annual and quarterly GTM planning processes including quota design, territory modeling, capacity planning, and goal-setting across Sales, Marketing, and Customer Success.
• Partner tightly with Finance on scenario modeling, revenue forecasting, and attainment tracking, ensuring the financial plan is grounded in operational reality, not just assumptions.
• Make sure business objectives don't stop at the leadership level — operationalizing them across Sales, Marketing, and CS so strategy becomes action.
• Lead a high-impact RevOps team as a true player-coach — equally comfortable directing the work and doing it.
• Develop and grow the team with intention — building clear ownership, accountability, and career paths that attract and retain operators who are as analytical as they are action-oriented.
• Build a high-performing, cross-functional team culture rooted in data, collaboration, and continuous improvement.
• Serve as the strategic thought partner for the company and GTM leadership, bringing a RevOps perspective to the table before you're asked and answering hard questions with insights backed by data.
• Own the company’s revenue forecast cadence end to end in partnership with the CRO and VP of Sales.
• Build and own predictive models including customer health scores, deal momentum scores, and expansion propensity signals that shift the team from reporting what happened to surfacing where to act.
• Deliver forward-looking analysis on velocity, conversion health, and risk — giving leadership a clear view of where the number is going, not just where it stands today.
• Establish forecast accuracy as an organizational discipline — setting standards, driving adoption, and holding the GTM org accountable to a shared methodology.
• Accelerate the RevOps function shift from a data delivery operation into a strategic insight engine — shifting the org from looking at what happened to knowing where to act next.
• Design executive and board-level reporting that tells a story, not just a scoreboard — connecting pipeline health, funnel performance, and revenue signals into a narrative that drives decisions.
• Ensure Marketing, Sales, and CS metrics are consistently defined and measured so attribution, ROI, and campaign-to-close analysis reflect a single source of truth across the revenue org.
• Serve as the executive owner of the GTM tech stack, including Consensus, HubSpot CRM and MAP, Gong, PandaDoc, Trumpet, and other enrichment platforms.
• Ensure data integrity, process adoption, and cross-system integration across Sales, Marketing, and CS tools.
• Evaluate and make build/buy/integrate decisions to scale the revenue infrastructure.
• Leverage AI and automation tools to streamline revenue operations workflows, improve forecasting accuracy, and surface insights that drive strategic decision-making across the GTM organization.
• Own the end-to-end revenue process from lead routing to closed-won to renewal — driving consistency and compliance through automation and smart process design so the machine runs the same way every time, at every stage.
• Partner with Sales Enablement to track rep ramp times, activity SLAs, and performance benchmarks and use that data to identify where better process and tooling can unlock rep performance.
• Build the playbooks, training materials, and scalable processes that make operational excellence repeatable.
• Operate as the connective tissue between Marketing, Sales, Partnerships, and Customer Success — ensuring business strategies are aligned across every team that touches revenue, not siloed within each one.
• Show up at the executive table not just as a RevOps representative, but as a strategic voice — bringing data-backed insights that shape how the business makes decisions, not just reports on them.

Sales Development Representative

Director of Revenue Operations