Sales Development Rep

• Execute high-volume outbound prospecting efforts through phone calls, email, SMS, and other communication channels to generate qualified homeowner opportunities.
• Manage and maintain outbound cadences within platforms such as Salesloft, Salesforce, and other sales engagement tools.
• Identify and engage homeowners through multiple lead sources including marketing-generated leads, nurture campaigns, site re-engagements, referrals, and change-of-ownership opportunities.
• Qualify prospects based on homeowner goals, property fit, market alignment, and readiness to engage with local sales teams.
• Accurately document all outreach activity, lead status updates, call notes, and opportunity progression within CRM systems.
• Collaborate with marketing and sales leadership to provide feedback on lead quality, campaign performance, and outbound strategy effectiveness.
• Maintain SLA expectations for speed-to-lead and outbound follow-up standards to maximize conversion opportunities.
• Consistently meet or exceed activity and performance metrics including outbound calls, conversations, qualified opportunities created, and appointment-setting goals.
• Participate in ongoing sales training, call coaching, and team development initiatives to improve communication skills and sales effectiveness.
• Collaborate with cross-functional teams and stakeholders to align departmental goals with broader organizational strategy.
• Support continuous improvement initiatives by identifying process gaps, workflow inefficiencies, and opportunities to improve outbound conversion performance.
• Contribute to a collaborative work environment that promotes open communication, innovation, and employee engagement.
• Other duties as assigned because every day is different in sales and hospitality!

Sales Development Representative

• Own outbound prospecting for a defined set of verticals (ICP), build and execute high-quality multi-touch sequences across email, phone, LinkedIn, and video.
• Research and prioritize target accounts in collaboration with Account Executives, identifying the right stakeholders–product, engineering, legal, finance, procurement–for complex enterprise deals.
• Develop tailored outreach messaging that connects each prospect's specific use case to our platform, whether that's enriching LLM training data, powering search, or building knowledge intensive products.
• Build toward clear pipeline generation targets: qualified meetings booked and opportunities created, tracked monthly and quarterly.
• Run initial discovery calls to understand prospect needs, data use cases, technical requirements, and organizational structure.
• Qualify opportunities using a structured framework (MEDDIC) and hand off to Account Executives with a thorough, well documented summary.
• Ask insightful and qualifying questions about technical integration and API workflows; partner with Solutions Engineers when deeper technical dialogue is needed.
• Advanced HubSpot user and admin–comfortable building and managing outreach sequences, drip campaigns, pipelines, reports, and automated workflows from day one. Uses engagement signals to prioritize follow up and keeps prospecting moving along the pipeline.
• Iterates on sequences and templates using A/B testing, open-rate data, and conversion metrics.
• Collaborate closely with Account Executives, Product, and Marketing to align on target accounts, messaging, and campaign follow up.
• Feed competitive intelligence and prospect feedback back into the GTM playbook with conversations as a direct source of market signal.
• Stay current on the enterprise data landscape: AI/ML training data, knowledge graphs, search infrastructure, and open-data ecosystems.

• Hire, train/coach, and lead a team of SDRs who care mutually about quality lead sourcing and helping nonprofits scale their organizations.
• Develop emails, call talk tracks, and workflows that speak to Givebutter’s multiple ICPs; iterate consistently to form A/B test results and adjust towards greater success.
• Create and expand upon an SDR playbook; best opening and closing tactics, competitive advantages, coming with a point of view, penetrating specific verticals, and more.
• Approach strategy with an analytic mindset, using data, results, and experience to inform point of view (vs. purely anecdotal approach).
• Work closely with the Marketing teams to streamline and automate lead list creation, seamless transfer of leads to AEs, and increase book rate from calls.
• Work closely with RevOps to ideate automations, custom reports, and data-centric resources both the SDR and Sales Management teams can leverage.

Sales Development Manager

• Provide input into the development of the Market Area Strategic Business Plan and execute against it to build a pipeline of prospective franchisees.
• Meet or exceed set goals/quotas for conversions and new construction hotels in the assigned Market Area, currently California and Nevada.
• Utilize sales and resource tools to develop pipeline opportunities.
• Communicate the Choice Hotels value proposition to prospective franchisees.
• Travel within the assigned territory to source projects for conversion or new construction.
• Represent Choice Hotels and clients in negotiating deal terms as necessary.
• Manage internal relations with Area Directors and other associates to foster growth opportunities.
• Oversee the contract/approval process and collaborate with Franchise Administration and other internal resources.
• Assist franchisees with financial programs, site selection, or partnership dollars.
• Collaborate with the Franchise Performance Department to upgrade/replace existing inventory and ensure brand identity compliance.
• Work with brand leaders and operations to improve deal quality and brand performance.
• Perform competitive and SWOT analyses of the assigned Market Area.
• Stay current with industry developments and market trends, adjusting the Business Plan as needed.
• Build relationships in Finance, Construction, Hotel Development, and related communities.
• Participate in professional and industry groups and represent Choice Hotels at franchise-related events and trade shows.

Regional Vice President, Franchise Sales Development

• Own full-cycle sales in the emerging segment
• Build a pipeline of emerging-market logos with daily outbound touches
• Close new revenue from first touch through signed deal
• Create repeatable playbooks for prospecting and closing
• Develop cross-functional partnerships with Product, Engineering, Marketing, and Operations

Sales Development Representative II, Emerging

• Initiate contact with potential customers primarily by phone or responding to inquiries
• Move leads through the sales funnel and connect them to the appropriate salesperson
• Perform regular follow up calls or emails to potential clients
• Attend frequent trainings to learn proven sales strategies and concepts to increase sales
• Effectively meet or exceed assigned performance metrics and key expectations

• Manage qualified franchise candidates through the entire sales process from discovery through funding
• Build strong relationships with prospective franchise owners and their advisors
• Conduct discovery calls, franchise presentations, webinars, and validation discussions
• Educate candidates on the franchise model, investment opportunity, and ownership journey
• Maintain accurate records and pipeline management within the CRM
• Collaborate with marketing to improve lead conversion and candidate engagement
• Track key performance metrics and consistently achieve sales goals
• Attend franchise conferences, networking events, and recruitment initiatives as needed
• Support candidates throughout onboarding to ensure a successful transition into ownership

Franchise Sales Development Manager

• Thrive in a fast-paced, high-energy environment alongside a collaborative and growing SDR team
• Execute daily outbound prospecting through calls, emails, and other outreach channels (80+ per day)
• Research and identify leads aligned with ideal customer profiles
• Create and deliver creative, personalized outreach to generate interest in our full range of advertising solutions
• Partner with Account Executives and cross-functional teams to ensure a seamless handoff of qualified opportunities
• Consistently meet or exceed outreach and meeting booking goals that directly impact pipeline and revenue
• Manage lead follow-up and maintain accurate records in CRM and sales engagement tools
• Contribute to a culture of experimentation, feedback, and continuous improvement

• Develop and execute targeted campaigns to increase product adoption among existing customers.
• Identify and analyze service gaps, engaging relevant stakeholders within named accounts to lay the groundwork for future opportunities.
• Collaborate closely with marketing, enterprise sales, and sales enablement teams to ensure consistent and effective messaging and strategy.
• Cultivate rapport and act as a trusted resource for prospects, building confidence and ensuring they feel supported as they transition to the sales team.
• Track and report on progress, challenges, and opportunities to the Demand Generation & Sales Optimization Manager.
• Regularly assess performance metrics, including meetings generated within the Tier 1 and Tier 2 telecom space, ensuring smooth transitions from pre-sales to sales.
• Operate independently with a collaborative approach, maintaining autonomy while actively seeking assistance and feedback when needed.

Enterprise Sales Development Representative

• Create the first stage relationships with prospects at school districts
• Educate prospects on HopSkipDrive’s service
• Schedule meetings for prospects to speak with Account Executives
• Research and evaluate prospective leads
• Establish a rapport with potential prospects
• Use a consultative sales approach during outreach
• Cold call and email identified leads
• Use Salesforce CRM to manage sales funnel
• Meet or exceed SDR quotas
• Qualify leads that express interest in HSD’s service
• Meet or exceed assigned monthly and quarterly goals

• Source new sales opportunities through targeted outbound calling, email, social outreach, networking, and lead follow-up to generate qualified interest.
• Partner with sales leaders to identify named accounts and prioritize outbound prospecting against the right buyers and opportunities.
• Research target organizations to understand structure, buyer roles, pain points, timing, program needs, and competitive landscape.
• Generate at least 8 qualified discovery meetings per month and hand them off effectively to Sales Executives for opportunity development.

• Generating new opportunities across EMEA using outbound tactics (email sequences, LinkedIn, cold calling etc.)
• Identifying, targeting and nurturing potential outbound opportunities
• Understanding the needs of prospects and communicating them clearly to the sales reps you’re working with
• Clearly articulating UpGuard’s value proposition and products to prospects and positioning it based on their particular problem/need
• Taking accurate and detailed notes in our CRM.
• Working collaboratively with sales, marketing and product to utilize the insights you learn from prospects to make process and product improvements

• Research and identify potential clients and key decision-makers within target industries and accounts in the North American market.
• Conduct outbound prospecting activities, including cold calling, email outreach, and social selling, to generate interest and qualify leads.
• Engage with prospects to understand their business needs, challenges, and objectives, and effectively communicate the value proposition of our products/services.
• Collaborate closely with the sales team to develop and execute strategic outreach campaigns and follow-up strategies to drive engagement and conversion.
• Maintain accurate and up-to-date records of all prospect interactions and activities in the CRM system.
• Work closely with marketing to provide feedback on lead quality and campaign effectiveness, and leverage marketing materials to support outreach efforts.
• Meet and exceed monthly/quarterly targets for qualified meetings and pipeline generation.

• Prospect and engage dealership leaders through cold calls, email campaigns, social outreach, and strategic prospecting.
• Identify customer pain points and uncover opportunities where Volie can provide measurable value.
• Qualify inbound and outbound leads and schedule meetings for Account Executives.
• Develop strong knowledge of Volie’s products and effectively communicate our value proposition.
• Collaborate closely with Sales and Marketing teams to improve outreach and conversion strategies.
• Maintain accurate activity tracking and pipeline updates within the CRM system.
• Consistently achieve and exceed activity, meeting, and pipeline goals.

Sales Development Representative – Automotive SaaS

• Lead and scale a high-performing SDR team focused on generating qualified pipeline across the US market
• Coach, develop, and mentor SDRs to elevate prospecting, qualification, and communication performance
• Own SDR performance metrics, reporting, and dashboards to drive data-informed decision-making
• Design and deliver a structured onboarding program to rapidly ramp new hires on product, market, and sales methodology
• Partner with Marketing and Sales to align on campaigns, messaging, and demand generation strategy
• Drive creative outbound and inbound prospecting across multiple buyer personas
• Ensure Sales Accepted Opportunities meet quality and volume targets to maintain a healthy, predictable pipeline
• Implement AI-powered tools and automation to increase efficiency and personalize outreach at scale
• Leverage CRM and sales enablement tools (HubSpot preferred) to maintain strong data integrity and performance visibility
• Continuously refine playbooks, processes, and technology to improve SDR productivity and impact

SDR Manager

• Conduct high-volume outbound prospecting through phone, email, LinkedIn, and other strategic outreach channels to generate new business opportunities.
• Identify and engage perioperative leaders, OR directors, educators, clinical executives, and key healthcare stakeholders.
• Research target accounts and develop strategic outreach plans aligned with organizational priorities and market opportunities.
• Follow up promptly on inbound marketing leads, webinar attendees, conference contacts, and campaign responses.
• Qualify leads using established sales methodologies (BANT or similar frameworks).
• Build and maintain a healthy pipeline of qualified opportunities to support revenue growth goals.
• Support strategic initiatives aimed at increasing adoption of AORN education solutions across healthcare organizations.
• Identify upsell, cross-sell, and expansion opportunities within existing and prospective customer accounts.
• Recognize market trends, workforce challenges, and operational pain points impacting perioperative teams and tailor outreach accordingly.
• Partner with Account Executives to support territory growth strategies and targeted sales campaigns.
• Maintain accurate and timely documentation of all prospecting activity, customer interactions, and pipeline updates within Salesforce.
• Ensure clean lead management practices and effective handoff processes to Account Executives.
• Collaborate closely with Marketing, IT, Nursing Education, and CineMed teams to improve outreach effectiveness and customer engagement.

• Generate High-Quality Sales Opportunities: Navigate complex organisations and run high-level sales conversations to generate Sales Accepted Opportunities (SAOs).
• Engineer Pipeline: Build hyper-personalized prospecting loops that leverage data enrichment and LLMs to create unique, high-conversion outreach.
• Design and Prototype AI Workflows: Work directly with GTM Engineers to test, break, and refine new AI agents and automated sales workflows.
• Scale the Wins: Systematically document your successful playbooks and automations so they can be shipped to our broader 50+ person sales organisation.

AI-Native Sales Development Representative

• The AD & SDR Technical Specialist will be responsible to the Manager of Regulatory Compliance for compliance of Frontier Airlines' Airworthiness Directive Program in accordance with 14 CFR 39 and the Service Difficulty Reporting requirements of 14 CFR 121.703.
• Review all ADs and Notice of Proposed Rule Making (NPRM) for Frontier Airlines and maintenance related CFRs for applicability to Frontier's Maintenance and Quality Assurance division.
• Receive and review all SDRs submitted by Maintenance, Inspection, MCC (MOD), or Frontier Vendor Inspection Representative for technical accuracy, comprehension, and completeness.
• Generate an Airworthiness Directive Analysis Worksheet (ADAW) (Form 30799), submit an Engineering Action Request (EAR) and create/update FMIS entries for each AD.
• Distribute to all AD information to the appropriate parties.
• Receive, record, and distribute ADs, NPRMs, and new or revised maintenance-related CFRs to the appropriate parties for their evaluation for applicability and incorporation into Frontier.
• Review Engineering Orders applicable to ADs or new or changing CFRs.
• Maintain a database of all ADs and NPRMs.
• Monitor all of Maintenance organization activities relative to complying with all ADs and report the status to the AD Review Board.
• Monitors all aspects of AD compliance and reports delinquent status to the Manager of Regulatory Compliance.
• Review AD status of airplanes Frontier is considering for acquisition.
• Manage and coordinate compliance of maintenance related regulations with other departments.
• Edit SDRs as required.
• Process all SDRs into the FAA SDR database.
• Monitor the timeliness of SDR submittals.
• Report SDR activities to the Director of Quality Assurance/Chief Inspector.
• Monitor, review, and distribute Unapproved Parts Notices, Special Airworthiness Information Bulletins, and FAA Airworthiness Inspectors Handbook Bulletins.
• Maintain familiarization with the training requirements necessary as defined in the GMM and ensure training is current prior to performing the functions and tasks of this Position.
• Other Functions
• Monitor, establish and modify processes and procedures related to the AD Management Program as stated in the General Maintenance Manual (GMM) Section 90.27.
• Monitor, established and modify processes and procedures related to the Service Difficulty Reports section in GMM 95.17.

Technical Specialist, AD & SDR

• Generating new opportunities across the US using outbound tactics (email sequences, LinkedIn, cold calling, etc.)
• Identifying, targeting and nurturing potential outbound opportunities
• Understanding the needs of prospects and communicating them clearly to the sales reps you’re working with
• Clearly articulating UpGuard’s value proposition and products to prospects and positioning it based on their particular problem/need
• Taking accurate and detailed notes in our CRM.
• Working collaboratively with sales, marketing and product to utilize the insights you learn from prospects to make process and product improvements

Sales Development Representative – SDR

• Develop prospecting strategies tailored to specific accounts or territories
• Collaborate with sales to generate pipeline within your assigned region
• Design and implement your own campaigns
• Identify relevant initiatives and projects for assigned accounts, articulate their importance, and demonstrate how Splunk provides valuable solutions

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