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.

• Contact 300-350 new leads per month to assess their needs and quickly qualify or disqualify them for Guidant’s financing solutions.
• Set appointments with qualified leads for the Finance Consultants, ensuring a smooth transition from lead qualification to the next stage of the sales process.
• Accurately log all lead interactions and updates in Salesforce CRM to ensure consistent tracking and reporting of progress.
• Maintain a predefined outreach cadence to ensure timely follow-up with leads, meeting monthly call and qualification targets.
• Work closely with the Finance Consultants to ensure qualified leads are prepared for further engagement.
• Maintain exceptional punctuality and reliability in all scheduled calls, meetings, and engagements.
• Actively participate in training sessions to stay current on Guidant’s products, services, and lead qualification best practices.
• Provide feedback to supervisors and team members on any challenges encountered in the lead qualification process.
• Ensure all processes are documented, and assist in sharing best practices with peers to improve overall team performance.
• Perform other duties as required.

• 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

• 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

• Identify and qualify new sales opportunities through inbound lead follow-up and proactive outbound prospecting.
• Research prospective clients, identify key players, and generate interest.
• Collaborate closely with the Sales team to develop and implement lead strategies and plans.
• Schedule and conduct online product demonstrations and webinars.
• Work with channel and distribution partners to leverage leads and build pipeline and awareness.

Sales Development Representative, Spanish Speaking

• Prospecting & Lead Generation: Identify key decision-makers within top state departments and agencies to initiate meaningful conversations about Submittable.
• Lead Nurturing: Transform cold leads into Sales Qualified Leads (SQLs) through strategic outreach and consistent engagement.
• Meeting Scheduling: Partner with Enterprise Account Executives (AEs) to schedule and facilitate meetings with qualified prospects.
• Tech Stack Utilization: Maximize outreach efforts using CRM and Sales tools.
• Problem Identification & Solutioning: Uncover prospects’ challenges and demonstrate how Submittable provides solutions to key government sector problems.
• Collaboration with AEs: Support Enterprise AEs in nurturing longer-lead prospects and executing strategies for leads not yet in the pipeline.
• Expert Support: Provide prompt and accurate responses to prospects' questions while showcasing deep industry and product expertise.
• Platform Expertise: Build and maintain a comprehensive understanding of Submittable’s platform, including its features, functionality, and value within the government sector.

Government Enterprise Sales Development Representative

• 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

• Identify and prospect for new customers by leveraging high volume and high velocity outbound prospecting tactics
• Set up quality meetings, effectively manage a pipeline, and nurture relationships.
• Develop creative and customized outreach strategies to prospect for potential customers.
• Maintain accurate and detailed records of all sales activities and customer interactions within our CRM system.

• 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.

• Research and build targeted prospect lists using Apollo.io, Seamless.ai, and LinkedIn
• Run structured outbound sequences across phone, personalized email, and LinkedIn
• Qualify prospects before booking
• Book and confirm discovery calls for Account Executives
• Log every activity in the CRM the same day
• Work closely with marketing on webinar follow-up, campaign leads, and inbound form fills

Sales Development Representative, SDR

• Start your journey at the iconic AT&T Discovery District in Dallas, TX, where you’ll acquire deep insights into cutting-edge sales strategies and innovative solutions.
• Participate in a paid, 4-month program featuring dynamic instructor-led training and immersive learning experiences designed to sharpen your sales skills and prepare for quota-bearing sales roles.
• Actively hunt for new business within your assigned territory through external networks and cold calling.
• Understand the communication and technology needs of small and mid-sized business customers.
• Utilize consultative selling skills to overcome objections, identify key trends, uncover customer needs, and leverage industry knowledge to find and close sales opportunities.
• Leverage industry-leading technology to deliver exceptional results and drive customer success in your assigned market.

B2B Sales Development Program

• 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

• 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

• 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

• Use a multi-channel approach to connect with Directors, VPs, and CEOs
• Partner with Enterprise AEs to target major accounts
• Own the top of the funnel for our biggest deals
• Use Salesforce, ZoomInfo, LI Navigator, and Gong to build a smart, data-driven pipeline

Sales Development Representative, Enterprise

• Partner with assigned AEs to execute targeted outbound messaging and sales strategies that generate net new meetings and pipeline
• Generate leads and build relationships by engaging warm prospects and identifying new opportunities
• Manage and maintain a pipeline of interested prospects, partnering with AEs to drive next steps
• Close inbound leads from the website focused on purchasing a defined number of Business licenses
• Use CRM tools to track activity, measure performance, and manage your pipeline effectively
• Collaborate with sales and marketing teams to refine outreach strategies and increase opportunity generation
• Consistently meet or exceed assigned metrics and quotas, with flexibility in how you achieve results
• Attend industry events, conferences, and webinars to network and source new leads
• Stay current on product offerings and industry trends to effectively engage prospects
• Perform other related duties as needed

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