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.