Sales Development Rep

Position Overview
The Sales Development Representative (SDR) serves as the first point of contact for many prospective Global IT clients and plays a critical role in generating qualified sales opportunities. This individual is responsible for identifying, engaging, qualifying, and nurturing prospects through outbound outreach, inbound lead follow-up, and strategic relationship development.

Unlike traditional high-volume telemarketing roles, this position requires strong qualifying capabilities. The SDR is expected to develop meaningful conversations, build trust, uncover business challenges, and connect prospects with the appropriate subject matter experts within Global IT.

Success in this role requires exceptional organization, strong communication skills, the ability to keep prospects engaged, genuine curiosity, and the ability to understand business challenges before proposing solutions. The ideal candidate enjoys cold calling, relationship building, and managing multiple conversations simultaneously while maintaining detailed records within the company’s CRM.


Key Responsibilities

·         Generate qualified appointments and sales opportunities through outbound cold calling, email outreach, social selling, networking, and lead nurturing activities.

·         Research target organizations and identify decision-makers across multiple industries and business verticals.

·         Develop and maintain a pipeline of prospects using both company-provided leads and self-sourced opportunities.

·         Re-engage inactive leads, former clients, and dormant opportunities to generate new business conversations.

·         Conduct discovery conversations that identify business challenges, current technology environments, growth objectives, and decision-making processes.

·         Schedule qualified discovery meetings for the sales team.

·         Ensure appointments meet established qualification criteria before advancing opportunities.

·         Gather accurate information regarding prospect needs, business priorities, budgets, technology concerns, and timelines.

·         Maintain ongoing communication with prospects throughout the qualification process.

·         Support the sales team by providing detailed notes and relevant prospect intelligence before meetings.

·         Maintain accurate and detailed records within HubSpot.

·         Document all activities, conversations, discoveries, follow-up commitments, and next steps.

·         Build and manage HubSpot sequences, workflows, tasks, and follow-up campaigns.

·         Monitor lead progression and proactively identify opportunities requiring additional engagement.

·         Maintain high standards of CRM data integrity and pipeline accuracy.

·         Work closely with Sales, Operations, Technical Leadership, and Executive Leadership to ensure prospects are connected with the appropriate resources.

·         Demonstrate a solution-oriented approach by identifying how Global IT's services can help solve business challenges.

·         Communicate prospect feedback, market observations, and common client concerns to internal teams.

·         Represent Global IT professionally and consistently in all interactions.

 

Perform all other duties and responsibilities as assigned, based on business needs and operational priorities.

 

Required Qualifications

·         Minimum 2 years of experience in outbound sales, appointment setting, business development, inside sales, or lead generation.

·         Experience using CRM platforms such as HubSpot, Salesforce, or similar systems.

·         Strong verbal and written communication skills.

·         Proven ability to manage multiple prospects and follow-up activities simultaneously.

·         Excellent organizational and time-management skills.

·         Comfortable making outbound cold calls daily.

·         Proficiency with Microsoft 365 applications.

Preferred Qualifications

·         Experience selling Managed IT Services, Cybersecurity, Cloud Solutions, Microsoft technologies, or other B2B technology services.

·         Understanding of the managed services (MSP) business model.

·         Knowledge of the B2B sales cycle.

·         Experience working with executive-level decision makers.

 

Relationship Building

·         Establishes trust quickly, develops authentic connections, and creates a positive client experience from the first interaction.

Organization & Accountability

·         Maintains detailed records, tracks commitments, follows through consistently, and manages multiple priorities effectively.

Communication Excellence

·         Communicates professionally through phone, email, and virtual meetings while actively listening to understand client needs.

Consultative Selling

·         Focuses on understanding business challenges and connecting prospects with the right solutions rather than delivering scripted sales pitches.

Persistence & Resilience

·         Remains positive and focused despite rejection, adapting approaches while maintaining professionalism and enthusiasm.

Team Collaboration

·         Works effectively across departments and leverages internal resources to deliver the best outcome for prospective clients.

 

Successful Sales Development Representatives may advance into roles such as Account Executive, Business Development Manager, Sales Manager, or Strategic Account Manager, with opportunities to take on greater responsibility for client relationships, revenue generation, and business strategy.