Sales Development Representative

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.