Sales Development Representative

Role Summary The Sales Development Representative (SDR) at Isos Technology is a front-line revenue role responsible for qualifying inbound and outbound demand, engaging early-stage prospects, and creating high-quality sales opportunities for the Account Executive team. This role plays a critical part in Isos’ go-to-market motion by ensuring speed to lead, disciplined qualification, and consistent flow of opportunities into the sales pipeline. The SDR serves as the first commercial touchpoint for many prospective clients and works closely with Account Executives, Sales Leadership, Marketing, and Partner teams to ensure opportunities are routed, documented, and transitioned properly. This role is ideal for early-career sales professionals who are motivated by structured processes, learning consultative selling fundamentals, and developing toward future closing roles within the Isos Revenue Organization. Primary Accountabilities Inbound Lead Qualification & Opportunity Creation Serve as the initial point of contact for inbound leads generated through Marketing, Atlassian partner referrals, and other approved inbound channels. Respond to inbound inquiries in a timely and professional manner to ensure strong first impressions and optimal lead performance. Conduct structured (BANT) discovery conversations to understand prospect needs, challenges, urgency, and potential fit for Isos Technology solutions. Qualify inbound leads against established criteria and determine readiness for sales engagement. Create opportunities in the Qualification pipeline within HubSpot CRM, ensuring all required fields, discovery notes, and context are accurately captured. Ensure opportunities are routed through the appropriate Sales Director for assignment in accordance with territory and Rules of Engagement guidelines. Outbound Prospecting Execute consistent outbound activity including calls, emails, and LinkedIn outreach to generate qualified meetings for the sales team. Research and prioritize target accounts and personas, tailoring messaging to relevant pain points and use cases. Build and manage outbound sequences and follow-up cadences to maximize response and conversion rates. Qualify outbound leads against agreed-upon criteria, such as ICP, fit, intent, and timing, and route appropriately. Collaborate with Marketing and Sales to refine messaging, targeting, and campaign performance based on real-time feedback. Sales Opportunity Handoff & Transition Schedule meetings between qualified prospects and assigned Account Executives to ensure a seamless transition from qualification to sales execution. Schedule, attend, and support initial qualification or discovery meetings as needed to provide continuity and context. Provide Account Executives with clear, concise documentation of prospect goals, pain points, stakeholders, and next steps. Ensure all opportunity details, activity history, and communication are accurately reflected in HubSpot CRM prior to handoff. Once an opportunity is handed off, transition ownership to the Account Executive while remaining available for clarification or support as needed. Follow-Up Enforcement & SLA Accountability Monitor assigned opportunities to ensure follow-up occurs within established service-level expectations. If an assigned Account Executive does not follow up within one business day, proactively tag the seller and Sales Leadership within HubSpot and internal communication tools. Escalate unresponsive opportunities to Sales Leadership for reassignment when follow-up requirements are not met. Support Sales Leadership by helping enforce consistent engagement standards and pipeline hygiene across the early sales funnel. Cross-Functional & Partner Collaboration Partner closely with Account Executives to understand sales priorities, territory focus, and qualification expectations. Collaborate with Marketing to provide feedback on lead quality, campaign effectiveness, and inbound conversion trends. Support Atlassian co-sell motions by ensuring partner-referred leads are properly qualified, documented, and routed in accordance with Isos engagement rules. Coordinate internally to ensure prospects receive accurate information and timely responses during the qualification phase. CRM Discipline & Operational Excellence Maintain accurate and up-to-date records of all prospect interactions, activities, and opportunity details within HubSpot CRM. Adhere to established sales processes, qualification frameworks, and data standards to support forecasting and reporting accuracy. Consistently use CRM tools to track calls, emails, meetings, and outcomes and meet KPIs. Support Marketing and Sales Operations by flagging workflow issues, routing errors, or data inconsistencies as they arise. Professional Development & Growth Participate in onboarding, training, and enablement programs to develop foundational sales skills and product knowledge. Build a working understanding of: Atlassian licensing models Isos Technology professional services Support and managed services offerings Demonstrate growth in consultative selling skills, discovery techniques, and business acumen. Show readiness for expanded responsibility and potential progression into closing roles (e.g., Associate Account Manager or Account Executive) based on performance and development. Key Competencies Demonstrate rigorous attention to detail and CRM discipline in qualifying leads, documenting opportunities, and following handoff processes Execute structured BANT discovery conversations to consistently qualify and route opportunities that meet pipeline and activity metrics Demonstrate the ability to work within the Isos culture and values Other Things We Look For Self-starter who is persistent and resourceful in outbound prospecting, comfortable with high call/email volume and rejection Someone who thrives in a fast-paced, structured environment with clear SLAs and accountability Strong communicator who builds credibility quickly with prospects and navigates handoffs across AEs, Marketing, and Sales Leadership Growth-oriented professional who is curious, coachable, and eager to develop toward a future closing role Comfortable holding others accountable (e.g., escalating missed follow-ups) while maintaining professionalism and trust About Isos Technology Isos Technology is a premier consulting services provider dedicated to empowering organizations through technology, people, and best practices. Founded in 2005, we began by creating Enterprise Java solutions and quickly embraced Jira and Confluence to enhance our consulting practice. Recognizing the power of these tools, we transitioned to become an Atlassian Partner in 2014 and attained Platinum Solution Partner status in 2016. Today, we're focused solely on Atlassian, with a mission to excel as the top Atlassian consulting firm in the US. In 2022, Isos joined The Acacia Group and expanded its reach by acquiring MajorKey Technologies, HyperVelocity Consulting, and Stack Intelligence's Atlassian practices. This strategic growth solidifies our position as one of the largest Platinum Solution Partners in the Atlassian ecosystem! This position is prima rily a work from home position and we consider applicants throughout the United States. We support pay transparency and the On-Target Earnings range for this position is between $55,000 to %64,000 base (this role is eligible for incentive compensation based on company performance) combined plus a suite of employee benefits, paid time off, and a 401(k) plan with an employer contribution. Actual compensation can vary based on qualifications, experience, additional incentive opportunities, and geographic pay differentials. Isos Technology is an Equal Opportunity Employer. We do not discriminate on the basis of race, sex, sexual orientation, gender identity, religion, national origin, color, age, physical or mental disability, spousal affiliation, marital status, a serious medical condition, genetic information, veteran status or any other basis prohibited by federal, state, or local law. Candidates must be willing to participate in and successfully pass a background check and pre-employment drug testing and be authorized to work in the United States. Isos Technology is also an E-Verify participating employer. E-Verify Participation Notice: https://e-verify.uscis.gov/web/media/resourcesContents/E-Verify_Participation_Poster_ES.pdf E-Verify Right to Work: https://www.e-verify.gov/sites/default/files/everify/posters/IER_RightToWorkPoster%20Eng_Es.pdf