Sales Development Representative

Job Description

Job Title: Sales Development Representative (SDR)

Position Type: Full-Time, Remote

Working Hours: U.S. client business hours (aligned with prospect time zones and outreach cadences)

About the Role:

Our client is seeking an SDR / Outbound Outreach Specialist to build a pipeline by identifying, prospecting, and qualifying potential customers. This role is focused on outbound activities — researching accounts, personalizing outreach, engaging prospects through multiple channels, and booking qualified meetings for account executives. An SDR is often the first human interaction a prospect has with a company, making the role critical to both revenue growth and brand perception.

Responsibilities:

Prospecting & Research:

• Use LinkedIn Sales Navigator, ZoomInfo, Apollo, Crunchbase, or similar tools to build lead lists.
• Research accounts and contacts to identify decision-makers and tailor outreach by industry, persona, and use case.

Outbound Outreach:

• Execute 60–100 daily touchpoints across email, phone, LinkedIn, and video messages.
• Write and personalize outbound emails using tools like Outreach.io, SalesLoft, HubSpot Sequences, or Apollo.
• Conduct 30–40 cold calls per day with clear scripts and objection-handling frameworks.

Campaign Management:

• Build and test multi-step cadences (5–10 touchpoints over 10–15 days).
• A/B test subject lines, CTAs, and call scripts for effectiveness.
• Track and optimize reply rates, conversion rates, and booked meetings.

CRM & Data Management:

• Log all activities in Salesforce, HubSpot, or Zoho.
• Update lead and account records with accurate notes, stages, and outcomes.
• Maintain pipeline hygiene by closing out stale leads and refreshing lists.

Collaboration:

• Work with Account Executives to hand off qualified opportunities.
• Align with marketing on lead quality, messaging, and campaign feedback.
• Share insights from conversations to inform product and market strategy.

What Makes You a Perfect Fit:

• Resilient and motivated by goals and KPIs.
• Strong communicator — persuasive, concise, and professional across phone, email, and LinkedIn.
• Curious researcher who tailors outreach based on industry and persona.
• Process-driven yet adaptable — able to test, learn, and iterate quickly.

Required Experience & Skills (Minimum):

• 1–2 years in SDR, BDR, or outbound lead generation roles.
• Proficiency with at least one sales engagement platform (Outreach.io, SalesLoft, HubSpot, Apollo).
• Experience making cold calls and managing outbound campaigns.
• Familiarity with CRM systems (Salesforce, HubSpot, Zoho).

Ideal Experience & Skills:

• 2–4 years outbound SDR experience with consistent quota attainment.
• Knowledge of B2B SaaS, marketing services, or professional services sales cycles.
• Familiarity with sales methodologies (SPIN, MEDDIC, Challenger, Sandler).
• Experience generating pipeline for enterprise or mid-market accounts.

What Does a Typical Day Look Like?

An SDR’s day revolves around building pipeline through consistent, targeted outbound outreach. You will:

• Research and build lead lists in the morning, ensuring you have accurate contacts and context for outreach.
• Launch multi-channel campaigns — sending emails, making cold calls, and connecting on LinkedIn.
• Personalize messaging based on prospect industry, pain points, and persona.
• Track metrics and refine outreach by monitoring open rates, reply rates, and booked meetings.
• Update CRM records to keep data clean and opportunities moving through the funnel.
• Collaborate with sales and marketing to ensure prospects are properly qualified and handoffs are smooth.

In essence: you are the engine that fills the pipeline, ensuring sales teams always have qualified opportunities to pursue.

Key Metrics for Success (KPIs):

• 60–100 outbound touchpoints daily (email, phone, LinkedIn).
• 15–20 meaningful conversations per week.
• 8–12 qualified meetings booked per month (or target set by client).
• CRM hygiene: 100% of activities logged accurately.
• Consistent improvement in conversion metrics (open/reply rates, SQL conversion).

Interview Process:

1. Initial Phone Screen
2. Video Interview with Pavago Recruiter
3. Practical Task (e.g., draft a 3-step outbound email sequence for a sample persona)
4. Client Interview
5. Offer & Background Verification