Role overview
The Sales Development Representative (SDR) is responsible for prospecting, qualifying leads and booking meetings for Account Managers. Acts as sales team's front-line, feeding the pipeline with qualified opportunities. Key to sales efficiency and Account Manager productivity.
Key responsibilities
Lead sourcing and identification
Research and identify prospects on LinkedIn and databases. Source inbound leads from marketing campaigns. Build targeted prospect lists using tools and data.
Outbound prospecting
Execute cold calling, email and LinkedIn outreach campaigns. Craft personalised messages matching client needs. Track and follow up on outreach.
Lead qualification
Qualify inbound and outbound leads against ideal customer profile. Assess budget, authority, need and timeline. Segment leads by priority.
Meeting booking
Schedule qualified discovery calls with Account Managers. Coordinate calendars and brief AMs on prospect background and needs.
Pipeline management and reporting
Maintain accurate CRM records. Produce weekly activity and conversion metrics reports. Track pipeline development and forecast meetings booked.
Required skills
Technical skills vs Personal qualities
- Cold calling and email prospecting techniques
- LinkedIn selling and social selling
- CRM and prospecting tools (Salesforce, Pipedrive, Apollo, Hunter)
- Product and industry knowledge
- Data research and analysis skills
- Basic English communication
- Excellent communication and listening
- Resilience and persistence (high rejection rate)
- Organisational and time management skills
- Proactivity and self-motivation
- Teamwork and collaboration
- Results orientation and competitiveness