Sales Development Representative job description

B2B sales — Sales Development Representative
Builds pipeline: researches accounts and books qualified meetings.

REQUIRED SKILLS
Prospecting
- Account Research and Targeting — You build your own target list for a territory, rank it by fit and timing, and can defend that ranking with evidence when a manager challenges any single account.
- Outbound Prospecting — You sustain a personal outbound number quarter after quarter, diagnose a falling reply rate from your own data, and change the channel mix to fix it.
- Cold Outreach Messaging — You adapt tone and framing per persona and channel, hold a reply rate at or above the team benchmark, and rewrite a failing message from the replies it drew.
- Discovery and Qualification — You run a discovery call unaided and leave with a written, mutually agreed next step and a recorded reason the deal does or does not qualify.
- Inbound Lead Handling — You convert inbound interest into qualified opportunity at or above team rate, and can say from your own records which sources convert and which waste time.
- Referral and Network Development — You ask for a referral when prompted to, and log the introduction and its outcome so the relationship is visible to other people.

Deal Management
- Solution Demonstration — You deliver a standard demo script accurately, handle the setup without breaking it, and note the questions you could not answer.
- Buying Committee Mapping — You record the names, roles, and titles of the contacts you have met on a deal, and can say which of them is your main contact.
- Champion Development — You identify a friendly contact on a deal and keep them informed at each stage without being prompted.
- Sales Objection Handling — You handle price, timing, and competitor objections in the moment without reaching for a script, and confirm the buyer accepts the answer.
- Commercial Negotiation — You explain the price list and standard terms accurately, and escalate any request that departs from them rather than answering it yourself.
- Proposal and Business Case Writing — You assemble a proposal from approved templates with the scope, pricing, and dates correct, and have it reviewed before it goes out.
- CRM Pipeline Hygiene — You arrive at a pipeline review needing no cleanup: your dates, values, and next steps hold up when somebody else reads them cold.
- Competitive Positioning — You establish which alternatives a buyer is evaluating, including doing nothing, and adapt your positioning to that specific set.

Customer Success
- Customer Onboarding Handover — You can complete a handover pack to the agreed template and attend the handover call while a colleague checks your work first. You ask the customer for details you are missing rather than guessing them.
- Account Relationship Management — You can keep in touch with named contacts, record what was said, and arrive prepared for a review call. You pass on anything a customer tells you that sounds like a problem rather than sitting on it.
- Renewal and Churn Prevention — You can track renewal dates, prepare the paperwork on time, and report the warning signs you notice. You ask for help as soon as a customer says something that sounds like leaving.
- Upsell and Cross-Sell — You can notice when a customer is near a usage limit or mentions a need another product covers, and pass it to whoever owns the account. You do not pitch before you understand what they already bought.
- Customer Escalation Handling — You can record what an unhappy customer says accurately, get it to the right person quickly, and keep them informed while someone senior handles it. You do not promise a fix you cannot confirm.

Commercial
- Pricing and Discount Discipline — You can quote from the current price list without errors and check any discount with your manager before offering it. You tell the customer you will confirm rather than inventing a number in the room.
- Territory and Account Planning — You can write a plan for your own patch naming the target accounts, why each was chosen, and the next step on it. You revisit it often enough that it still matches what you actually do.
- Sales Contract Literacy — You can find the key terms in a standard agreement, such as term, notice period and payment days, and explain them to a customer in plain words. You take anything unfamiliar to legal instead of interpreting it yourself.
- Sales Forecasting — You can keep your opportunities current with a realistic value and close date, and explain why each one sits where it does. You move a deal when it slips rather than waiting to be asked.

Sales Leadership
- Deal Coaching — You can sit in on another seller's call and give them specific feedback on what you heard. You describe what actually happened rather than telling them what you would have done.
- Sales Enablement — You can keep sales material tidy and current, collect the questions new sellers keep asking, and help run an onboarding session someone else designed.
- Quota and Territory Design — You can gather what quota setting needs, such as account counts, past performance and territory boundaries, and check the data is right before anyone builds on it.

Delivery
- Project Management — You can follow a plan someone else wrote, keep your own tasks up to date, and flag a task you own as soon as you know it will slip.
- Planning & Estimation — You can estimate a task you have been given once the approach is clear, and you say promptly when the estimate turns out to be wrong.
- Ownership & Accountability — You can own a piece of work after release: you watch how it behaves, fix what you broke, and are never chased for a status update.
- Quality Focus — You can choose checks that suit the work in front of you, catch your own mistakes before review, and confirm the result behaves once it is live.

Craft
- Problem Solving — You can diagnose problems in work you did not build, and you fix the underlying cause instead of routing around the symptom.
- Domain Expertise — You can apply the basics of your field to the work you are given, and you know who to consult at the edge of what you know.
- Continuous Learning — You can pick up an unfamiliar area fast enough to be useful in it, and you turn what you learned into something others can reuse.

Communication
- Communication — You can explain your work to your team so they can act on it, and you take vague requirements and ask the questions that sharpen them.
- Collaboration — You can work well with people in other roles, share context and credit, and take criticism of your work without defending territory.
- Technical Writing — You can document your own work well enough for a colleague to follow it unaided, and you keep that document current as the work changes.
- Stakeholder Management — You can keep your manager and immediate team informed of your progress, and you raise an issue before someone else discovers it.

Leadership
- Leadership — You can act on direction well, seek feedback on how you work, and be transparent about what you need help with.
- Mentoring — You can share what you have just learned with your peers and help a newer colleague find their way around.
- Strategic Thinking — You can explain why the work you were given matters and who it is for.