Sales Development Representative job description

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

RESPONSIBILITIES
- Build your own target list for your assigned territory, rank it by fit and timing, and defend that ranking with evidence when a manager challenges any single account.
- 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.
- 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.
- Convert inbound interest into qualified opportunity at or above the team rate, and say from your own records which sources convert and which return no qualified opportunity.
- Arrive at a pipeline review needing no cleanup: your dates, values, and next steps match the CRM record when a reviewer checks them without asking you.
- Pick up an unfamiliar area fast enough to be useful in it.

REQUIREMENTS
- No earlier level needed: this is the first level of the ladder

REQUIRED SKILLS
Prospecting
- Account Research and Targeting — You can build your own target list for your assigned territory, rank it by fit and timing, and defend that ranking with evidence when a manager challenges any single account.
- Outbound Prospecting — You can 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 can 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 can 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 can convert inbound interest into qualified opportunity at or above the team rate, and say from your own records which sources convert and which return no qualified opportunity.
- Referral and Network Development — You can 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 can deliver a standard demo script accurately, handle the setup without breaking it, and note the questions you could not answer.
- Buying Committee Mapping — You can record the names, roles, and titles of the contacts you have met on a deal, and say which of them is your main contact.
- Champion Development — You can identify a friendly contact on a deal and keep them informed at each stage without being prompted.
- Sales Objection Handling — You can handle price, timing, and competitor objections in the moment without reaching for a script, and confirm the buyer accepts the answer.
- Commercial Negotiation — You can quote from the current price list without errors and escalate any discount or term outside the standard instead of answering it yourself.
- Proposal and Business Case Writing — You can 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 can arrive at a pipeline review needing no cleanup: your dates, values, and next steps match the CRM record when a reviewer checks them without asking you.
- Competitive Positioning — You can establish which alternatives a buyer is evaluating, including doing nothing, and adapt your positioning to that specific set.
- Product and Solution Expertise — You can match a prospect's stated need to the product features that address it, with a solutions colleague reviewing the match before you share it.
- Closing and Purchase Agreement — You can name the steps between a buyer's verbal yes and a signed order, such as order form, approvals and signature.

Account Management
- Customer Onboarding Handover — You can complete a handover pack to the agreed template, asking the customer for missing details instead of guessing, with a colleague checking it before the call.
- Account Relationship Management — You can keep in touch with named contacts, recording what was said and passing on anything a customer says that sounds like a problem.
- Renewal and Churn Prevention — You can track renewal dates, prepare the paperwork on time, and report the warning signs you notice.
- Upsell and Cross-Sell — You can notice when a customer nears a usage limit or mentions a need another product covers, and pass it to the account owner.

Commercial
- Territory and Account Planning — You can write a plan for your own patch naming target accounts, why each was chosen and the next step, and revisit it often.
- Sales Contract Review — You can explain the term, notice period and payment days of a standard agreement in plain words, and take unfamiliar clauses to legal.
- Sales Forecasting — You can keep your opportunities current with a realistic value and close date, and move a deal as soon as it slips.

Sales Leadership
- Deal Coaching — You can sit in on another seller's call and give specific feedback on what you heard, describing what happened rather than what you would have done.
- Sales Enablement — You can update or remove sales material that conflicts with the current product or price list, 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 against the source system before anyone builds on it.
- Sales Team Hiring and Performance — You can take part in a candidate interview by asking the questions assigned to you and writing down what the candidate said.

Delivery
- Project Management — You can keep your own tasks and deadlines in a current to-do list, and tell your manager as soon as work you own will be late.
- Planning & Estimation — You can estimate how long a task will take once the approach is clear, and you say promptly when the estimate turns out to be wrong.
- Ownership & Accountability — You can stay responsible after you hand work over: you check it did what it was meant to, fix your own mistakes, and give updates before anyone asks.
- Quality Focus — You can choose checks that suit the task in front of you, catch your own mistakes before anyone else sees them, and confirm the result works once people start using it.

Craft
- Problem Solving — You can work out what is wrong in work you did not create, and you fix the underlying cause instead of working around the symptom.
- Domain Expertise — You can apply the basics of your field to the work you are given, and ask an expert when a task goes beyond what you have learned.
- 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 so your team can act on it, and play a request back in your own words before you act on it.
- Collaboration — You can work well with people in other roles, share context and credit, and take criticism of your work without defending territory.
- Writing & Documentation — You can document your own work well enough for a colleague to follow it unaided, such as a how-to guide or a handover, and keep it current as things change.
- 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 open 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.