Sales Development Representative

Sales Development Representative

The Sales Development Representative (SDR) is the driving force behind SHI's new business growth. In this role, you'll focus on outbound prospectingcold calling, emailing, and social sellingwhile following up promptly on any customer responses or needs. Partnering closely with Field Account Executives, you'll research target accounts, engage decision-makers, qualify interest, and book meetings that build a healthy sales pipeline. Success comes from persistence, strong communication, and the discipline to manage high-volume outreach while keeping your activity accurately tracked in the CRM.

Key Responsibilities

• Prospecting & Outreach
• Execute daily outbound prospecting through cold calls, emails, LinkedIn, and other channels to generate new opportunities.
• Respond quickly to customer responses uncovering true business needs and aligning the AE to help solve them.
• Maintain a consistent follow-up cadence to boost engagement and response rates.
• Qualification & Meeting Setting
• Research assigned territories to identify target accounts, key decision-makers, and buying signals.
• Ask discovery questions to uncover each prospect's goals, challenges, and technology needs.
• Book qualified discovery meetings for Account Executives that convert into pipeline.
• Collaboration & Strategy
• Partner with Account Executives to build account development and prospecting plans.
• Stay current on SHI's solutions, market trends, and the competitive landscape to position value effectively.
• Tracking & Performance
• Accurately log prospect interactions and opportunity details in CRM and sales engagement platforms.
• Meet or exceed activity, meeting-setting, and pipeline-generation goals.
• Behaviors and Competencies
• Communication: Delivers clear, persuasive messaging across phone, email, and virtual channels, and adapts style to different audiences.
• Persistence & Resilience: Maintains motivation and a positive attitude through high call volumes, objections, and rejection.
• Time Management: Prioritizes a high volume of outreach and follow-up tasks to consistently hit daily and weekly activity targets.
• Curiosity & Active Listening: Asks strong discovery questions and listens for needs, pain points, and buying signals.
• Self-Motivation: Takes initiative to identify opportunities and drive personal performance without explicit direction.
• Coachability & Self-Development: Seeks feedback, applies coaching, and sets personal development goals to improve results.
• Decision-Making: Evaluates prospect fit and prioritizes outreach efforts to maximize pipeline impact.
• Interpersonal Skills: Builds rapport quickly and establishes credibility with prospects and internal partners.
• Performance Management: Tracks progress against activity and pipeline goals and adjusts approach as needed.
• Business Development: Identifies potential opportunities, proposes outreach strategies, and takes action independently.

Skill Level Requirements

• Ability to conduct cold calling and outbound prospecting to identify new business opportunities Basic
• Ability to qualify prospects and uncover needs through effective questioning and active listening Basic
• Ability to manage and prioritize a high volume of outreach and follow-up tasks Basic
• Experience using CRM and sales engagement platforms to track activity and manage pipeline Basic
• Ability to communicate value propositions effectively across phone, email, and virtual channels Basic
• Ability to build relationships with prospects and gain access to key decision-makers Basic
• Strong organizational and time management skills with the ability to meet activity and performance goals Basic

Other Requirements

• Bachelor's Degree preferred, but not required.
• 13 years of experience in business development, sales development, inside sales, lead generation, or outbound prospecting preferred.
• Demonstrated experience with cold calling, lead qualification, appointment setting, or pipeline generation preferred.
• Experience with CRM platforms (SHI AX, Salesforce, Dynamics, HubSpot, or similar) and sales engagement tools preferred.
• Familiarity with Microsoft Office applications required.

The estimated annual pay range for this position is $40,000 - $100,000 which includes a base salary and bonus. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.

Equal Employment Opportunity M/F/Disability/Protected Veteran Status