Sales Development Representative

Job Description

Job Description

Start Your Career in Technology Sales at PCI

PCI is looking for a college graduate, career starter, or career changer who wants to learn a valuable profession from the ground up. You will join a collaborative team, receive structured training and regular coaching, practice in a supportive environment, and earn more responsibility as your skills grow.

This is consultative selling, not simply delivering a pitch. You will begin by building foundational skills and pursuing opportunities with small and mid-sized organizations, where you can create early wins and help us strengthen repeatable sales processes. As you demonstrate proficiency and confidence, you will progressively participate in larger and more complex client pursuits, including organizations with dedicated IT teams.

What You Will Learn

• How businesses use Microsoft, cloud, cybersecurity, AI, and managed IT services.
• How to research organizations and identify the right people and business needs.
• How to write effective outreach, make professional calls, ask strong questions, and follow up.
• How to use a CRM, manage a pipeline, and turn activity into measurable progress.
• How to prepare for discovery meetings and collaborate with sales and technical experts.
• How to build confidence through role-play, call review, coaching, and real experience.

What You Will Do

• Research prospective organizations within your assigned market segments, beginning with small and mid-sized businesses and expanding to larger organizations as your proficiency develops.
• Start conversations through phone, email, social outreach, referrals, networking, and events.
• Listen for priorities and challenges, document what you learn, and coordinate useful next steps.
• Schedule qualified meetings and help create a thoughtful, professional prospect experience.
• Use HubSpot to keep prospect activity, pipeline, deal-flow records, notes, and follow-up commitments accurate and current.
• Participate fully in training, coaching, team planning, and continuous improvement.
• Represent PCI at meetings, trade shows, conferences, and community events.

Tools You Will Learn

• Autotask as PCI’s client and service system of record after a prospect becomes a client.
• DocuSign for issuing approved statements of work and related sales documents.
• PCI proprietary AI tools for list generation and supported drafting of marketing and sales communications.
• Dun & Bradstreet Hoovers and LinkedIn for account research, contact identification, and prospecting.
• HubSpot for CRM, prospect activity, pipeline management, and deal flow.

What Will Help You Succeed

• A bachelor’s degree in any relevant field is preferred, but equivalent education and experience are welcome.
• Clear communication, active listening, curiosity, empathy, organization, and follow-through.
• Comfort meeting new people, asking questions, and learning from feedback.
• The resilience to continue after a “no” without losing professionalism or perspective.
• An interest in business, technology, relationships, and continuous learning.
• Availability to work primarily from our Buffalo office when not visiting prospects or attending events, and to travel as the role requires.

Compensation and Growth

• $45,000 annual base salary plus a competitive commission structure with uncapped earning potential.
• Bonuses for achieving defined sales milestones and reimbursement for approved business travel.
• Structured onboarding, regular coaching, and a defined path from foundational small and mid-sized business pursuits to progressively larger and more complex opportunities as proficiency is demonstrated.
• Full-time role based in Buffalo, NY. Travel is part of the role, and occasional evening or weekend events may be required with advance notice.

About PCI

PCI helps organizations create greater certainty through modern technology, cybersecurity, cloud, Microsoft solutions, AI governance, and managed IT services. We work across teams to understand business needs, communicate clearly, and build long-term client relationships.

FLSA Category – Non-Exempt, full-time 

Supervisory Responsibility – No 

Compensation: $45,000 annual base + commission

Work Environment: Buffalo, NY (Hybrid with travel)

Other Requirements – This position involves significant travel to prospect meetings, trade shows, and conferences, and will require evening and weekend work as needed to close deals.

Interested, but do not meet every requirement? Please apply.

We value potential, transferable experience, and a willingness to learn.