Sales Development Representative

Scale Army

Role Overview:
The Sales Development Representative (SDR) will play a key role in driving business growth by engaging enterprise-level prospects, nurturing relationships, and setting up discovery calls with key executives. Working closely with leadership, this role focuses on building rapport, maintaining a healthy pipeline, and supporting deal closures. The ideal candidate has 3+ years of B2B sales experience, preferably in enterprise or SaaS environments, with strong communication and CRM management skills.

Key Responsibilities:

• Outbound Prospecting & Engagement

  • Conduct outreach via calls, emails, and LinkedIn to engage leads and nurture relationships.
  • Work from provided contact lists, focusing on initiating discovery calls and building rapport.
  • Collaborate with leadership to assist in closing deals post-engagement.
  • Conduct discovery calls with key executives and decision-makers to assess needs and advance opportunities.

• Lead Management & Pipeline Nurturing

  • Maintain and manage a healthy sales pipeline with consistent follow-ups.
  • Use HubSpot (or similar CRMs) and OpenPhone to track communications, set reminders, and stay organized.
  • Ensure seamless handoff of qualified leads to the leadership team.

• Sales Cycle Management

  • Work within a ~5-month sales cycle, overcoming objections and gathering key decision-making information.
  • Build long-term relationships to ensure the right solutions are presented.
  • Track KPIs like discovery calls and appointments held, improving conversion rates over time.

• Collaboration with Leadership

  • Work closely with leadership, sharing updates and insights to support deal closures.
  • Contribute to continuous improvement in sales processes and client engagement strategies.

Qualifications:

• Experience
• 3+ years of experience in B2B sales, in enterprise sales and working with executives.
• Proficiency using CRMs such as HubSpot or Salesforce.
• Experience with LinkedIn for outreach and lead management.
• Proven success engaging with executives and key decision-makers.
• Previous SaaS sales experience is a plus.

• Skills
• Strong communication and presentation abilities with a confident phone presence.
• Proficiency in LinkedIn for outreach and relationship management.
• Highly organized and detail-oriented with the ability to manage multiple accounts.
• Self-motivated, proactive, and goal-driven with strong negotiation and closing skills.

What Success Looks Like:

• Consistent discovery calls with key executives and decision-makers.
• A well-maintained, active sales pipeline with regular follow-ups.
• Successful collaboration with leadership to close deals and achieve KPIs.
• Steady improvement in appointment-setting and conversion performance.