Job title: Sales Development Representative (SDR)
Employment Type: Fulltime; Fully Remote
Job Description
How you'll make an impact?
As the first point of contact for prospective customers, you'll play a key role in turning strong market demand into qualified sales opportunities. By engaging inbound leads quickly, understanding their needs, and scheduling high-quality meetings, you'll directly contribute to pipeline growth and revenue generation.
In this role, your ability to build rapport, qualify prospects effectively, and create a positive first impression will help drive the success of the sales team and support the company's continued growth.
Role Overview:
- Convert inbound interest into qualified sales opportunities and booked product demonstrations
- Engage and qualify leads generated through marketing campaigns, events, and other demand generation channels
- Conduct targeted outbound prospecting to identify and develop new business opportunities
- Build rapport with prospects, uncover business needs, and assess fit and buying intent
- Maintain accurate CRM records and ensure consistent follow-up and pipeline management
- Collaborate closely with sales and marketing teams to maximize lead conversion and campaign effectiveness
Key Responsibilities:
Inbound Lead Follow-Up & Demo Setting (Primary — ~70%)
- Triage and prioritize inbound leads from SEO, content marketing, trade shows, Meta ads, LinkedIn, and de-anonymization tools (e.g., Breakout.ai)
- Respond to inbound inquiries quickly and qualify leads against ideal customer profile criteria
- Set and confirm product demos for the U.S.-based sales representatives
- Follow up on trade show and event leads not personally claimed by the field sales team
- Maintain structured follow-up cadences to keep warm leads moving through the funnel
- Log all inbound activity, responses, and demo conversions accurately in HubSpot
Outbound Prospecting (Secondary — ~30%)
- Conduct targeted outbound outreach (calls, emails, LinkedIn) to U.S. optometry and ophthalmology practices
- Navigate gatekeepers at doctor offices and reach practice owners, administrators, and decision-makers
- Build and maintain prospect lists using research tools and databases
- Execute personalized outreach sequences aligned with product value propositions
- Maintain daily outbound activity benchmarks (calls, emails, touchpoints)
CRM & Pipeline Hygiene
- Maintain accurate records in HubSpot (transitioning from Salesforce; migration expected within 3 weeks)
- Track all outreach activity, lead status, and meeting outcomes
- Ensure pipeline data is clean, current, and actionable for the sales team
- Collaborate with marketing to support campaign follow-ups and lead scoring
Messaging & Sales Collaboration
- Develop and refine personalized outreach messaging to improve response and conversion rates
- A/B test email and call approaches to optimize engagement
- Work closely with the U.S. sales rep and incoming Sales Director to align on target accounts and priorities
- Provide regular feedback on lead quality, market signals, and outreach performance
Market Research and Targeting
- Identify high-value target accounts in U.S. healthcare (optometry & ophthalmology practices)
- Understand clinic workflows, patient journey, and operational challenges
- Develop persona-based outreach for decision-makers (practice owners, administrators)
Job Requirements:
Experience:
- 2–4 years of experience in SDR / BDR / inside sales (preferably B2B SaaS)
- Experience in outbound prospecting for U.S. markets
- Proven track record of meeting or exceeding outreach and meeting-booking targets
- Exposure to healthcare, SaaS, or technology sales is a plus
Functional Skills:
- Strong inbound qualification, objection handling, and consultative conversation skills
- HubSpot experience preferred (or demonstrable fast learner on CRM platforms)
- Salesforce familiarity is a plus (current CRM, being replaced by HubSpot)
- Familiarity with sales engagement platforms (Outreach, Salesloft, etc.)
- Experience using data tools (ZoomInfo, 6sense, Lusha, LinkedIn Sales Navigator)
- Ability to research accounts and personalize outreach
Performance Metrics:
Daily/weekly call and email activity
Meetings/demos booked for sales team
SQL (Sales Qualified Lead) generation
Conversion rates across outreach stages
Soft Skills:
Schedule & Location Setup
Location: Fully Remote
Schedule: Monday – Friday, 8:00 AM – 5:00 PM Central Daylight Time (CDT)
Contract Type: Rank & File
