Sales & Account ManagementSales Development Representative
About the job
Requirements
Research target accounts and validate decision-maker contact information using prospecting tools.
Use intent data, technographic signals, firmographic filters, and trigger events to prioritize accounts and outreach.
Maintain accurate contact data and protect sender reputation and deliverability.
Build and optimize multichannel outbound sequences using sales engagement platforms.
Personalize prospect messaging to the persona, vertical, and pain point; use AI writing assistants and research tools to support personalization.
Meet the inbound response service-level target of under five minutes during business hours.
Qualify inbound leads against Ideal Customer Profile criteria using BANT (Budget, Authority, Need, Timing).
Use structured qualification frameworks such as MEDDIC, BANT, SPIN, or a company-defined process.
Meet or exceed monthly and quarterly targets for Sales Qualified Leads and pipeline dollars.
Maintain accurate CRM records in Salesforce and/or HubSpot and use Gong or an equivalent conversation intelligence platform.
Use LinkedIn Sales Navigator for account research, warm introductions, and social selling.
Partner with Marketing and Account Executives on campaign alignment, lead quality feedback, territory coverage, account prioritization, and target personas.
Stay current on industry trends, competitive positioning, and the company’s product roadmap.
Attend relevant webinars, virtual events, and trade shows to build market knowledge and generate leads.
Pursue ongoing development through sales methodology training, tool certifications, and coaching.
Responsibilities
Build target account lists and identify, source, and validate key decision-maker contacts before loading them into outbound sequences.
Monitor trigger events such as funding rounds, executive hires, product launches, and job postings for outreach opportunities.
Execute a daily cadence of cold calls, cold emails, and LinkedIn connection requests and messages.
A/B test subject lines, calls to action, and sequence steps, and use performance data to improve reply and booking rates.
Respond to inbound inquiries, including web forms, chat, content downloads, and event registrations, within the stated service-level target.
Nurture interested leads who are not ready to buy with drip sequences, relevant content, and follow-up; re-engage cold or stalled leads with updated messaging and relevant triggers, case studies, or social proof.
Convert prospect engagement into discovery or qualification calls on Account Executive calendars; send calendar invites with agendas and pre-read materials where appropriate.
Attend qualification calls as a participant or note-taker and help establish next steps; conduct first-line qualification calls independently when appropriate.
Confirm, remind, and rescue at-risk meetings to protect show rates.
Ensure each interaction ends with a confirmed next step, such as a follow-up call, demo, or proposal discussion.
Prepare handoff notes for Account Executives covering contact roles, surfaced pain points, objections, budget, and timeline context.
Follow up with prospects who did not convert after meetings and return them to nurture sequences; identify expansion or multi-threading opportunities and surface them to the Account Executive team.
Apply the agreed Sales and Marketing definition of a Sales Qualified Lead before advancing leads to the pipeline.
Track Sales Qualified Lead-to-opportunity conversion and work with Account Executives to improve handoff quality.
Participate in pipeline reviews and report on top-of-funnel health, coverage, and forecast.
Log prospect activities in the CRM in real time and flag data-quality issues for resolution with Revenue Operations.
Provide Marketing with structured feedback on lead quality, campaign resonance, persona pain points, and competitive intelligence.
Participate in BDR team meetings, forecast calls, and one-on-ones with the manager; share data and winning talk tracks, email templates, and objection-handling practices with the team.
Research competitors’ positioning and prospect objections to inform sales enablement and product marketing.
About Wellspring
Wellspring Worldwide, Inc. is a leading provider of web-based software systems for managing research, technology commercialization, and innovation operations for universities, companies, government agencies, and independent labs. Founded in 2003, Wellspring has grown to serve over 500 organizations globally, including Fortune 500 companies, SMEs, hospitals, and universities. The company’s flagship products—Evolve, Astria, Sophia & Flintbox—enable organizations to manage the entire innovation lifecycle, from discovery and IP management to commercialization and knowledge transfer.
The Business Development Representative (BDR) is the engine of top-of-funnel growth. You will own the full prospecting motion — from identifying and sourcing target contacts to feeding them into multi-channel outbound campaigns, nurturing prospects through early-stage conversations, and converting engagement into qualified pipeline. You will also serve as the first human touch for inbound inquiries, respond quickly to capture intent, and work hand-in-hand with Account Executives to book, run, and advance discovery calls. Your output is measured in Sales Qualified Leads (SQLs) and pipeline dollars delivered.
Core Responsibilities
Prospecting & Contact Intelligence
Research and build target account lists aligned to the Ideal Customer Profile (ICP) using tools such as LinkedIn Sales Navigator, ZoomInfo,Prospeo,Apollo, Cognism, or Clay.
Identify, source, and validate key decision-maker contacts (title, email, phone, LinkedIn profile) before loading them into outbound sequences.
Use intent data, technographic signals, and firmographic filters to prioritize high-fit, high-intent accounts.
Maintain rigorous contact hygiene — verify data accuracy before every campaign load to protect sender reputation and improve deliverability.
Build, launch, and optimize outbound sequences using sales engagement platforms (e.g., Outreach, Salesloft, HubSpot Sequences) across email, phone,andLinkedIn.
Personalize messaging at scale — tailor subject lines, opening lines, and value propositions to persona, vertical, and pain point.
Execute a structured daily outreach cadence: cold calls, cold emails, LinkedIn connection requests and messages.
A/B test subject lines, call-to-action language, and sequence steps; use performance data to iterate and improve reply and booking rates.
Leverage AI writing assistants and research tools to accelerate personalization without sacrificing quality.
Inbound Lead Response & Nurture
Respond to inbound inquiries (web forms, chat, content downloads, event registrations) within SLA — target under 5 minutes during business hours.
Qualify inbound leads against ICP criteria (BANT: Budget, Authority, Need, Timing) and route appropriately.
Nurture leads that are interested but not yet ready to buy using drip sequences, relevant content, and timely follow-up touches.
Re-engage cold or stalled leads using fresh messaging, new triggers, or relevant case studies and social proof.
Booking Meetings & Qualification Calls
Convert prospect engagement into booked discovery or qualification calls on Account Executive calendars.
Send calendar invites with clear agendas, confirming logistics and providing pre-read materials where appropriate.
Attend qualification calls as a participant or note-taker; contribute to the conversation and help establish next steps.
Conduct first-line qualification calls independently when appropriate, using a structured framework (MEDDIC, BANT, SPIN, or company-defined process).
Confirm, remind, and rescue at-risk meetings to protect show rates.
Setting Next Steps & Advancing Opportunities
Ensure every interaction ends with a confirmed next step — a follow-up call, demo, or proposal discussion on the calendar before leaving the conversation.
Work with Account Executives to prepare thorough handoff notes: contact roles, pain points surfaced, objections raised,budgetand timeline context.
Follow up post-meeting with prospects who did not convert to keep them warm and re-enter them into nurture sequences.
Identify expansion or multi-threading opportunities within target accounts and surface these to the AE team.
SQL & Pipeline Delivery
Apply a consistent SQL definition — agreed jointly with Sales and Marketing — before advancing any lead to the pipeline.
Meet or exceed monthly and quarterly targets for SQLs delivered and pipeline dollar value generated.
Track SQL-to-opportunity conversion rates and work with AEs to diagnose and improve handoff quality over time.
Participate in pipeline review meetings and provide visibility into top-of-funnel health, coverage, and forecast.
CRM, Tools & Data Hygiene
Maintain complete, accurate, and up-to-date records in Salesforce and/or HubSpot for every prospect interaction, call note, and stage change.
Use Gong (or equivalent conversation intelligence platform) to review call recordings, identify coaching moments, and replicate winning talk tracks.
Leverage LinkedIn Sales Navigator for account research, warm introductions, and social selling activity.
Log all activities in CRM in real time — calls, emails, LinkedIn messages, meetings booked,meetings held— to ensure accurate pipeline attribution and reporting.
Flag data quality issues (duplicate records, missing fields, outdated contacts) and work with RevOps to resolve them.
Collaboration & Feedback Loops
Partner with Marketing to align on campaign themes, messaging, and content assets that support outbound sequences.
Provide structured feedback to Marketing on lead quality, campaign resonance, persona pain points, and competitive intelligence gathered in the field.
Collaborate with Account Executives on territory coverage, account prioritization, and target personas.
Participate in BDR team meetings, forecast calls, and 1:1s with your manager; bring data to every discussion.
Share winning talk tracks, email templates, and objection-handling plays with the broader team to raise collective performance.
Market Intelligence & Continuous Improvement
Stay current on industry trends, competitive landscape, and the company’s product roadmap to sharpen prospecting conversations.
Research competitors’ positioning and gather prospect objections to help inform sales enablement and product marketing.
Attend relevant webinars, virtual events, and trade shows to build market knowledge and generate leads.
Invest in ongoing skill development: sales methodology training, tool certifications, and coaching from leadership.