Sales Development Representative

Compensation: $80,000 CAD OTE
Location: Kelowna, BC (In-Office Only)

About Martell Group

The Martell Group exists to build people, brands, and ventures that create meaningful impact. Across our four companies, we combine audience, operators, and execution to launch scalable products and empower ambitious leaders in Media, B2B SaaS, and AI.

Founded by serial entrepreneur and investor Dan Martell (investor in Udemy, Intercom, and Unbounce), we’re building a company that values leadership, growth, and simplicity, and we’re looking for people who live those values too.

Our goal is to attract world-class talent and align people where their impact is greatest. When you apply to Martell Group, you’ll automatically be considered for all open roles across our companies, not just the one you applied for.

Why you shouldn't work here – Radical Transparency from our CEO

About the Role

We're looking for a driven, coachable Revenue Setter / Sales Development Representative on the Martell Media revenue team, you will turn prospect interest into qualified sales conversations for our closing team.

You'll own outreach, initial qualification, appointment setting, consistent follow-up, and accurate records in HubSpot. You'll also support confirmations and show rates for your assigned closer pod. The goal is to consistently book qualified prospects who understand the next step, show up prepared, and are a strong fit for our programs.

What You’ll Do

• Lead outreach: Contact inbound inquiries, new opt-ins, event leads, and assigned outbound prospects through calls, SMS, and email. Prioritize fresh, high-intent leads and follow the team’s speed-to-lead process.
• Qualification: Understand the prospect’s business, revenue stage, goals, challenges, urgency, and fit using our approved qualification process. Ask clear questions, listen closely, and establish a relevant reason for the sales call.
• Appointment setting: Book qualified prospects onto the appropriate closer’s calendar using the current routing rules. Clearly explain the purpose of the call and confirm the date, time, time zone, and attendance.
• Follow-up and nurture: Work assigned follow-up queues consistently. Re-engage unresponsive prospects and older opportunities with relevant context, and give every lead a clear next step or documented outcome.
• Closer handoffs: Give the closer useful notes on the prospect’s situation, goals, pain points, objections, qualification, and commitments made during the conversation.
• Calendar and show-up support: When assigned to a senior closer pod, own confirmations, reschedules, cancellations, and no-show recovery. Follow the daily confirmation routine and verify that calendar changes, HubSpot records, and automated reminders agree. 
• HubSpot accuracy: Review ownership and conversation history before outreach. Log calls, messages, outcomes, qualification notes, and next steps promptly. Coordinate with existing owners so prospects don’t receive duplicate or conflicting outreach.
• Reporting and improvement: Keep personal KPIs current, submit the daily setter report, flag lead-quality or process issues, and use feedback to improve conversations and conversion.

What Success Looks Like

• Consistent qualified appointments booked and attended.
• Strong speed-to-lead and follow-up completion.
• Clear, useful handoffs that help closers convert suitable opportunities.
• Accurate HubSpot records and reliable daily reporting.
• Improvement in conversation quality, booking conversion, and show rates.
• Meeting the activity and performance targets assigned to your setter level.

What You Bring

Required

• Clear, confident communication over the phone and in writing.
• Strong listening skills and curiosity about business owners' goals and challenges.
• Comfort initiating conversations, handling objections, and working through rejection.
• Consistent execution, strong organization, and attention to detail.
• Coachability and willingness to practice, review calls, and apply feedback.
• Confidence learning HubSpot and sales tools.
• Ability to work in person in Kelowna, BC.

Preferred

• Sales, appointment-setting, prospecting, or customer-facing experience. Candidates without a formal sales background can still be a fit if they demonstrate strong communication, work ethic, and coachability.