Sales Development Representative – Enterprise

Role Summary:

As a Sales Development Representative, Enterprise, you will build pipeline across Mid-Market and Enterprise accounts through targeted ABX programs. This is not your average SDR role, but a strategic position where you will partner with Sales and Marketing to identify buying signals, map key stakeholders, personalize outreach, and shape account plays for high-value organizations.

This is a career-launching role for ambitious builders who want to grow into Account Executive, Account Management, Solutions Engineering, Marketing, or Client Success roles.

What you'll do

• Build qualified pipeline through outbound prospecting across Mid-Market and Enterprise accounts. 

• Use AI-powered sales technologies, intent data, and market signals to identify high-probability opportunities. 

• Own and manage a targeted account patch, including a prioritized list of high-value ABX accounts.

• Research target accounts to understand workplace strategy, real estate footprint, hybrid work policies, leadership priorities, growth signals, and operational pain points.

• Map key stakeholders across Facilities, Corporate Real Estate, Workplace Operations, IT, Finance, and other relevant buying groups. 
  Develop highly personalized messaging using AI-assisted research, account insights, buyer signals, and relevant business triggers.

• Balance deep ABX work with consistent outbound execution, including calls, emails, LinkedIn touches, account research, and cadence enrollment.

• Conduct discovery conversations and qualify opportunities using MEDDPICC methodology. 

• Partner closely with Account Executives to accelerate pipeline progression and revenue generation. 

• Own a territory book of business and develop innovative prospecting strategies to increase market penetration. 

• Analyze outreach performance, conversion metrics, and pipeline health to continuously improve results. 

• Test, optimize, and scale messaging frameworks based on prospect feedback, engagement data, and AI-generated insights. 

• Leverage Salesloft, 6sense, UserGems, ZoomInfo, LinkedIn Sales Navigator, ChatGPT Enterprise, and custom AI solutions to improve efficiency and effectiveness. 

• Consistently meet and exceed weekly, monthly, and quarterly pipeline production targets. 

• Contribute to team playbooks and share best practices that improve overall SDR performance.

What you bring:

• Bachelor’s degree or equivalent professional experience. 

• 1 year to 3 years of experience in sales, customer service, business development, marketing, or a related field. 

• Strong communication, storytelling, and persuasion skills. 

• Ability to learn quickly and apply new information in fast-moving environments. 

• Demonstrated competitiveness through athletics, academics, entrepreneurship, leadership activities, or professional achievement. 

• Strong organizational skills and attention to detail. 

• Ability to manage priorities, execute consistently, and maintain accountability to goals. 

• Experience using modern sales technology or a demonstrated ability to learn new systems rapidly. 

• AI fluency, including the ability to leverage AI tools for research, personalization, workflow automation, and productivity enhancement. 

• Strong critical thinking and problem-solving skills. 

• Growth mindset, coachability, and a desire to build a long-term career in SaaS sales. 

• Interest in progressing into a closing, strategic, or customer-facing revenue role.