Sales Development Representative (SDR)
3 days ago
Decatur
Job Description Position Summary We are seeking a highly driven and strategically minded Sales Development Representative (SDR) to join our team in a professional, exempt-level capacity. This role requires the consistent use of independent judgment, discretion, and decision-making to evaluate opportunities, prioritize high-value prospects, and execute strategic outreach efforts that support the company’s revenue and growth objectives. The SDR owns the early stages of the sales cycle, including identifying ideal prospects, evaluating organizational fit, conducting consultative qualification, and shaping pipeline development for the sales organization. This position requires a deep understanding of industry needs, the ability to tailor communication to various decision-makers, and the capability to provide insight-driven recommendations to leadership. You will collaborate cross-functionally, contribute to process and strategy improvements, and play a pivotal role in enhancing the effectiveness of our outreach programs and lead conversion efforts. Essential Duties and Responsibilities • Conduct independent research to identify, evaluate, and prioritize high-value accounts based on market trends, organizational structure, and ideal customer profile alignment., • Develop and execute customized, multi-channel outreach strategies (phone, email sequences, social media, networking platforms) to engage potential clients., • Exercise discretion in selecting which agencies, contacts, and opportunities warrant escalation or continued nurturing., • Own the development and management of a robust pipeline of Sales Qualified Leads (SQLs), ensuring each opportunity aligns with organizational revenue goals. Key Responsibilities Consultative Qualification & Needs Analysis • Apply a consultative approach to identify prospect challenges, operational goals, and technology requirements., • Use professional judgment to assess qualification criteria, including need, timing, budget, authority structure, and business fit., • Tailor product education and solution positioning based on industry, department role, and use-case complexity., • Evaluate decision-making hierarchies within organizations to determine opportunity pathing and next steps. Inbound Lead Management • Independently evaluate inbound inquiries from digital marketing, events, referrals, and campaigns., • Assess urgency, potential impact, organizational alignment, and sales readiness using established—and evolving—qualification frameworks. In Cross-Functional Collaboration • Work closely with Business Managers, Account Executives, Marketing, and internal stakeholders to ensure smooth and strategic handoffs of qualified opportunities., • Provide continuous feedback to Marketing on messaging effectiveness, lead quality, and campaign alignment., • Share insights with Sales and Product teams regarding prospect pain points, unmet needs, and industry trends., • Participate in sales strategy meetings to support improvements to targeting, outreach methods, and pipeline development processes. Systems, Reporting & Process Optimization • Maintain comprehensive and accurate records of prospect interactions, qualification criteria, and opportunity outcomes in HubSpot CRM., • Analyze outreach and pipeline metrics weekly to identify patterns, optimize workflows, and enhance overall conversion performance., • Offer recommendations for improving outreach processes, messaging sequences, lead scoring criteria, and sales enablement tools., • Support pilot testing of new strategies, tools, and campaigns, and present insights to leadership based on outcomes. Minimum Qualifications (Experience AND Education) • 1–3 years of experience in B2B sales, business development, lead generation, or a customer-facing professional role., • Outstanding communication skills with the ability to influence and engage decision-makers across multiple levels., • Proven ability to exercise independent judgment, manage competing priorities, and make informed decisions in fast-paced environments., • Strong organizational skills with meticulous attention to detail and follow-through., • Experience using CRM platforms such as HubSpot or Salesforce and comfort with modern sales technology. Preferred Qualifications • Bachelor's degree in Business Administration, Criminal Justice, or any other related fields., • Experience in SaaS, GovTech, Public Safety, or technology-driven environments., • Knowledge of outbound prospecting practices, account-based strategies, and lead scoring methodologies., • Understanding public-sector structures, procurement cycles, or regulated industry workflows. Work Environment & Role Expectations • This position requires a high degree of autonomy, discretion, and strategic decision-making, consistent with exempt classification., • Must have excellent time management and organizational skills., • Occasional travel for team meetings, training sessions, or industry events may be required., • Standard business hours with flexibility to manage responsibilities and meet revenue-impacting goals. Physical Demands and Work Environment This role requires the employee to have the ability to maintain a stationary and upright position consistently. Employees must be able to move frequently within an office environment to utilize office machinery and other resources. The employee should be able to communicate information and concepts consistently and effectively for mutual understanding, including conveying precise details during these interactions. For accurate task execution, it is essential that the employee consistently maintains consistent specific vision abilities, especially the capability to discern close-up details within a few feet of the observer. Seldom does this role entail the transportation of items weighing up to 30 pounds to meet various demands. The employee occasionally carries out their responsibilities while exposed to various outdoor weather conditions. Note This job description in no way states or implies that these are the only duties to be performed by the employee(s) incumbent in this position. Employees will be required to follow any other job-related instructions and to perform any other job-related duties requested by any person authorized to give instructions or assignments. All duties and responsibilities are essential functions and requirements and are subject to possible modification to reasonably accommodate individuals with disabilities. To perform this job successfully, the incumbents will possess the skills, aptitudes, and abilities to perform each duty proficiently. Some requirements may exclude individuals who pose a direct threat or significant risk to the health or safety of themselves or others. The requirements listed in this document are the minimum levels of knowledge, skills, or abilities. This document does not create an employment contract, implied or otherwise, other than an “at-will” relationship. Coreforce is an Equal Opportunity Employer, drug free workplace, and complies with ADA regulations as applicable. The companies in the Coreforce organization are innovative technology leaders, delivering groundbreaking digital systems tailored for frontline professionals who rely on speed, accuracy, easy-to-access data, and transparency in their work. Coreforce is an equal-opportunity employer that promotes justice, advances equity, value diversity, and fosters inclusion. Coreforce is committed to hiring the best talent – regardless of race, creed, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship status, marital status, disability, gender identity, genetic information, veteran status, or any other characteristic protected by applicable laws, regulations, and ordinances. If you have a disability or special need that requires assistance or accommodation, please email .