Sales Development Representative
The Sales Development Representative (SDR) is an Atomic Data team member responsible for generating new business opportunities across the Atomic Data portfolio by identifying, researching, engaging, and qualifying prospective clients within our ICP.
This role is primarily focused on outbound business development and serves as a critical entry point into the commercial sales process. The Sales Development Representative will engage prospective clients across multiple channels, identify the appropriate stakeholders and buyer personas, develop interest in Atomic Data capabilities, and perform initial qualification before coordinating a successful handoff to Solutions Consultant.
Working closely with, Solutions Consultants, Marketing, Partnerships, and other go-to-market teams, the Sales Development Representative (SDR) will execute targeted prospecting strategies while developing an understanding of target markets, cliente environments, business challenges, and evolving Ideal Customer Profiles. The role requires a balance of consistent outbound activity, thoughtful account research, effective communication, and the ability to adapt messaging based on the audience and opportunity.
Success in this role is defined first by consistently generating qualified First Time Appointments (FTAs) for Solutions Consultants — the clearest measure of impact before those FTAs convert into Opportunities and, ultimately, Won business. It also means identifying and engaging appropriate decision-makers and influencers, maintaining disciplined prospecting and HubSpot CRM practices, and continuously improving through coaching, feedback, and market knowledge.
Essential Functions
- Generate qualified First Time Appointments (FTAs) through proactive outbound prospecting across assigned accounts, markets, and Ideal Customer Profiles.
- Research prospective organizations and identify appropriate decision-makers, influencers, and buyer personas.
- Engage prospects through personalized, multi-touch outreach via phone, email, LinkedIn, and other approved outbound channels to generate interest and schedule qualified FTAs with Solutions Consultants.
- Conduct basic qualifications to understand business needs, current environments, challenges, stakeholders, timing, and overall potential fit.
- Coordinate effective Solutions Consultant handoffs by providing relevant account research, qualification information, and context from prospect conversations.
- Develop a working understanding of Atomic Data services, solutions, target markets, and value propositions.
- Utilize HubSpot as the primary CRM and system of record, maintaining accurate and timely prospect, activity, meeting, qualification, and opportunity information.
- Utilize Apollo, LinkedIn Sales Navigator, HubSpot, and other approved prospecting tools to identify accounts, contacts, and engagement opportunities.
- Partner with Solutions Consultants, Marketing, Partnerships, and Sales Leadership on target account strategies, campaigns, event follow-up, and other business development initiatives, including following up on marketing content downloads and inbound leads, refining messaging based on performance feedback, and joining pipeline reviews and cadence calls.
- Consistently meet or exceed FTA (First Time Appointment) targets — the primary measure of success in this role — while supporting the downstream conversion of FTAs into Opportunities and Closed-Won revenue, which factors into compensation.
- 1–3 years of experience in sales development, business development, outbound sales, lead generation, or relevant professional experience.
- Demonstrated success identifying and creating new business opportunities through outbound prospecting.
- Strong verbal and written communication skills with comfort engaging prospective clients through cold calling, email, and LinkedIn.
- Ability to research organizations, identify appropriate buyer personas, and translate account information into relevant outreach.
- Knowledge of BANT or MEDDIC/MEDDPICC is preferred.
- Experience using HubSpot or a comparable CRM platform; experience with Apollo and LinkedIn Sales Navigator preferred.
- Strong organizational skills and the ability to manage multiple accounts, contacts, follow-up activities, and priorities.
- Demonstrated ability to receive coaching, incorporate feedback, and adapt prospecting approaches based on performance and market conditions.
- Curiosity and learning agility with the ability to understand new technologies, industries, buyer personas, and evolving Ideal Customer Profiles.
- Experience within technology, managed services, IT services, cybersecurity, SaaS, or professional services preferred.
- Bachelor's degree in a related field or equivalent professional experience preferred, but not required.
- Ability to work independently in a remote environment and travel for team meetings, training, or company events.
