Sales Development Representative

Position Summary

We are seeking a detail-oriented and highly organized Sales Lead Qualification Specialist to serve as the bridge between marketing lead generation and sales. This role is responsible for ensuring that every prospect receives immediate attention and professional engagement while conducting thorough qualification of all inbound leads.

You will guarantee:

• No opportunity falls through the cracks,
• High-quality prospects are converted to leads,
• All prospects—regardless of qualification status—experience exceptional responsiveness and service.

The ideal candidate will excel at lead assessment, effective communication, and systematic lead nurturing processes while maintaining high standards of prospect care and attention.

Compensation:

Compensation is combination of hourly rate and bonuses for identifying opportunities that lead to quarterly or annual sales objectives.

Key Responsibilities:

Lead Intake & Initial Assessment

• Respond to all inbound leads within one business day across multiple channels (web forms, phone calls, chat, email)
• Conduct initial discovery phone calls to assess prospect fit and qualification criteria (applicable when phone numbers of qualified business to business contacts are known)
• Gather essential qualification information using Budget, Authority, Need and Timeline (BANT) criteria
• Determine lead priority level and appropriate routing path within the sales organization
• Document all interactions and qualification data in CRM system with accuracy and completeness

Lead Qualification & Routing

• Apply qualification criteria to assess lead quality and sales readiness
• Differentiate between enterprise (B2B) opportunities and individual (B2C) prospects
• Identify and flag high-value accounts for immediate escalation
• Recognize and properly route leads requiring specialized attention or custom solutions
• Determine appropriate next steps and timeline for each qualified prospect

Lead Routing & Handoff Management

• Route qualified leads to appropriate sales representatives based on territory, specialization, and capacity
• Provide handoff briefings that include qualification summary and next steps
• Schedule initial sales meetings and coordinate calendar logistics between prospects and sales reps
• Ensure smooth transitions with follow-up confirmation
• Track handoff success rates and gather feedback from sales team on lead quality

Lead Nurturing & Pipeline Development

• Develop and execute nurturing campaigns for leads not yet ready for sales engagement
• Maintain regular touch-points with prospects in qualification pipeline through email, phone, and social media
• Identify indicators that signal sales readiness
• Re-qualify dormant leads based on changing circumstances or organizational priorities
• Convert nurtured prospects to sales-qualified leads when appropriate criteria are met

Data Management & Reporting

• Maintain accurate and up-to-date prospect information in CRM system
• Generate daily, weekly, and monthly reports on lead qualification metrics and conversion rates
• Track lead source effectiveness and provide feedback to marketing team on campaign performance
• Monitor lead response times, qualification rates, and handoff efficiency
• Participate in regular pipeline reviews and forecasting sessions with sales leadership

Collaboration & Process Improvement

• Collaborate with marketing team to optimize lead generation campaigns and improve lead quality
• Collaborate with sales to refine qualification processes and handoff procedures
• Provide market intelligence and prospect feedback to inform product and marketing strategies
• Participate in regular training sessions to stay current on product updates and sales methodologies
• Contribute to process documentation and best practice development

Required Skills & Qualifications:

Communication & Qualification Skills

• Active Listening: Superior ability to ask probing questions and extract critical qualification information
• Verbal Communication: Clear, professional phone presence with ability to build rapport quickly
• Written Communication: Strong email and messaging skills for nurturing and follow-up activities
• Discovery Techniques: Proficiency in BANT or similar qualification criteria
• Time Management: Ability to manage high interaction volumes while maintaining quality interactions
• Attention to Detail: Diligent approach to data entry and documentation accuracy

Educational and Technical Requirements

• High school diploma required; Associate's or Bachelor's degree in business, marketing, or communications preferred
• Minimum of 1-3 years of experience in inside sales, lead qualification, customer service, or related role
• Proficiency in CRM platforms
• Experience with email automation, and basic marketing automation platforms
• Strong computer skills including Google Workspace and web-based applications
• Familiarity with social media platforms for professional prospecting (LinkedIn, etc.)

Company Overview

We bridge the global cybersecurity knowledge gap with an affordable, role-specific training platform that delivers targeted cybersecurity education tailored to each individual's organizational role and risk exposure.

Our team possesses deep expertise in cybersecurity training and certification development, provisioning, and procurement. Several team members have successfully led multi-million-dollar training and certification initiatives, bringing invaluable real-world experience to our platform development and market strategy.