Sales Development Representative (SDR)

Lead Qualification Specialist

We are seeking a Lead Qualification Specialist to support our sales organization by identifying, researching, qualifying, and developing new business opportunities for our outside sales team. This position will begin by helping manage and organize a large volume of leads, ensuring timely follow-up, accurate information, and prioritization of opportunities. As the role evolves, the individual will conduct outbound prospecting activities, identify buying signals, engage potential customers, gather decision-maker information, and schedule appointments for outside sales representatives. This is a pilot role designed to evaluate the impact of a dedicated lead qualification and appointment-setting function. If successful, there may be an opportunity for extension or conversion to a permanent role. The goal of this position is to increase prospecting capacity, improve lead conversion, identify buying signals, and create qualified opportunities that allow our outside sales team to spend more time selling and less time researching.

The Lead Qualification Specialist will support a team of outside sales representatives and sales managers. Reporting Structure Reports directly to our Sr. Inside Sales Manager Partners closely with Sales Managers and Outside Sales Representatives Collaborates with internal stakeholders as needed to support lead generation and opportunity development

Responsibilities: Initial Focus Review, organize, and prioritize incoming leads Research prospects and verify contact information Identify buying signals and potential opportunities Maintain accurate CRM records Ensure leads receive timely follow-up Evolving Responsibilities Conduct outbound prospecting calls Identify and qualify decision-makers Schedule appointments for outside sales representatives Nurture and develop new opportunities Support pipeline growth for the sales team

Success Metrics Because this is a pilot position, performance will be evaluated using a combination of activity, quality, and outcome metrics. Activity Metrics Leads reviewed and dispositioned daily Outbound calls completed New contacts identified Prospect research completed CRM accuracy and maintenance Quality Metrics Lead response time Accuracy of contact information Completeness of lead records Lead acceptance rate by the sales team Outcome Metrics Qualified appointments generated Qualified opportunities passed to sales Pipeline value influenced Revenue generated from sourced opportunities

Initial Performance Targets (Subject to Refinement) Process and qualify 50-75 leads per day Complete 40-60 outbound calls per day Generate 5-10 qualified appointments per week Consistently identify new decision-makers and buying opportunities

The successful candidate should be prepared to: Manage a large volume of leads and prospecting activity Engage with prospects who may not initially be interested Identify quality opportunities from limited information Work in an evolving role as the pilot program develops This role presents a unique opportunity to help build and shape a function that could become a long-term part of the sales organization.