Sales Development Representative (SDR)

Key Responsibilities

• Lead Generation & Outreach
• Execute the full defined lead generation process: list pull → research → call → email follow-up → CRM log, for every prospect in the assigned territory.
• Make 60–80 outbound calls per day following the approved call script; conduct multi-touch cadences (call + email + LinkedIn) on all priority accounts.
• Qualify inbound leads generated by marketing using the standard qualification script and route sales-ready opportunities to the assigned Account Executive within 24 hours.
• Research target accounts and contacts to personalize the script's open and pain-point sections without deviating from qualification structure.
• Script Adherence & Quality
• Follow Bridgeway’s lead gen call script verbatim for all required fields; use approved rebuttals for common objections.
• Participate in weekly call review sessions — calls are recorded and scored against the script rubric by sales leadership.
• Complete script certification for any new script version within 5 business days of release before using it in the field.
• Data Integrity & CRM
• Log every call outcome, contact field, and disposition in HubSpot immediately after each interaction — no end-of-day batching.
• Maintain 95%+ CRM field completion rate as audited weekly by Sales Ops; resolve flagged records within 48 hours.
• Surface data anomalies (duplicate contacts, wrong industry codes, stale phone numbers) to Sales Ops using the defined data quality process.
• Contribute to weekly pipeline data reviews by ensuring assigned segment's contact and activity data is accurate and current.
• Collaboration & Continuous Improvement
• Collaborate with Account Executives on account prioritization and handoff quality; participate in weekly AE-SDR syncs.
• Share script objection patterns and market intelligence with the team in the shared feedback log after each calling block.
• Meet and exceed monthly quotas for qualified meetings booked and sales-qualified opportunities (SQOs) created.