Sales Development Representative

ole Overview

The Sales Development Representative (SDR) will play a pivotal role in driving pipeline growth by generating, qualifying, and nurturing leads across Borderless Accesss global business lines Panel Access, Healthcare, and Insights.

This role bridges Sales, Marketing, and Product, focusing on proactive outreach through cold calls, personalized emails, and LinkedIn engagement to convert prospects into qualified opportunities. The SDR will also contribute to improving sales processes, tools, and enablement initiatives to ensure predictable revenue growth.

You will design and implement structured outbound processes, leverage CRM automation, and support continuous sales readiness ensuring every client interaction is informed, value-driven, and aligned with brand and business objectives.

Key Responsibilities

1. Lead Generation and Prospecting

• Execute outbound prospecting through cold calls, emails, and LinkedIn messages.

• Identify, research, and connect with decision-makers (CXOs, Marketing Heads, Insights Leads, etc.) in target industries.

• Maintain daily activity benchmarks (calls, emails, LinkedIn touches) and log all activity in HubSpot Sales Hub.

• Generate qualified leads per quarter aligned to ICP criteria and business verticals.

2. Sales Process and Playbooks

• Support in designing and standardizing structured sales methodologies across business lines (Panel Access, Healthcare, Insights).

• Implement and follow sales playbooks, qualification frameworks (e.g., BANT, CHAMP), and deal guidance models.

• Ensure consistency and visibility in HubSpot Sales Hub, maintaining data hygiene and lead progression tracking.

• Collaborate with Sales Leadership and Marketing to define pipeline health metrics and conversion ratios.

3. Tools, Automation, and CRM Excellence

• Utilize and manage the sales tech stack (HubSpot, LinkedIn Sales Navigator, Apollo, Humantic AI, etc.).

• Leverage automation workflows and dashboards to improve outreach efficiency and tracking.

• Partner with internal teams to integrate Client Classification Tracker (CCT) and optimize lead categorization.

• Identify and test new automation tools that enhance prospecting, personalization, and efficiency.

4. Sales Training and Readiness

• Participate in structured onboarding covering tools, processes, and positioning.

• Attend quarterly enablement sessions on storytelling, consultative selling, and objection handling.

• Share learnings, feedback, and success stories to help refine outreach best practices.

• Continuously improve prospecting techniques through data insights and peer learning.

5. Insights and Feedback Loops

• Provide structured feedback from prospect conversations to Sales, Marketing, and Product teams.

• Highlight lead quality, market trends, objections, and content effectiveness.

• Support win-loss analysis by capturing insights from initial prospect responses.

• Collaborate with Growth and Insights teams to strengthen outbound narratives using data led messaging.

6. Performance Analytics and Continuous Improvement

• Define and track KPIs, including:

o Lead generation volume

o MQL SQL conversion rate

o Cold outreach response rate

o Average deal cycle contribution

o Pipeline value generated

• Contribute to monthly Sales Effectiveness Reports and suggest improvements for messaging, targeting, and process flow.

Tools & Platforms

• HubSpot Sales Hub CRM, automation, and sequences.

• LinkedIn Sales Navigator lead research and engagement.

• Apollo / ZoomInfo lead enrichment and targeting.

• Humantic AI personality-based outreach.

• Google Workspace, Slack, Notion collaboration and documentation.

Ideal Candidate Profile

• Experience: 4-5 years in outbound sales, inside sales, or SDR roles ideally in Market Research, SaaS, or B2B Services.

• Sales Knowledge: Familiarity with structured sales methodologies (BANT, CHAMP, MEDDIC).

• Tech Fluency: Strong experience using HubSpot CRM and prospecting tools.

• Communication: Excellent verbal and written communication skills; confident in client outreach.

• Analytical Mindset: Ability to interpret data, optimize campaigns, and improve conversions.

• Bonus: Exposure to AI-driven prospecting or automation platforms.