Sales Development Representative

Northstar Recycling

. Convert market intelligence, targeted prospect research, marketing-generated demand, and business signals into qualified leads .

Posted 9/18/2026full-timeRemote • United StatesJuniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in lead qualification, market research, and CRM management, with a strong focus on utilizing data-enrichment tools and maintaining meticulous records. Capable of executing multi-touch outreach strategies and conducting discovery conversations to assess fit and intent.

Highest-signal resume keywords

Lead QualificationHubSpot CRM ManagementMarket ResearchOutbound ProspectingData-Enrichment Tools

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Lead QualificationMarket ResearchOutbound ProspectingData HygieneCRM ManagementSales DevelopmentPipeline ManagementSQL PreparationE-Manifest Data AnalysisWaste Management Knowledge

Soft Skills

Strong Written CommunicationClear Phone PresenceCuriosityAdaptabilityAccountability

Tools & Technologies

HubSpotAI-Enabled Research ToolsData-Enrichment ToolsSpreadsheetsPublic Records

Industry Keywords

EHS&SSupply ChainWaste ManagementIndustrial ProcessesEnvironmental Regulations

Tech Stack

Tools & technologies

SQL

About the role

Key responsibilities & impact

Convert market intelligence, targeted prospect research, marketing-generated demand, and business signals into qualified leads
Protect seller capacity and maintain pipeline momentum through disciplined lead qualification
Contact MQLs within the agreed SLA window and prioritize inbound activity from campaigns, events, webinars, website submissions, and other sources
Execute persistent, multi-touch outreach via phone, email, LinkedIn, and other prospecting channels
Mine e-Manifest data, structured datasets, public information, and internal market intelligence to identify high-value facilities and new-logo opportunities
Develop fact-based hypotheses about waste streams, management approaches, pain points, and potential Northstar/WTS value
Identify relevant EHS&S, operations, supply chain, and plant management stakeholders
Build and maintain target lists documenting account, site, contact, lead hypothesis, source data, and next action
Use automation, data-enrichment tools, spreadsheets, public records, web research, and approved AI tools to scale prospecting
Craft personalized, site-specific outreach based on prospect behavior, company intelligence, facility information, and market signals
Conduct focused discovery conversations to assess fit, intent, timing, company size, waste management approach, decision structure, regulatory environment, and operational need
Quickly disqualify non-fit leads and document actionable reasons in CRM
Prepare complete SQL and warm-lead handoffs with company, contact, opportunity, need, timeline, budget, regulatory, engagement, and discovery context
Route qualified leads to the appropriate seller and establish clear next steps
Track SQL acceptance and seller feedback; close the loop on lead progression and disqualification
Maintain accurate HubSpot/CRM records, workflows, sequences, dispositions, and reports
Report on MQL volume, conversion rates, MQL-to-SQL timing, SQL handoffs, disqualification reasons, new-logo opportunities, meetings, and attributable pipeline
Identify performance patterns and continuously improve targeting, messaging, market intelligence, and outreach playbooks
Support Northstar Recycling or WTS depending on business alignment

Requirements

What you’ll need

High school diploma or equivalent; associate or bachelor's degree preferred
Minimum 1–2 years of inside sales, sales development, business development, GTM/revenue operations, sales operations, growth, marketing operations, or comparable experience involving outbound prospecting, lead qualification, market research, or lead development
Strong working knowledge of HubSpot or comparable CRM platforms, including data hygiene, contact/account management, workflows or sequences, activity tracking, and reporting
Comfort using modern technology, AI-enabled research productivity tools, data-enrichment tools, structured datasets, spreadsheets, public records, web research, and market intelligence sources while maintaining accuracy, judgment, confidentiality, and human review
Comfort with high-volume outbound activity and handling rejection and non-response while maintaining disciplined pipeline cadence
Ability to ask focused discovery questions, identify buying signals and intent, and assess fit against qualification criteria
Desire to learn industrial processes, environmental regulations, treatment and recycling technologies, e-manifest data, and operational challenges faced by EHS&S, supply chain, and manufacturing leaders
Willingness to disqualify non-fit leads quickly and maintain integrity in qualification decisions
Meticulous CRM hygiene and ability to manage multiple concurrent MQLs, target accounts, research activities, and outreach sequences
Clear, confident phone presence and strong written communication skills
Curiosity about waste management, industrial materials, waste streams, treatment technologies, supply chain, procurement, and customer operations
Results-focused on conversion rate, pipeline velocity, SQL quality, new-logo pipeline creation, and seller acceptance metrics
Curious, coachable, and willing to adapt based on seller feedback, campaign performance, data, and market learning
Accountability for data quality, research, outreach preparation, follow-through, and prospect disposition
Clear, proactive, organized, tech-savvy, and disciplined handling of customer, company, and market information
Valid driver's license and clean driving record
Authorized to work for any employer in the United States; employment visa sponsorship is unavailable

Benefits

Comp & perks

Health, dental, and vision insurance with generous employee contribution
401(k) retirement plan with 100% match on the first 4% of pay contribution; immediately vested
Company-sponsored short-term, long-term, and life insurance coverage
Supplemental and voluntary benefit programs
Competitive PTO package including vacation time, sick time, 7 observed federal holidays, 3 floating holidays, and additional volunteer time off
Fully remote working environment
Virtual culture and teambuilding events
Professional development opportunities
Coaching culture and opportunities for promotion
Educational resources and training
Formal mentorship programs
Affinity groups and DEIB Employee Resource Group (ERG)