Sales Development Rep

• Lead and grow a team of Sales Development Representatives, including hiring, onboarding, training, development, and performance management
• Coach SDRs on prospecting best practices, qualification strategies, objection handling, and effective multi-channel outbound communication
• Build a culture of accountability, ownership, learning, and momentum
• Establish clear expectations and success metrics
• Partner with Sales and RevOps to align on KPIs, target accounts, territory coverage, and feedback loops with AEs
• Use CRM and performance data to identify trends, improve processes, and strengthen team effectiveness
• Design and iterate on outbound strategies, including sequences, messaging, and call blocks
• Work as an individual contributor when needed

Sales Development Manager

• Own Zocks' full backlog of unconverted marketing leads
• Spend 2–4 hours a day on the phones using an AI-powered dialer
• Connect with prospects who are mostly financial advisors and wealth management professionals
• Systematically work through unconverted marketing leads
• Run AI-assisted LinkedIn prospecting across multiple accounts
• Connect with and re-engage new and existing prospects
• Qualify interest and hand off well-prepared opportunities to Account Executives
• Log every touch and outcome accurately in the CRM
• Keep lead status current and ensure seamless AE hand-offs
• Share prospect feedback with Sales and Marketing to sharpen messaging and targeting
• Improve conversion of marketing-generated leads into qualified meetings and pipeline

Sales Development Representative

• Collaborate with SDR leaders to translate overarching SDR strategies into actionable plans
• Align SDR leadership, Marketing Ops, Sales Ops, and RevOps across the funnel
• Participate in quarterly and annual planning for SDR capacity, coverage models, and quota setting
• Support special projects, pilot programs, and initiatives to drive pipeline growth
• Build and maintain SDR dashboards and performance reports in Salesforce and other systems
• Analyze SDR productivity, activity, conversion rates, pipeline creation, and campaign effectiveness
• Deliver data-driven recommendations to leadership and report on team performance and progress toward goals
• Define and track SDR KPIs
• Assist in designing and administering SDR compensation plans and incentive programs
• Optimize the SDR technology stack, workflows, and integrations
• Design, document, and enforce consistent SDR processes across regions
• Lead AI innovation pilots and rollouts within the SDR workflow
• Streamline lead routing, account assignment, and territory management
• Partner with Sales Enablement to onboard and train SDRs
• Troubleshoot SDR systems and workflow issues
• Create playbooks, documentation, and process guides for global scalability

Sales Development Manager, Strategy and Operations

• Rotate through different territories and fill in open territories as needed to maximize supplier-brand sales to the trade
• Support the Diageo and Proximo spirits team in the North Denver Metro
• Assist the Merchandising Department during particularly heavy merchandising periods
• Call on accounts and cover daily routes by creating an established and efficient routing pattern
• Prepare and deliver professional sales presentations, including selling display ideas, new products, cold box, shelf, back bar placements and resets, drink and wine lists, and promotions
• Maintain product levels by taking inventory and restocking shelves where legal
• Ensure maximum brand visibility using effective and current point-of-sale materials
• Collect and deliver checks or other remittance from accounts where legally permissible
• Conduct educational staff training seminars on brands
• Service accounts by delivering products in extenuating circumstances and handling or referring customer issues and complaints
• Preplan sales and merchandising strategies using monthly pricing and product programming information and historical account purchase data
• Complete national account compliance surveys where applicable
• Achieve distribution, volume, and activity goals for supplier brands
• Manage customer account receivables by processing credits and returns and communicating about aged receivables
• Attend and actively participate in weekly sales meetings
• Perform other duties assigned by the supervisor

Sales Development Representative – Spirits

• Connect, profile, qualify and convert prospects to set up revenue-producing associates to close sales
• Report to the B&I Sales Development Manager
• Pursue a high volume of outbound suspects sourced primarily through partnerships with trade and industry groups
• Use Salesforce, Pardot, ZoomInfo and other productivity tools
• Use call strategies, email, and social selling techniques to secure sales-ready conversations
• Search for potential customers, clients, or buyers to develop new business
• Research potential customers and determine lead quality
• Evaluate and qualify needs
• Orchestrate sales discussions between producers and decision-makers
• Document findings and maintain accurate prospect interaction and sales activity records in CRM
• Meet and exceed lead qualification and conversion targets
• Monitor industry trends, market conditions, and competitors to enhance inbound and outbound sales efforts

Sales Development Representative – Human Capital Management

• Generate new business through high-volume outbound prospecting
• Identify target prospects, conduct research, initiate conversations, qualify opportunities, and set meetings for Account Executives
• Execute outbound prospecting through phone, email, LinkedIn, and other channels
• Research target accounts, prospects, property owners, asset owners, and decision-makers
• Build and manage prospect lists within assigned territories or market segments
• Qualify prospects based on fit, interest, need, timing, and opportunity potential
• Set qualified meetings and discovery calls for Account Executives
• Maintain accurate activity, lead, and opportunity data in the CRM
• Follow structured outreach cadences and tailor messaging to prospects
• Collaborate with Account Executives and sales leadership to refine messaging and outreach strategy
• Learn Unison’s products, markets, customer profiles, and sales process
• Meet or exceed activity, appointment-setting, and pipeline generation goals

Sales Development Representative – Renewables

• Serve as the first point of contact in the sales cycle
• Follow up on inbound inquiries and marketing-qualified leads via phone, email, and chat
• Qualify leads based on customer fit, business needs, and buying signals
• Guide prospects through the early stages of the customer journey
• Coordinate and schedule meetings with Account Executives
• Maintain fast lead-response times and monitor lead queues and routing
• Conduct outbound prospecting into target accounts, re-engagement lists, and dormant customers
• Make at least 75 outbound calls daily for Outbound SDRs or 50 daily for Inbound SDRs
• Communicate the value of Constant Contact’s platform
• Overcome objections and build trust through consultative outreach
• Maintain CRM documentation for handoffs and pipeline forecasting
• Use sales engagement platforms to optimize touch patterns and messaging
• Collaborate with marketing, customer success, and sales
• Participate in weekly performance reviews and propose improvements

• Develop prospecting strategies tailored to specific accounts or territories
• Collaborate with sales to generate pipeline within the assigned region
• Design and implement campaigns, enhance the campaign library, and partner with Sales & Marketing
• Conduct cold outbound prospecting to grow current customers and introduce Splunk’s portfolio to new prospects
• Identify relevant initiatives and projects for assigned accounts
• Articulate the importance of account initiatives and demonstrate how Splunk provides valuable solutions
• Create pipeline, communicate, and deliver account plans
• Research and cluster accounts into strategic segments
• Establish new connections within assigned territories
• Participate as an integral part of the account team and support the customer buying process