Sales Development Rep

• Identify, research, and prospect into target accounts using email, phone, LinkedIn, and other methods
• Qualify inbound leads from trials and marketing campaigns
• Schedule and attend initial prospect meetings; hand off qualified prospects to AEs
• Deliver a clear, high-level introduction to Iru's Platform
• Capture detailed prospect information to enable productive sales conversations and demos
• Log and maintain all activity, contacts, and progress accurately in HubSpot
• Use proven sales techniques to overcome objections and drive conversion
• Stay current on Iru product updates, the IT landscape, and buyer personas
• Provide ongoing feedback to help optimize outbound motion, messaging, and GTM strategy

Sales Development Representative

• Lead, develop and grow the North American Sales Development team
• Own the end-to-end SDR operating model to drive qualified pipeline and ARR creation
• Build and own outbound growth strategy across data, targeting, sequencing, messaging and channels
• Increase proactive outbound pipeline and improve inbound conversion
• Own SDR qualification standards and funnel performance from speed-to-lead through opportunity handoff
• Identify and resolve funnel bottlenecks
• Own selection, adoption and effectiveness of the SDR tool stack, including build-versus-buy and vendor decisions
• Recruit, onboard and develop SDR talent
• Build a team lead layer as headcount grows and create an internal pipeline for future sales roles
• Partner cross-functionally with Sales, Marketing and Revenue Operations on lead quality, campaign performance, targeting, routing and funnel performance
• Join prospecting sessions, review calls and messaging, and coach daily as a player-coach

SDR Manager

• Generate qualified pipeline through cold calling, email campaigns, social selling, and digital outreach
• Research target accounts, customer segments, industry trends, and buying personas
• Use Salesforce, Groove, ZoomInfo, LinkedIn Sales Navigator, and other sales technologies to manage prospecting workflows
• Develop personalized outreach campaigns tailored to customer needs and market conditions
• Leverage Microsoft Copilot and Claude for account research, content development, campaign customization, and process efficiency
• Qualify leads and opportunities using established sales frameworks and criteria
• Collaborate with Account Executives, Sales Leadership, Marketing, and Business Development teams
• Achieve activity, pipeline generation, and revenue contribution goals
• Develop expertise in products, services, industry trends, customer challenges, and competitive positioning
• Provide market intelligence and customer feedback to support sales and marketing initiatives

• Generate qualified pipeline through outbound prospecting, including cold calling, email campaigns, social selling, and digital outreach
• Research target accounts, customer segments, industry trends, and buying personas
• Use Salesforce, Groove, ZoomInfo, LinkedIn Sales Navigator, and other sales technologies to manage prospecting workflows
• Develop personalized outreach campaigns tailored to customer needs and market conditions
• Leverage Microsoft Copilot and Claude for account research, content development, campaign customization, and process efficiency
• Qualify leads and opportunities using established sales frameworks and criteria
• Collaborate with Account Executives, Sales Leadership, Marketing, and Business Development teams
• Achieve activity, pipeline generation, and revenue contribution goals
• Develop expertise in company products, services, industry trends, customer challenges, and competitive positioning
• Provide market intelligence and customer feedback to support sales and marketing initiatives

• Rotate through different sales territories
• Fill in open territories as needed to maximize sales of supplier brands to the trade
• Cover the territory from St. Augustine to Daytona Beach
• Call on accounts and cover daily routes using an established and efficient routing pattern
• Prepare and deliver professional sales presentations tailored to company priorities and customer needs
• Sell display ideas, new products, cold box, shelf, back bar placements and resets, drink and wine lists, and promotions
• Take inventory and restock shelves where legal
• Ensure maximum brand visibility using current point-of-sale materials
• Collect and deliver checks or other remittances where legally permissible
• Conduct educational staff training seminars on brands
• Deliver products in extenuating circumstances and handle or refer customer issues and complaints
• Preplan sales and merchandising strategies using pricing, product programming, and account purchase information
• Ensure national account compliance by completing required surveys
• Achieve supplier-brand distribution, volume, and activity goals
• Process credits and returns and communicate with accounts regarding aged receivables
• Attend and actively participate in weekly sales meetings
• Perform other duties assigned by the supervisor

• Participate in a development role to build readiness for future consideration for Regional Sales Manager positions
• Support Sales Operations/Sales Administration with vehicle specifications, quotations and sales offers, order administration, production/order tracking, CRM updates, reporting, and sales documentation/compliance activities
• Build a comprehensive understanding of the coach sales process from customer inquiry through delivery and handover
• Assist with vehicle delivery preparation and customer handovers, including delivery paperwork, documentation accuracy/completeness, and demo vehicle tracking, movements, and check-in/check-out coordination
• Support Marketing and Product Management initiatives, including customer events and trade shows, product launches, market/competitive research, sales materials, and capturing customer feedback
• Maintain accurate records and files in company systems and support continuous improvement of sales and administrative processes
• Develop and maintain technical product knowledge, staying current on product updates, industry trends, and competitive offerings
• Support cross-functional projects and emerging business priorities across Sales, Sales Operations, Marketing, Product Management, and Customer Support as organizational needs arise

Sales Development Specialist

• Participate in a development role preparing for future Regional Sales Manager opportunities
• Support Sales Operations and Sales Administration with vehicle specifications, quotations, sales offers, order administration, production/order tracking, CRM updates, reporting, and sales documentation/compliance
• Build understanding of the coach sales process from customer inquiry through delivery and handover
• Assist with vehicle delivery preparation and customer handovers
• Ensure delivery paperwork and documentation accuracy/completeness
• Track, move, and coordinate check-in/check-out of demo vehicles
• Support Marketing and Product Management initiatives, including customer events, trade shows, product launches, market/competitive research, sales materials, and customer feedback
• Maintain accurate records and files in company systems
• Support continuous improvement of sales and administrative processes
• Develop and maintain technical product knowledge
• Support cross-functional projects and emerging priorities across Sales, Sales Operations, Marketing, Product Management, and Customer Support

• Execute high-volume, strategic cold calling and multi-channel outreach to build net-new pipeline from scratch
• Apply message discipline and ideal customer profile alignment to convert cold contacts into qualified opportunities
• Re-engage warm leads, including past demo requests, stalled deals, and previously interested prospects
• Conduct in-depth discovery using past interactions and prospect research to assess ideal customer profile alignment and buying intent
• Identify opportunities to improve outbound and nurturing processes
• Develop, refine, and document playbooks and outreach sequences for cold and warm outreach
• Partner with Account Executives on follow-up for key deals and provide insights to accelerate the sales cycle
• Analyze outreach and campaign performance data to identify trends, recommend strategies, and improve conversion rates
• Help generate high-quality pipeline, strategize, mentor, and optimize the nurturing process

• Work alongside a collaborative SDR team focused on creating new business opportunities
• Connect with prospective clients through phone, email, LinkedIn, and other outbound channels
• Complete 80+ daily prospecting activities while balancing quality, personalization, and consistency
• Research companies and decision-makers to identify potential advertising partners
• Create thoughtful, personalized outreach that gets attention and starts conversations
• Learn to position iHeartMedia’s podcast, digital, radio, event, streaming, and CTV solutions based on client goals
• Schedule qualified meetings and partner with Account Executives to ensure a strong handoff
• Manage follow-up and maintain accurate activity and prospect information within the CRM and sales tools
• Work toward individual and team goals tied to meetings, pipeline, and revenue
• Test new ideas, learn from feedback, and continuously improve the approach

• Find prospect contact information using various prospecting technologies
• Use social media to create compelling messaging and build relationships
• Qualify leads through open-ended questions and active listening
• Execute and evaluate prospecting outreach for optimization
• Set appointments and liaise with prospects and sales executives
• Collaborate with the growth office, sales enablement, marketing, and sales teams
• Participate in team projects, community service activities, professional development seminars, and AI-Enabled Learning Sprints
• Explore the financial technology industry and FIS’s business
• Build practical AI-enabled tools and apply them in daily work

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