Sales Development Representative

Position Overview

• The SDR is a strategic, full-cycle hunter responsible for opening new doors and closing new business. This role goes beyond traditional lead generation; you are a quota-carrying closer who owns the front-end of the sales cycle. The primary objective for this role is to identify, qualify, and close new business opportunities from a curated list of high-value target accounts. You are a master diagnostician, using strategic questioning to determine the optimal engagement path either training/consulting and leveraging every tool including partner relationships to build credibility and accelerate deals.

Key Responsibilities

Strategic Prospecting & Outbound Hunting

• Execute targeted, multi-channel outbound campaigns (phone, email, social, events) to secure initial meetings with key stakeholders within the Targeted Accounts.
• Strategically use Authorized Partner badges and alliances as key credibility hooks to gain access and build trust with prospects.
• Qualify and vet Assigned Qualified Leads (AQLs) from marketing; accept viable leads that fit the Ideal Customer Profile (ICP) and reject those that do not, providing clear feedback to marketing.

Diagnostic Qualification

• Conduct in-depth Diagnostic Interviews with prospects to uncover core business challenges, decision-making processes, budget, and strategic fit.
• Accurately categorize each opportunity into the correct engagement path, either training or consulting:
• Document the qualification rationale and path decision clearly in the CRM to ensure seamless handoff or continuation.

Negotiation & Closing

• Own the negotiation process for the initial contract, working within the commercial guardrails and pricing guidelines set by the BDO.
• Collaborate with the BDO and finance to structure deals, especially where partner fees and royalties must be accurately modelled.
• Drive the deal to signature, managing procurement, legal reviews, and final sign-off.

Collaboration & Strategy Execution

• Work in lockstep with the BDO to execute the unit’s account list penetration strategy at the account level.
• Provide real-time market intelligence and feedback from the front lines to inform the BDO’s portfolio and strategy decisions.
• Coordinate with technical sales experts and delivery teams as needed to advance and close opportunities.

Qualifications & Experience

• Bachelor’s degree in Environmental Science; Engineering (Civil, Electrical, Power, Mechanical, Telecommunications, or Energy); Water Resources; Transport/Supply Chain Management; Land Economics/Resource Management/Urban Planning; Computer Science/IT; Public Administration; Social Work; Health; Community Development; or equivalent.
• 2+ years of proven experience in a full-cycle, new business hunting/closing role, preferably in B2B.
• A demonstrable track record of meeting or exceeding quarterly sales quotas by closing new logos.
• Experience with partner-assisted selling or selling through/allied channels is a significant plus.

Core Competencies

• Diagnostic Selling: Exceptional listening and questioning skills to uncover root causes, not just surface-level needs.
• Strategic Prospecting: Ability to research accounts, identify key players, and craft personalized, value-driven outreach.
• Commercial Negotiation: Confidence and skill in negotiating terms, price, and scope to close deals while protecting margin.
• Business Acumen: Quick to understand a prospect’s business model and how your solutions map to their strategic objectives.
• Resilience & Grit: Tenacious and self-motivated, with the ability to handle rejection and persist in a competitive environment.