The Sales Development Representative (SDR) is a key driver of growth, responsible for building a consistent pipeline of qualified outbound opportunities for the sales organization. By proactively identifying and engaging target accounts that align with our ideal customer profile, you will initiate the high-value conversations that fuel our revenue engine. This role is essential for transforming initial outreach into successful sales appointments, ensuring a steady flow of predictable business growth. You will work closely with the Direct Sales Manager to refine prospecting strategies and deliver high-quality opportunities to the Account Executive team.

Key Responsibilities:

• Generate a consistent volume of qualified outbound opportunities each month to support the expansion of the sales pipeline.
• Maintain a high standard for opportunity quality, achieving an acceptance rate of 70–80 percent or higher from the Account Executive team.
• Execute a high-tempo outreach strategy involving 60–100 daily activities, including 40–60 calls and 30–50 emails, to engage potential customers.
• Conduct thorough research to identify and prioritize target accounts and key decision-makers within the B2B landscape.
• Utilize outbound prospecting tools and multi-channel engagement strategies to initiate contact and build rapport with high-potential prospects.
• Apply a disciplined sales qualification process to convert initial interest into confirmed sales appointments.
• Deliver accurate and timely documentation of all prospecting activities and lead intelligence within the CRM to ensure process predictability.
• Collaborate with the sales team to ensure a seamless transition of qualified leads and contribute to the achievement of annual recurring revenue goals.

Requirements:

• 6–24 months of experience in a sales development or equivalent role, specifically supporting SaaS or professional B2B services.
• Proven history of consistently meeting or exceeding performance quotas in a fast-paced sales environment.
• Bachelor’s degree in Business, Marketing, or a related field of study.
• Proficiency in CRM platforms such as HubSpot or Salesforce to manage lead pipelines and communication logs.
• Hands-on experience with lead qualification and enrichment tools like LinkedIn Sales Navigator, ZoomInfo, or Clearbit.
• Technical aptitude with video and meeting coordination software, including Zoom, Google Meet, and Calendly.
• Demonstrated ability to communicate with precision, ensuring all written and verbal outreach is clear, professional, and accurate.
• Strong organizational skills with the ability to manage high activity volumes and focus on key priorities effectively.

Skills and Knowledge:

• Familiarity with inbound management and shared inbox tools such as HubSpot Conversations or Zendesk Sell.
• Understanding of core SaaS metrics and KPIs, including lead response times, conversion rates, and pipeline velocity.
• Experience operating within a high-growth environment characterized by significant year-over-year expansion.
• Strategic mindset with the ability to analyze market trends and identify emerging opportunities for outreach.

Accommodations:

Harbor Compliance is committed to providing any reasonable accommodations for individuals with disabilities within our application and interview process. To request an accommodation due to a disability, please inform your recruiter.

Compensation: 

Compensation at the time of offer is based on factors such as skill set, experience, qualifications, and work location. Salary is one part of Harbor Compliance’s total compensation package. Other benefits may include health benefits, flexible paid time off, parental leave, fertility and adoption assistance, 401(k), and educational reimbursement. Note that the salary range and benefits apply only to U.S.-based candidates.

Additionally, this role might be eligible for discretionary bonuses or commission payments.

Pay Transparency Policy Statement
Harbor Compliance will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by Harbor Compliance, or (c) consistent with Harbor Compliance’s legal duty to furnish information.

Equal Opportunity Statement

Harbor Compliance is an equal opportunity employer and does not discriminate on the basis of race, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition, or any other basis protected by law.