[Remote] Sales Development Representative

Note: The job is a remote job and is open to candidates in USA. IMSM is a global ISO consultancy that helps organizations achieve certification and improve operational performance, compliance, and competitiveness. The Sales Development Representative will generate new sales pipeline through outbound prospecting and inbound lead follow-up, qualify prospects, and book discovery meetings for Account Executives and Business Development Managers. The role also involves maintaining CRM records, attending industry events, and developing sales skills through training and coaching.

Responsibilities

• Spend approximately 70% of time on outbound prospecting into target accounts and 30% on inbound follow-up of marketing-qualified leads
• Proactively identify, research, and qualify potential clients through outbound prospecting, account research, and networking
• Execute a structured mix of outbound and inbound outreach, optimizing connect rates, meeting conversion, and lead response times
• Book qualified discovery call meetings for AEs and BDMs, ensuring each meeting is well briefed, accepted by the receiving seller, and positioned to convert into a sale
• Qualify interest, fit, and need on introductory conversations so only sales-ready discovery meetings are passed to AEs and BDMs, improving the likelihood that sourced meetings close
• Attend trade shows, industry events, and networking sessions to generate outbound leads and book follow-up discovery meetings
• Participate fully in training, mentoring, and coaching to build product knowledge and sales skills
• Shadow more experienced colleagues in client meetings and pitches to gain exposure to the full sales process
• Take ownership of personal development, applying feedback to continually improve
• Demonstrate ambition and readiness to progress into more senior roles over time
• Own inbound follow-up on campaigns, events, and marketing-generated leads (approximately 30% of the role), converting them into qualified discovery meetings
• Maintain accurate CRM records of activity, meetings booked, meeting outcomes, and sourced pipeline so AEs, BDMs, and leadership have full visibility
• Bring energy, resilience, and a positive mindset to the team environment
• Contribute to a culture of collaboration, accountability, and client focus
• 100% of inbound MQLs called within 10–15 minutes during business hours
• 40–60 calls per day, weighted approximately 70% targeted outbound and 30% inbound MQL follow-up
• Execution of agreed multi-channel outreach cadences (minimum 7 contact attempts per MQL or target contact)
• Primary quota: qualified discovery meetings booked and held for AEs and BDMs. Commission is triggered when those meetings are held and when sourced deals close
• Targeted on qualified discovery meetings set and accepted for AEs and BDMs
• Commission triggers, tracked in CRM: (1) Meeting held - paid when a qualified discovery meeting booked by the SDR is held with an AE or BDM; no-shows and unaccepted meetings do not pay. (2) Closed-won - paid on the contract value of deals that originate from an SDR-sourced meeting

Skills

• No formal sales experience required — success will be driven by attitude, resilience, and work ethic
• Strong communication skills, with confidence to engage potential clients on outbound calls and convert inbound inquiries into meetings
• Highly motivated, target-driven, and comfortable working toward both meeting quotas and closed-revenue commission
• Organized and disciplined, with attention to detail in managing outreach cadences, meeting handoffs, and CRM activity
• Curiosity and willingness to learn about the industry
• Ambitious, career-driven, and eager to progress
• Willingness to travel occasionally for events, training, and client engagement

Benefits

• SDRs earn commission when a qualified discovery meeting they booked is held.
• SDRs earn commission when a deal originating from that meeting closes, based on contract value.
• Participate fully in training, mentoring, and coaching to build product knowledge and sales skills.
• Shadow more experienced colleagues in client meetings and pitches to gain exposure to the full sales process.
• Demonstrate ambition and readiness to progress into more senior roles over time.
• Fully Remote

Company Overview