Sales Development Representative

Key Responsibilities:

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1. Team Leadership & Coaching  

·        Lead, coach, and manage the SDR team to deliver on individual and team pipeline generation targets.  

·        Run structured 1:1s, weekly team meetings, and performance reviews with a focus on skill development, consistency, and accountability.

·        Foster a culture of curiosity, discipline, and ownership across all SDRs.  

2. Vertical Alignment with AE Squads  

·        Ensure each SDR is effectively embedded within their AE Squad and aligned to vertical strategy and territory coverage.  

·        Support Squad Leads and AEs in building segment-specific outreach plans, account prioritization, and outbound targeting.  

·        When required, collaborate on Squad pipeline reviews to ensure SDRs are contributing to forecastable opportunity creation.  

3. Performance Tracking & KPIs  

·        Own and manage a clear dashboard of SDR performance metrics, including:

o  Outbound activity volumes (emails, calls, sequences)  

o  Conversion rates (contact to conversation, conversation to opportunity)

o  Number and quality of sales-qualified opportunities created

o  Pipeline coverage and contribution to AE targets  

·        Provide insights to Sales Leadership and Squad Leads to inform forecasting, hiring, and training needs.  

4. Process & Tool Optimization  

·        Maintain and improve SDR workflows using HubSpot, Apollo, and related sales engagement tools.  

·        Ensure SDRs are following best-practice cadences and messaging aligned to iplicit’s value propositions and target personas.  

·        Work with SalesEnablement and RevOps to continuously refine playbooks and data hygiene.  

5. Marketing & Lead Handoff Collaboration  

·        Align closely with the Marketing team to ensure smooth MQL handoff, clear feedback loops, and campaign execution support.  

·        Share insights from SDR outreach and market conversations to inform future campaigns and messaging strategies.

6. Hiring & Development  

·        Recruit, onboard, and ramp new SDRs into their respective verticals with clear success criteria and onboarding plans.  

·        Identify high-potential talent and support career progression into AE, BDR, or other commercial roles across iplicit.  

·        Contribute to sales-wide enablement and learning initiatives.

Success in the role includes:

·        Consistently hitting or exceeding SDR-generated opportunity and pipeline targets  

·        Demonstrated SDR impact on vertical squad pipeline and forecast confidence  

·        Clear, accurate tracking and communication of SDR KPIs and conversion metrics  

·        Strong collaboration and alignment with AE Squads, Marketing, and Sales Leadership  

·        Structured onboarding and professional development resulting in internal SDR progression  

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