Sales Development Representative

Job description:

Role Overview

A Sales Development Representative (SDR) is responsible for proactively generating qualified sales opportunities through outbound prospecting, lead qualification, and appointment setting. The role focuses on prospecting by identifying potential clients, nurturing leads, engaging decision-makers, developing measurable pipeline value, gathering key event or business requirements, and ensuring smooth handoff to the sales team for further follow-up and closing.

The SDR is accountable for meeting defined activity targets, producing a consistent number of qualifies leads, maintaining accurate CRM records, and building measurable pipeline value that contributes to overall revenue growth.

Duties and Responsibilities

1. Outbound Prospecting & Lead Generation

• Conduct daily outbound calls, emails, LinkedIn outreach, and follow-ups to prospective clients.
• Identify decision-makers within corporation, venues, and event agencies.
• Research target industries and develop prospect lists (corporate accounts, developers, HR teams, marketing department, etc.)
• Reactive dormant accounts and past clients.

2. Lead Qualification & Appointment Setting

• Qualify leads based on budget, authority, need, timeline, and event scope.
• Identify potential catering requirements (corporate events, product launches, weddings, conferences, social events).
• Set discovery meetings for Sales Managers or Event Sales Executives.
• Ensure all necessary clients are captured before handoff.

3. CRM & Pipeline Management

• Maintain accurate records of all outreach and client interactions.

Track KPIs; calls made, conversations, appointments set, qualified opportunities, and pipeline value.

• Update lead statuses and ensure smooth transition to closers.
• Submit weekly pipeline reports and performance updates.

4. Accounting Nurturing

• Follow up consistently with prospects not yet ready to book.
• Share company materials, menus, event case studies, and promotions.
• Maintain regular contact with venue partners and referral networks.
• Support long sales cycle accounts through relationship building.

5. Market Intelligence & Collaboration

• Provide feedback on competitor pricing, client objections, and industry trends.
• Coordinate with Marketing for lead campaigns and promotional pushes.
• Collaborate with Sales Managers to refine messaging and targeting.

Assist in database expansion strategies.