Sale Development Specialist

Job Description

Key Responsibilities

1. Lead Generation & Prospecting

• Identify and research potential B2B customers across target industries, markets, and geographic regions.
• Generate new business opportunities through outbound prospecting, including cold calling, personalized emails, and LinkedIn outreach.
• Use prospecting tools such as LinkedIn Sales Navigator, Apollo, ZoomInfo, or similar platforms to identify key decision-makers.
• Build and maintain accurate prospect lists aligned with the company's Ideal Customer Profile (ICP).
• Conduct account research to understand business needs, challenges, and potential buying signals.

2. Lead Qualification & Management

• Qualify inbound leads generated through website inquiries, marketing campaigns, webinars, events, and other channels.
• Assess prospect requirements, business challenges, purchase intent, and decision-making authority using qualification frameworks such as BANT.
• Prioritize high-potential leads and nurture prospects who are not yet sales-ready.
• Ensure timely follow-up with marketing-generated leads and maintain a consistent engagement process.
• Work closely with the marketing team to improve lead quality and conversion rates.

3. Sales Outreach & Appointment Setting

• Execute structured, multichannel outreach campaigns using email, phone, and LinkedIn.
• Engage with business decision-makers, including senior managers, department heads, directors, and C-level executives.
• Communicate the company's value proposition and identify relevant business challenges.
• Schedule qualified discovery calls, product demonstrations, and sales meetings for Account Executives or Sales Managers.
• Maintain professional follow-up communication to maximize prospect engagement and meeting attendance.

4. CRM & Sales Pipeline Management

• Maintain accurate and up-to-date prospect information, communication history, and lead status in CRM platforms such as Salesforce, HubSpot, or Zoho CRM.
• Track outreach activities, follow-ups, appointments, and lead progression.
• Ensure smooth handover of qualified leads to the sales team with relevant prospect insights.
• Monitor pipeline activity and prepare regular reports on lead generation and conversion performance.

5. Sales & Marketing Collaboration

• Collaborate with marketing teams on lead generation campaigns, account-based marketing (ABM), webinars, and events.
• Provide feedback on lead quality, prospect objections, and market trends.
• Coordinate with Account Executives to improve meeting quality and sales pipeline conversion.
• Contribute insights to refine target account lists, buyer personas, outreach messaging, and sales strategies.

Required Qualifications & Skills

• Bachelor's degree in Business Administration, Marketing, Communications, or a related field.
• 4+ years of experience in B2B sales development, inside sales, business development, or lead generation.
• Experience in B2B SaaS, enterprise software, IT services, or technology sales is preferred.
• Proven ability to generate qualified leads through outbound prospecting and inbound lead qualification.
• Strong cold-calling, email prospecting, and LinkedIn outreach skills.
• Familiarity with CRM systems such as Salesforce, HubSpot, or Zoho CRM.
• Experience with sales intelligence tools such as LinkedIn Sales Navigator, Apollo, ZoomInfo, or similar solutions.
• Excellent written and verbal communication skills.
• Ability to engage senior-level decision-makers and handle prospect objections.
• Strong organizational skills and ability to manage multiple prospects and follow-up activities.
• Self-motivated, target-oriented, and comfortable working in a performance-driven environment.