Sales Development Representative

Job Description – Sales Development Representative, AD Banker

Division / Department: AD Banker Sales

Reports to (position): Sales Director

Level / Grade: Individual Contributor

Location: US or Canada Remote

Employment Type: Full Time, Exempt

Work Conditions: Remote Office Environment

Travel: 0%

Telecommute: Yes

Minimum Educational Req: High school diploma or equivalent required; bachelor's degree in Business, Sales, Marketing, or related field preferred, or equivalent combination of education and experience.

Years of Experience: 2+ years of SDR or outbound sales experience with a proven track record of meeting activity, meeting, and pipeline goals.

Position Summary

The Sales Development Representative is responsible for driving outbound prospecting and building qualified B2B pipeline for AD Banker. This role focuses on identifying, engaging, and qualifying prospective customers across insurance agencies, broker-dealers, financial institutions, corporate compliance teams, and training organizations. This is a phone-first sales role that requires disciplined, high-volume outbound activity across phone, email, and LinkedIn. The Sales Development Representative will qualify prospective opportunities, schedule meetings for the B2B sales team, and maintain accurate prospect and activity data within Salesforce. The ideal candidate is a motivated and resilient sales professional who thrives in a metrics-driven environment, communicates effectively with prospective customers, and takes ownership of achieving activity, meeting, and pipeline goals.

Essential Duties and Responsibilities

• Execute high-volume outbound prospecting through phone, email, LinkedIn, and other approved channels to targeted B2B accounts.
• Engage prospective customers across insurance agencies, broker-dealers, financial institutions, corporate compliance teams, and training organizations.
• Qualify prospects using BANTC, including Budget, Authority, Need, Timeline, and Competition, or a comparable sales qualification framework.
• Identify genuinely qualified opportunities and route prospects to the appropriate member of the B2B sales team.
• Schedule discovery calls and qualified sales meetings with prospective customers.
• Build, maintain, and manage accurate prospect lists, account information, and sales activity within Salesforce.
• Execute structured outreach cadences, including calls, emails, follow-ups, and other prospecting activities.
• Maintain consistent outbound activity without requiring daily direction or oversight.
• Gather and communicate feedback regarding prospect needs, objections, messaging effectiveness, and market trends.
• Partner with sales leadership and the B2B sales team to continuously improve prospecting strategies and qualification processes.
• Meet or exceed established weekly and monthly activity, meeting, conversion, and pipeline goals.
• Maintain strong CRM hygiene and accurate reporting of sales development activities and outcomes.

Knowledge, Skills & Abilities

• Strong outbound prospecting and lead qualification skills.
• Excellent verbal and written communication skills.
• Comfortable conducting high-volume phone outreach, including 50+ outbound calls per day.
• Ability to build rapport quickly with prospects and professional decision-makers.
• Strong understanding of B2B sales processes and qualification methodologies.
• Metrics-driven with strong self-accountability for activity levels, conversion rates, and results.
• Resilient and persistent with the ability to navigate rejection and maintain consistent performance.
• Self-motivated and comfortable working independently in a remote environment.
• Strong organizational and time-management skills with the ability to manage multiple prospects and outreach activities simultaneously.
• Ability to follow structured sales processes while adapting messaging based on prospect needs and feedback.
• Strong attention to detail and commitment to maintaining accurate CRM data.

Required Technical Skills

• Salesforce proficiency, including activity logging, prospect management, sequencing, and basic pipeline reporting.
• Microsoft Office Suite.
• Experience using phone, email, and digital prospecting tools.
• Familiarity with LinkedIn for B2B prospecting.
• Experience working within sales outreach cadences and CRM-based workflows.

Preferred Qualifications

• Experience within insurance, securities, financial services, professional education, or another regulated industry.
• Familiarity with insurance or securities licensing and continuing education.
• Experience selling or prospecting for B2B education, training, compliance, or professional development solutions.
• Familiarity with BANTC, BANT, or comparable sales qualification frameworks.

Supervisory Responsibility

This position does not supervise the work of others.

Internal and External Interaction

This position interacts regularly with Sales leadership and members of the B2B sales team. Externally, the Sales Development Representative engages with prospects and decision-makers across insurance agencies, broker-dealers, financial institutions, corporate compliance teams, and training organizations.

Physical Requirements

The physical demands of this position are representative of those that must be met by an employee to successfully perform the essential functions of the position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Benefits

The following benefits are available to eligible full-time employees beginning the first of the month following 30 days of employment:

• Medical
• Dental
• Vision
• Life Insurance
• Short-Term Disability
• Long-Term Disability
• 401(k) Plan
• Other ancillary benefits

What Success Looks Like

• Consistently meets or exceeds established outbound activity and qualified meeting goals.
• Builds a healthy pipeline of qualified B2B opportunities for the AD Banker sales team.
• Maintains disciplined and consistent prospecting activity across phone, email, and LinkedIn.
• Demonstrates strong qualification practices that improve the quality of opportunities passed to the sales team.
• Maintains accurate, timely, and reliable prospect and activity data within Salesforce.
• Uses performance metrics, prospect feedback, and conversion data to continuously improve outreach effectiveness.
• Develops productive relationships with Sales leadership and the broader B2B sales team.

Career Certified is an Equal Opportunity Employer and is committed to fostering a diverse, inclusive, and respectful workplace where employees can thrive and contribute to organizational success.