Sales Development Representative

Do you thrive on the energy of outbound sales — the research, the craft of the outreach, and the persistence it takes to turn a cold prospect into a conversation worth having? About The Role The Sales Development Representative is an outward-facing sales role responsible for growing Spotlight’s client portfolio. You’ll identify and contact potential clients, build relationships from first touch, secure and support calls for senior sales leads, and nurture prospects with purposeful persistence through the full sales cycle — from first conversation to deal close. Your work is the engine that keeps new business moving.

This is a role for someone who has developed a foundation in sales — whether through a Business Development Associate role, an internship, or early-career experience — and is ready to own the outbound motion with more autonomy and accountability. You’ll collaborate closely with sales leadership and internal subject matter experts, bringing informed, well-researched outreach to every prospect interaction.

Those effective in this role...

• Identify and contact potential clients through thoughtful, research-informed outreach — crafting messages that demonstrate genuine understanding of a prospect’s business and why Spotlight is relevant to them.
• Build and nurture a pipeline of prospects with disciplined follow-through, moving opportunities forward at each stage without losing momentum or the relationship.
• Secure discovery and sales calls for senior sales leads, preparing the groundwork so those conversations start from a position of strength.
• Support calls and sales cycles in partnership with sales leadership and internal subject matter experts, contributing context and continuity throughout.
• Track outreach activity, pipeline status, and progress toward goals with rigor — keeping CRM data current and surfacing insights that help the team improve.
• Develop and maintain a deep understanding of Spotlight’s offerings and client outcomes, bringing that knowledge into every prospect conversation with confidence.

What You Bring Outbound sales instincts. You understand what makes outreach land — the right message, the right timing, the right level of persistence — and you bring intentionality to every touchpoint. You don’t blast and hope; you research, craft, and follow through.

Resilience and results orientation. Rejection is part of the job and you know it. What sets you apart is that you use it as information rather than a reason to slow down. You have a track record of setting goals and hitting them, and you hold yourself accountable to your own standard.

Strong written and verbal communication. You write outreach that gets opened and responded to, and you handle live conversations with professionalism and warmth. You know how to adjust your approach based on who you’re talking to and what they care about.

Organization and pipeline discipline. You manage a full pipeline without letting things slip. Your CRM is current, your follow-ups are timely, and you can give an accurate read on where any prospect stands at any moment.

You’re competitive in a way that lifts the team rather than undercutting it, genuinely curious about the businesses you’re selling to, and motivated by the craft of sales as much as the outcome.

Details Work style: In-office, Kansas City, MO

Anticipated Start Date: Q1 2027

Experience: 0-2 years of sales experience or Bachelor's Degree in Sales

We are a fun, smart, growing firm based in Kansas City’s Crossroads neighborhood — and a consistent recipient of the KC Business Journal’s Best Places to Work award. Learn more at spotlight-io.com

Spotlight is an equal opportunity employer. In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification form upon hire.

Spotlight is a B2B consultancy that helps enterprise technology companies shape how the people who matter most to their business — analysts, customers, and key communities — perceive and talk about them. We call this influence orchestration.

Our work spans analyst relations, customer engagement, influencer relations, and AI influence, partnering with ambitious software and digital companies to build the kind of market credibility that drives real growth.