Sales Development Representative

Role Overview

This is a quota-carrying sales position focused on winning net-new business from a targeted list of high-value accounts. Unlike a traditional lead generator, you will own the entire front end of the sales cycle—prospecting, discovery, qualification, negotiation, and closing the initial contract yourself. Your central mission is to diagnose each prospect’s situation accurately, decide whether the right solution is training or consulting, and then drive the deal to signature.

Key Responsibilities

• Design and execute multi-channel outbound campaigns using phone, email, social platforms, and industry events to secure first meetings with key stakeholders at designated accounts.
• Use authorized partner badges and alliance relationships as credibility anchors during initial outreach and relationship building with prospective clients.
• Assess marketing-generated qualified leads against the ideal customer profile, accepting those that align and rejecting those that do not while providing constructive feedback to the marketing team.
• Lead structured discovery conversations that uncover root business challenges, decision-making dynamics, budget constraints, and strategic fit for each opportunity.
• Classify every qualified opportunity as either a training engagement or a consulting engagement, documenting the qualification rationale and selected path in the CRM to ensure a clean handoff or continuation.
• Own negotiation and contract execution for the first deal, operating within established pricing boundaries and collaborating with the BDO and finance to model partner fees and royalties accurately.
• Manage the full path to signature, including procurement requirements, legal reviews, and final approvals.
• Coordinate with technical sales specialists and delivery teams when necessary to advance or close complex opportunities, while relaying real-time market intelligence to the BDO to help refine account-level strategy.

Requirements & Qualifications

• Bachelor’s degree in a relevant discipline such as environmental science, engineering (civil, electrical, power, mechanical, telecommunications, or energy), water resources, transport or supply chain management, land economics, urban planning, computer science/IT, public administration, social work, health, community development, or an equivalent field.
• At least 2 years of proven experience in a full-cycle new business hunting and closing role, preferably within a B2B environment.
• A demonstrable record of meeting or exceeding quarterly sales quotas by winning new logos.
• Significant advantage for candidates with experience in partner-assisted selling or selling through allied channels.
• Strong diagnostic selling skills: exceptional listening and questioning abilities that identify root causes rather than surface-level needs.
• Strategic prospecting capability: ability to research accounts, map key stakeholders, and craft personalized, value-driven outreach messages.
• Commercial negotiation confidence: skilled in negotiating terms, pricing, and scope to close deals while protecting margin.
• Strong business acumen: quick understanding of a prospect’s business model and how your solutions align with their strategic objectives.
• Resilience and grit: tenacious, self-motivated, and able to handle rejection while persisting in a competitive landscape.