Middle Sales/Market Development Representative (Inbound & Outbound)

Description:

We are a growing technology research and advisory company serving enterprise and technology leaders through subscription-based research products. We’re seeking a Sales Development Representative (SDR) to help drive new business through inbound lead management, targeted prospecting, lead qualification, and meeting booking.

You’ll be a first point of contact for prospective customers, engaging decision-makers, qualifying opportunities, and scheduling meetings for senior sales team members. You’ll also help build and improve SDR processes, workflows, and best practices alongside Sales, Marketing, and Operations.

The ideal candidate is a motivated self-starter with 2+ years of experience in sales, business development, lead generation, appointment setting, or a related field.

Specific Responsibilities Include:

• Manage and qualify inbound leads and marketing-generated opportunities.
• Build targeted prospect lists and execute outbound campaigns using Apollo, LinkedIn, email, and phone.
• Conduct multi-channel prospecting and consistent follow-up.
• Identify customer needs, qualify opportunities, and schedule meetings for Account Executives and sales leadership.
• Manage outreach sequences, cadences, and follow-up activities to maximize conversion.
• Maintain accurate CRM records and track prospect activity and pipeline status.
• Collaborate with Sales, Marketing, Research, and Operations to improve lead generation and conversion.
• Identify funnel bottlenecks and recommend improvements to targeting, tools, outreach, and sales handoffs.
• Track prospecting activity, conversion rates, and meeting-booking performance using CRM and Excel reporting.

The ideal candidate will have the following qualifications:

Required Qualifications

• 2+ years of experience in sales, business development, lead generation, appointment setting, or a related role.
• Strong written and verbal communication skills.
• Confidence engaging prospects by phone, email, and LinkedIn.
• Strong organization, attention to detail, and ability to manage multiple priorities.
• Proficiency with Microsoft Excel.
• Hands-on experience with Apollo, ZoomInfo, or similar sales intelligence/prospecting platforms.
• Experience working with prospecting workflows, cadences, sequences, and playbooks.

Preferred Qualifications

• Experience with HubSpot CRM.
• Experience in SaaS, technology, subscription businesses, or research services.
• Familiarity with lead qualification and pipeline management.
• Experience booking meetings for sales teams or executives.
• Bachelor’s degree or equivalent experience.
• Comfortable using AI tools for research and email generation.

What Success Looks Like:

• Inbound leads are contacted and nurtured promptly.
• Targeted outbound activity consistently generates qualified opportunities.
• Meeting-booking and pipeline contribution goals are achieved.
• CRM data remains accurate and actionable.
• Sales teams receive a consistent flow of qualified conversations.
• Prospecting performance and funnel progression are measurable and visible.
• SDR/MDR processes become more efficient, repeatable, and scalable.
• Bottlenecks and opportunities are proactively identified and addressed.

Compensation & Growth:

• Base salary plus potential commission/bonus opportunity.
• Opportunity to develop strong sales development, prospecting, and meeting-booking skills while helping build ABI Research’s market development function.
• Clear potential for advancement into Account Executive, Business Development, or other revenue-generating roles.

Location:

ABI Research is fully remote in the U.S., with physical offices in the U.K. and Singapore.

Company Description:

ABI Research is a forward-thinking, fast-paced company specializing in the technologies of tomorrow. ABI is family-friendly, with locations throughout the United States, the United Kingdom, and Singapore. Additionally, we have many employees who work remotely from home, either full-time or part of the time. ABI offers competitive compensation along with an extremely generous benefits and vacation package in addition to rewarding achievement by promoting within. Be part of a global team of thought leaders and influencers, and apply today!