Torchora
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Key Responsibilities and Required Skills for a Sales Development Associate

💰 $45,000 - $75,000 OTE

SalesBusiness DevelopmentEntry-Level

🎯 Role Definition

The Sales Development Associate (SDA), often called a Sales Development Representative (SDR), is the engine of a modern sales organization. Positioned on the front lines of business growth, this role is laser-focused on generating and qualifying new leads to build a robust sales pipeline. The SDA acts as a critical bridge between marketing and sales, engaging potential customers at the very beginning of their buying journey. You are the first human touchpoint a future client has with the company, responsible for making a powerful first impression, understanding their needs, and setting the stage for the Account Executive team to close new business. This is a dynamic, target-driven role that requires resilience, curiosity, and exceptional communication skills.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Recent College Graduate
  • Customer Service or Support Representative
  • Retail, Hospitality, or other customer-facing roles

Advancement To:

  • Account Executive
  • SDR Team Lead or Manager
  • Senior Sales Development Associate

Lateral Moves:

  • Account Manager / Customer Success
  • Sales Enablement or Sales Operations
  • Marketing Associate (Demand Generation)

Core Responsibilities

Primary Functions

  • Conduct high-volume outbound prospecting to build a strong sales pipeline through a strategic mix of cold calls, personalized email campaigns, and social media outreach (social selling).
  • Diligently research target accounts and key contacts to identify business challenges, understand their organizational structure, and personalize outreach effectively.
  • Master and clearly articulate the company's value proposition, tailoring the message to resonate with the specific needs and pain points of different buyer personas and industries.
  • Qualify inbound and outbound leads against a defined set of criteria to determine if they are a good fit for the company’s solutions and ready for a sales conversation.
  • Secure a high volume of qualified discovery meetings and appointments for the Account Executive team, effectively managing their calendars and ensuring a smooth handoff.
  • Meticulously maintain and update lead and prospect information in the CRM (e.g., Salesforce, HubSpot) to ensure data accuracy and provide clear visibility into pipeline activity.
  • Become a subject matter expert on our product suite and the competitive landscape to confidently handle initial objections and answer prospect questions.
  • Collaborate closely with the marketing team to provide feedback on lead quality, campaign effectiveness, and market intelligence gathered from prospect interactions.
  • Work in tandem with your assigned Account Executives to develop and execute strategic territory and account-based marketing (ABM) plans.
  • Consistently achieve or exceed monthly and quarterly quotas for key performance indicators (KPIs) such as outbound activities, meaningful conversations, and qualified opportunities created.
  • Utilize sales engagement platforms (e.g., Outreach, SalesLoft) to manage outreach sequences, track engagement, and optimize messaging for better response rates.
  • Engage in active listening during initial conversations to uncover underlying business needs and challenges that our solutions can address.
  • Develop and test new, creative outreach strategies and messaging to continuously improve prospecting results and stand out in a crowded market.
  • Prepare and present concise, informative handoff notes for Account Executives, summarizing the prospect's needs, timeline, budget, and key stakeholders.
  • Participate in regular team meetings, training sessions, and coaching workshops to continuously hone your sales skills and product knowledge.
  • Proactively identify potential new markets, verticals, and customer segments that align with the company’s ideal customer profile (ICP).
  • Manage and overcome prospect objections, turning potential rejections into opportunities for deeper conversation and qualification.
  • Build and maintain a strong professional network on platforms like LinkedIn to foster relationships and identify future opportunities.
  • Generate reports on personal activity and performance metrics to track progress against goals and identify areas for improvement.
  • Nurture early-stage leads over time, providing valuable resources and maintaining regular contact until they are ready to engage in a sales cycle.
  • Uphold a professional and positive brand image in every interaction, acting as a true ambassador for the company.

Secondary Functions

  • Support ad-hoc data requests and exploratory data analysis to find new prospecting angles.
  • Contribute to the organization's sales playbook and process documentation with insights from the field.
  • Collaborate with business units to translate customer feedback into potential product or service enhancements.
  • Participate in sprint planning and agile ceremonies if the sales team operates within that framework.

Required Skills & Competencies

Hard Skills (Technical)

  • CRM Proficiency: Deep experience navigating and managing activities within a CRM system, particularly Salesforce or HubSpot.
  • Sales Engagement Platforms: Hands-on experience with tools like Outreach, SalesLoft, or Apollo.io to automate and track outreach.
  • Prospecting Tools: Competency in using data and lead generation tools such as LinkedIn Sales Navigator, ZoomInfo, Lusha, or similar platforms.
  • Business Productivity Suites: Strong command of Microsoft Office (Word, Excel, PowerPoint) and/or Google Workspace (Docs, Sheets, Slides).
  • Communication Technology: Familiarity with VoIP phone systems and web conferencing software (e.g., Zoom, Microsoft Teams).

Soft Skills

  • Exceptional Communication: The ability to write compelling, concise emails and articulate complex ideas clearly over the phone.
  • Resilience & Grit: A positive, tenacious attitude with the ability to handle rejection gracefully and maintain motivation in a high-volume environment.
  • Coachability: A strong desire to learn, accept constructive feedback, and actively work on improving skills and processes.
  • Innate Curiosity: A genuine interest in learning about different businesses, their challenges, and how technology can solve their problems.
  • Active Listening: The skill to listen more than you speak, understand a prospect's true needs, and ask insightful follow-up questions.
  • Time Management & Organization: Meticulous organizational skills to juggle multiple priorities, manage a high volume of leads, and adhere to a structured schedule.
  • Goal-Oriented Mindset: A competitive and results-driven nature with a relentless focus on hitting and exceeding personal and team targets.
  • Relationship Building: The ability to quickly establish rapport and build trust with potential clients from the very first interaction.
  • Problem-Solving: The capacity to think on your feet, navigate objections, and find creative ways to engage busy prospects.
  • Self-Discipline: A highly motivated, self-starting personality that thrives with autonomy and takes ownership of their results.

Education & Experience

Educational Background

Minimum Education:

  • High School Diploma or equivalent. We value experience and drive over formal education.

Preferred Education:

  • Bachelor's Degree

Relevant Fields of Study:

  • Business Administration
  • Marketing
  • Communications
  • Psychology

Experience Requirements

Typical Experience Range: 0-2 years of professional experience.

Preferred: 6+ months of experience in a customer-facing role (such as sales, B2B telemarketing, customer service, or even retail/hospitality) is highly advantageous. A demonstrated history of achieving goals or working in a performance-based environment is a significant plus.

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