Position Overview
The SDR is a strategic, full-cycle hunter responsible for opening new doors and closing new business. This role goes beyond traditional lead generation; you are a quota-carrying closer who owns the front-end of the sales cycle. The primary objective for this role is to identify, qualify, and close new business opportunities from a curated list of high-value target accounts. You are a master diagnostician, using strategic questioning to determine the optimal engagement path either training/consulting and leveraging every tool including partner relationships to build credibility and accelerate deals.
Key Responsibilities
Strategic Prospecting & Outbound Hunting
Execute targeted, multi-channel outbound campaigns (phone, email, social, events) to secure initial meetings with key stakeholders within the Targeted Accounts.
Strategically use Authorized Partner badges and alliances as key credibility hooks to gain access and build trust with prospects.
Qualify and vet Assigned Qualified Leads (AQLs) from marketing; accept viable leads that fit the Ideal Customer Profile (ICP) and reject those that do not, providing clear feedback to marketing.
Diagnostic Qualification
Conduct in-depth Diagnostic Interviews with prospects to uncover core business challenges, decision-making processes, budget, and strategic fit.
Accurately categorize each opportunity into the correct engagement path, either training or consulting:
Document the qualification rationale and path decision clearly in the CRM to ensure seamless handoff or continuation.
Negotiation & Closing
Own the negotiation process for the initial contract, working within the commercial guardrails and pricing guidelines set by the BDO.
Collaborate with the BDO and finance to structure deals, especially where partner fees and royalties must be accurately modelled.
Drive the deal to signature, managing procurement, legal reviews, and final sign-off.
Collaboration & Strategy Execution
Work in lockstep with the BDO to execute the unit's account list penetration strategy at the account level.
Provide real-time market intelligence and feedback from the front lines to inform the BDO's portfolio and strategy decisions.
Coordinate with technical sales experts and delivery teams as needed to advance and close opportunities.
Qualifications & Experience
Bachelor's degree in Environmental Science; Engineering (Civil, Electrical, Power, Mechanical, Telecommunications, or Energy); Water Resources; Transport/Supply Chain Management; Land Economics/Resource Management/Urban Planning; Computer Science/IT; Public Administration; Social Work; Health; Community Development; or equivalent.
2+ years of proven experience in a full-cycle, new business hunting/closing role, preferably in B2B.
A demonstrable track record of meeting or exceeding quarterly sales quotas by closing new logos.
Experience with partner-assisted selling or selling through/allied channels is a significant plus.
Core Competencies
Diagnostic Selling: Exceptional listening and questioning skills to uncover root causes, not just surface-level needs.
Strategic Prospecting: Ability to research accounts, identify key players, and craft personalized, value-driven outreach.
Commercial Negotiation: Confidence and skill in negotiating terms, price, and scope to close deals while protecting margin.
Business Acumen: Quick to understand a prospect's business model and how your solutions map to their strategic objectives.
Resilience & Grit: Tenacious and self-motivated, with the ability to handle rejection and persist in a competitive environment.