Sales Development Representative

Job Purpose

The Sales Development Representative (SDR) plays a crucial role in generating and qualifying new business opportunities for the sales team. By understanding prospect needs, conducting research, and leveraging internal resources, the SDR will aid in tailored product demos and conversations. This position focuses on driving new lead generation, qualifying inbound leads, and supporting outbound sales initiatives. The role involves extensive collaboration with Account Executives, Sales Management, and Marketing to ensure Account Executives receive the necessary information to have custom demos and conversations with prospective customers of ICE.

Responsibilities

• Presence in Office: This position requires you to be in the Atlanta HQ office 5 days a week to ensure a strong onboarding experience and facilitate proper communication with team members. Office environment is updated with a gym, cafeteria, and coffee machines on numerous floors. The amenities are superb!
• Lead Generation & Qualification: Identify and qualify sales leads through proactive outreach, cold calling, and respond to inbound queries via phone and email.
• Prospect Engagement: Build relationships with prospective customers to understand their business requirements and challenges.
• Sales Support: Support Account Executives by communicating detailed information about prospect needs and status via Salesforce.
• Collaboration: Work closely with Account Executives, Sales Leadership, Marketing, and other internal teams to strategize and share insights on prospective customer accounts, and drive sales activities.
• CRM Management: Maintain accurate and detailed records of all lead management activities in Salesforce ensuring proper lead assignment and tracking.
• Product Knowledge: Develop knowledge of ICE’s product offerings and industry trends to be able to pitch products appropriately.
• Internal & External Networking: Participate in internal product meetings, sales training, and mentorship opportunities to develop sales knowledge and skills. Seeking opportunities outside of work to enhance product, industry and sales knowledge is highly encouraged.
• Sales Team Interaction: Attend sales meetings, participate in business reviews, and support product demonstrations where necessary.

Knowledge and Experience

• Sales Experience: No previous sales development experience required, but any sales or customer-facing internship/experience is a plus. Must have a strong ability to communicate effectively, challenge and push prospects, build rapport, and address objections is essential.
• Communication Skills: Excellent written and verbal communication skills with a confident phone presence. Must be able to engage prospects and internal stakeholders effectively.
• Organizational Skills: Proven track record of staying organized, managing tasks efficiently, and meeting deadlines.
• Education: Bachelor’s degree or relevant work experience preferred, but not required.
• Entrepreneurial Mindset: Proactive, competitive, organized, self-driven, and eager to learn are all a must. Willingness to think outside the box and contribute fresh ideas to sales strategy.
• Flexibility & Adaptability: The ability to thrive in a fast-paced, dynamic environment with a strong willingness to adapt to new tools, technologies, and changes quickly. Familiarity with CRM platforms like Salesforce is a bonus, but not required.
• Goal-Oriented & Motivated: Strong drive to meet and exceed goals. Comfortable with both independent and team-based work environments, with a willingness to collaborate and contribute to team success
• Team Player: Ability to collaborate effectively with various departments and stakeholders, while also taking ownership of individual tasks.
• Client-Centric Approach: Passion for providing exceptional service and building strong, trust-based relationships with prospects and internal teams.
• Analytical & Detail-Oriented: Capable of analyzing client needs, tracking sales activities, and using data to drive decision-making processes.

This role provides an excellent opportunity for individuals looking to launch a career in sales at a high-growth, publicly traded company, develop expertise across multiple product lines, and make a significant impact on the organization’s growth.