Sales Development Representative

Sales Development Representative

Built on service. Powered by people.

Impact exists because a small group of industry leaders believed companies in our space were doing it wrong. Many prioritized margins while the people doing the work and the clients relying on it became an afterthought. Impact was built differently: invest in great people, trust them to do great work, and deliver the kind of service clients remember. That approach helped us grow from a small office technology company into a national managed services provider, while remaining privately owned and people-first.

What makes Impact special is that growth has never come at the expense of the values that got us here. We continue to reinvest in our people, our capabilities, and the opportunities ahead so employees can grow alongside the business. We’ve built something special, but we’re far from finished. The people who join Impact now will help define what comes next.

Our North Star: Client Centricity

Job Overview

We are seeking a motivated and results-driven Sales Development Representative to join our sales team. The ideal candidate will be passionate about uncovering new business opportunities, building relationships with potential clients, and generating qualified leads for our Account Executives. This role is focused on identifying prospects, initiating meaningful conversations, and positioning Impact's solutions—including cybersecurity, IT, marketing and digital transformation—to address client challenges. A successful candidate will have strong communication skills, a consultative approach, and a desire to thrive in a fast-paced, innovative environment.

Responsibilities

• Drive Lead Conversion: Navigate qualified leads through the sales pipeline, seamlessly connecting them with your dedicated Account Executive and orchestrating introductory meetings.
• Engage Decision Makers: Strategically target and secure meetings with VP- and C-level executives. For meetings secured with Director-level or below, lead discovery calls with the objective of advancing the conversation to executive-level stakeholders.
• Proactive Prospecting: Cultivate relationships with new prospects through strategic phone calls, targeted emails, and the utilization of cutting-edge sales sequencing tools. The goal? Introduce Impact's solutions and pinpoint key decision-makers within the target market.
• Meeting Generation: Achieve monthly targets by setting up 20+ completed and qualified sales meetings each month.
• Outbound Cold calling: Proactively make 150+ dials a day with use of AI dialing platform.
• Needs Analysis & Business Acumen: Ability to understand and articulate executive-level business goals and challenges.
• Relationship Management: Develop and maintain strong relationships by executing timely, relevant, and consistent follow-up communications that move opportunities forward.
• CRM Management: Maintain clean, accurate, and up-to-date records in the CRM system by logging all activity and scheduling timely follow-ups.

Qualifications & Experience

The ideal candidate is a proactive self-starter with exceptional verbal and written communication skills. They bring high energy, a positive attitude, and thrive in competitive environments. Adaptable and resourceful, they excel in dynamic settings and effectively utilize available resources. Dependable and reliable, they demonstrate a strong commitment to their work. Additionally, they are tech-savvy, embracing technological innovation and quickly adapting to new tools and systems. Experience crafting messaging for C-suite and VP-level decision makers. Ability to leverage intent data from sales intelligence platforms for targeted outreach. Have a general understanding of business challenges across different industries. Skilled in identifying prospects through different stages of a buying journey and shaping talk tracks around current state, including the competency in leveraging intent signals for personalized omnichannel multi-threaded outreach. Experience with parallel dialers like Orum or intent platforms like 6Sense, or sales orchestration platforms like SalesLoft. And then lastly, looking for strategic thinkers over relationship builders, and the ability to speak to business outcomes over technical features.

• 3+ years of experience in sales, lead generation, or a related role, preferably in the technology sector.
• Prior experience with outbound cold calling over the phone.
• Preferred background in roles such as Sales Development Representative (SDR), Business Development Representative (BDR), Inside Sales Representative, Outbound Sales Specialist or similar.
• Strong understanding of IT, cybersecurity, digital transformation, and related technology solutions, or a willingness to learn quickly.
• Exceptional verbal and written communication skills, with the ability to engage prospects and articulate value propositions effectively.
• Proficiency with sales tools and technologies, such as CRM software (e.g., Salesforce, Microsoft Dynamics) and sales enablement platforms (e.g., SalesLoft, 6sense, Outreach).
• Self-motivated with a results-driven mindset, capable of working in a fast-paced environment and meeting or exceeding lead generation targets.

What Drives Impact

Our purpose is people. We empower them to innovate, grow, and succeed. That's how we change the world – one person, one company, one community at a time.

Behaviors define what our values look like in action. Leaders are expected to model them; teams are expected to live them:

• Innovation: We embrace change because innovation lives outside the comfort zone.
• Passion: We are driven by purpose, fueled by passion, and obsessed with making an impact.
• Honesty: We are fiercely transparent and consistently honest.
• Fun: We fuel work with fun, knowing life's too short for boring.
• Low Ego: We champion ideas over titles, because brilliance knows no rank.
• One Team: We win as a team, we lose as a team, we are one team.

Compensation

The typical base salary for this role is $55,000-$70,000. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to skillset, experience and training, licensures and/or certifications, and other organizational needs.

Impact may offer applicable incentive compensation plans depending on role and/or department.

Full compensation details can be discussed with an Impact Talent Acquisition team member at the start of the interview process.

Benefits We Take Pride In

• 5-year Tiffany & Co. Gift Card, 10-year Custom Rolex, 20-year $20,000 Check incentive rewards
• Valuable time off with up to 20 days of PTO, 7 Paid Sick Days, 12+ paid holidays, and Paid Parental Leave
• Development and growth opportunities with on-going training & continued education reimbursement
• 401(K) & retirement plans with complimentary financial advisory services
• Comprehensive health, disability, life, dental, and vision plans

For more information, visit https://www.impactmybiz.com/careers/#benefits

Work Authorization & Immigration Sponsorship

Candidates must be authorized to work in the United States at the time of application. Immigration sponsorship may be considered in limited circumstances based on business need, cost, workforce planning, and applicable government requirements. Impact does not guarantee sponsorship for any visa category and may decline certain petitions based on associated costs or regulatory requirements.

Key skills/competency

• Sales Development Representative
• Lead Generation
• Outbound Cold Calling
• CRM Management
• Salesforce
• IT Solutions
• Cybersecurity
• Digital Transformation
• Relationship Management
• Business Acumen