Sales Development Representative

Sales Development Representative at SmartAsset

SmartAsset is an online destination for consumer-focused financial information and advice, whose mission is helping people make smart financial decisions, reaching over an estimated 59 million people each month (as of January 2025) through our educational content and personalized calculators and tools. To extend our mission, we also operate SmartAsset Advisor Marketing Platform (AMP), which helps connect consumers with fiduciary financial advisors. SmartAsset has earned recognition on the Inc. 5000 (#2574 in 2023) and Deloitte Technology Fast 500™ (#250 in 2022) lists. Currently, SmartAsset ranks on Y Combinator’s list of Top 100 Companies. A successful $110 million Series D funding round in 2021 valued the company at over $1 billion.

Other than application and licensing fees, SmartAsset did not provide compensation for the aforementioned awards.

About The Team

The Sales Development team at SmartAsset plays a critical role in supporting our nationwide group of 50+ Account Executives and Sales Managers. As a Sales Development Representative at SmartAsset, you will serve as the "tip of the spear" for our sales organization. You will be responsible for identifying and creating new qualified sales opportunities for our Account Executives.

This is not a "smile and dial" telemarketing role. We are looking for a strategic hunter who can understand complex financial advisory pain points and how our solution solves for those and supports growth.

About The Job: Responsibilities

• Managing outbound prospecting efforts through outreach sequences, calls (150+ daily), and emails.
• Qualifying a small portion of inbound leads generated by marketing campaigns and assessing fit.
• Scheduling and transitioning pitch calls for Account Executives.
• Maintaining accurate data in Salesforce to track prospect interactions, pipeline status, and activity metrics.
• Staying informed on industry trends, competitors, and SmartAsset product updates to position our value proposition effectively.
• Participating in weekly team meetings, sharing insights, providing feedback and continuously improving outreach strategies.

Key Responsibilities

Prospecting & Outreach

• Targeted Prospecting: Research and execute on lists of target leads of RIA’s (Registered Independent Advisors) using tools like Salesforce, LinkedIn, Google & SEC registration sites.
• Multi-Channel Outreach: Execute high-volume but personalized outreach campaigns via email, cold calling*, and social selling (LinkedIn). *95% of our appointments come from cold calling.
• Value-Based Selling: Quickly identify the prospect’s business growth challenges and clearly communicate the value proposition of our platform to generate interest.

Lead Qualification

• Inbound Response: Rapidly follow up with inbound leads driven by our marketing team (demo requests, whitepaper downloads) to qualify their interest and fit.
• Discovery: Conduct high-level discovery calls to assess budget, authority, need, and timeline before handing off to an Account Executive.
• Objection Handling: Professionally navigate objections related to budget, timing, and perceived value.

Pipeline Management

• CRM Hygiene: Maintain rigorous records of all interactions, notes, and lead statuses in our Salesforce CRM.
• Meeting Coordination: Schedule seamless pitch appointments for the Account Executive team.
• Collaboration: Distinct feedback loops with AEs and Marketing to refine messaging and target personas.

Qualifications & Skills (Must-Haves)

• Experience: 6-12+ months of experience in sales, business development, role (SaaS experience preferred).
• Communication: Exceptional written and verbal communication skills. You must feel comfortable speaking with high-level financial executives.
• Resilience: A "hunter" mentality with the ability to handle rejection and maintain high activity levels.
• Tech-Savvy: Ability to learn complex software and sales tech quickly.
• Strong collaboration: particularly in working with Account Executives and cross-functional teams to drive business outcomes.

Nice-to-Haves (The "FinTech" Edge)

• Financial Literacy: A degree in Finance/Economics, previous experience working in Fintech and understanding financial advisory terminology is a massive plus.

Typical Tech Stack

• CRM: Salesforce
• Engagement: We use RingDNA, but experience with Outreach, Salesloft, or Apollo are helpful
• Data/Intel: LinkedIn, Fintrix, Google
• Calling: RingDNA, but other dialer tool experience is helpful

Key Performance Indicators (KPIs)

• Activity: 150+ dials a day, or 250+ Activity points per day (inclusive of talk time).
• Results: 22+ "Sales Qualified Leads" (SQLs) or meetings booked per month.
• Quality of Meetings: KPI’s for Conversion rate from Meeting Booked to Closed Opportunity.

Physical Requirements

• Prolonged periods of sitting at a desk and working on a computer.
• Must be able to communicate via phone calls and/or video conferences (mainly for concierge and sales roles).

Available Benefits And Perks

• Fully Remote Work: All roles are fully remote within the contiguous U.S., giving you flexibility to do your best work from where you thrive.
• Comprehensive Health Coverage: Multiple Medical, Dental, and Vision plan options through trusted national carriers—so you can choose what fits your needs.
• Life & Disability Protection: Company-paid Life/AD&D coverage, with options to add supplemental life and disability plans for extra peace of mind.
• Financial Wellness: 401(k) with employer match, pre-tax savings through FSA and HSA options, and equity packages offered for every role.
• Time Off That Works: Generous vacation, sick, and parental leave policies—because balance matters.
• Additional Perks: Pet insurance, home office stipend, and Employee Assistance Program (EAP).

Compensation Disclosure

California, Colorado, Connecticut, Maryland, Nevada, Rhode Island, Washington, and New York City residents* $60,000 base and up to $80,000 OTE + RSUs + benefits.

Salary at SmartAsset is determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location within the contiguous United States.

Key skills/competency

• Sales Development
• Outbound Prospecting
• Cold Calling
• CRM Management (Salesforce)
• Lead Qualification
• Value-Based Selling
• Fintech Industry Knowledge
• Strategic Communication
• Pipeline Management
• Objection Handling