Sales Development Representative
About The Position
The Sales Development Representative is the first point of contact between iManage and the legal and corporate organizations that rely on knowledge work. The role builds qualified pipeline for sales representatives across different sales teams by owning target accounts and conducting research-led outreach through phone, email, and LinkedIn. The representative qualifies opportunities against established criteria and hands them to the field team with relevant context to advance the conversation. They collaborate with Sales Directors, Marketing, and Sales Operations to refine messaging and improve results. This is an entry point into enterprise software sales, with ongoing coaching and training from experienced sellers and a defined path to Account Executive. The role follows a flexible working policy, with in-office attendance required on Tuesdays and Thursdays. iManage describes its workplace as a modern, open-plan workspace with a gaming area, free snacks and drinks, and regular social events.
Requirements
- 0–2 years of experience in B2B sales, lead generation, or a customer-facing role.
- Bachelor’s degree in a business-related field.
- Familiarity with tools such as Salesforce, Claude, Salesloft, LinkedIn Sales Navigator, and Clay.
- Strong written and verbal communication skills, including the ability to tailor messaging across channels and personas.
- Demonstrated CRM hygiene, follow-up discipline, and attention to detail when documenting activities.
- Confidence engaging with mid-to-senior-level stakeholders and quickly establishing rapport.
- Curiosity and willingness to ask thoughtful questions beyond the script.
- Grit and resilience, including the ability to respond constructively to rejection and remain motivated.
- Commitment to a long-term sales career and continual growth.
- Creative thinking and proactive problem-solving skills.
- Self-awareness about personal strengths and differentiators.
- Genuine interest in iManage’s product, mission, and customer base, and ability to explain how the opportunity aligns with personal values and career goals.
- Technical comfort and ability to learn new tools and concepts in a digital-first sales environment.
Responsibilities
- Own pipeline creation for assigned accounts, industries, and buying centers.
- Conduct outbound outreach by phone, email, LinkedIn, and social channels, tailoring messaging to each persona.
- Research accounts to identify buying triggers, pain points, and relevant stakeholders, and develop a point of view for prospects.
- Qualify leads against established criteria and hand off Sales Accepted Leads (SALs) to Sales Directors.
- Follow up on inbound leads based on priority scoring and segmentation.
- Plan accounts with Sales Directors by mapping stakeholders, selecting targets, and deciding where to focus outreach.
- Use Salesforce, Salesloft, LinkedIn Sales Navigator, ZoomInfo, and Demandbase, while maintaining clean data.
- Meet activity, meeting, and pipeline targets and forecast qualified pipeline weekly.
- Work with Marketing, Sales Operations, and Enablement to test messaging and improve results.
Benefits
- Annual performance-based bonus.
- Health, vision, dental, and life insurance.
- 401(k) retirement savings plan with company match up to 4%.
- Enhanced paid parental leave: 20 weeks at 100% pay for primary leave and 10 weeks at 100% pay for secondary leave.
- Flexible time-off policy.
- Multiple company wellness days each year.
- Access to RethinkCare behavioral health resources.
- Unlimited access to LinkedIn Learning courses and interactive Microsoft courses and training.
- Internal career development framework and opportunities to earn certifications.
- Flexible work hours.
- Modern open-plan workspace with a gaming area, free snacks and drinks, and regular social events.
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What This Job Offers
Job Type
Full-time
Career Level
Entry Level
