Sales Development Representative

The 20 • Plano, TX

16h • Hybrid

About The Position

The 20 is hiring a Sales Development Representative to build the pipeline that supports the company’s growth. The role works closely with the Account Executive team and SVP of Sales to develop targeted outreach strategies, follow up with prospects after events and conferences, and move qualified MSP prospects from initial interest to sales readiness. The position is suited to someone who understands the MSP space or is eager to learn it, and who is organized, persistent, and energized by sales development. The company describes this as a hybrid role with a collaborative, high-energy office environment in Plano, Texas.

The role offers a competitive base salary and performance-based bonus tied to meetings booked and pipeline created, direct mentorship from the SVP of Sales, and a stated path to an Account Executive role for high performers. The 20 describes itself as a Master MSP and a North American MSP growth platform, providing independent MSPs with a shared help desk, managed tool stack, sales playbooks, and a peer community.

Requirements

• 1–3 years of experience in sales development, inside sales, or business development.
• Experience in the MSP, IT services, or technology channel.
• Demonstrated ability to generate qualified pipeline through outbound prospecting by email, phone, and LinkedIn.
• Strong written and verbal communication skills, including the ability to craft outreach that receives opens and responses.
• Organized and detail-oriented, with consistent tracking and follow-up.
• Comfort working in HubSpot or a similar CRM and maintaining clean data.
• Coachable, competitive, and motivated to contribute to a fast-moving sales team.

Nice To Haves

• Familiarity with MSP tools and terminology such as RMM, PSA, NOC, MRR, and CSAT.
• Experience attending or supporting MSP-focused industry events such as DattoCon, IT Nation, or N-Able Empower.
• Prior experience in an IGNITE or SDR-to-AE pipeline development program.
• Interest in growing into a full-cycle closing role.

Responsibilities

• Conduct targeted outbound prospecting by phone, email, LinkedIn, and other channels to generate qualified leads for the Account Executive team.
• Own timely, precise follow-up after events and conferences, converting booth conversations into booked Growth Consults.
• Research and qualify MSP prospects using The 20’s ideal customer profile criteria.
• Book and confirm Growth Consult calls between qualified prospects and Channel Account Executives.
• Maintain accurate records of prospecting activity, outreach, and outcomes in HubSpot CRM.
• Collaborate with the Account Executive team to develop personalized outreach sequences for targeted prospect lists.
• Support pipeline hygiene by re-engaging stalled leads, identifying timing-based reactivation opportunities, and flagging at-risk prospects.
• Participate in regular team syncs to stay current on messaging, objection handling, and ideal customer profile updates.
• Track and report weekly on meetings booked, event follow-up conversion rates, and pipeline contribution.

Benefits

• Comprehensive benefits, including medical, dental, vision, and supplemental coverage, plus HSA/FSA options.
• Competitive 401(k) participation with up to 4% contribution match.
• Certification reimbursement to support continued development.
• Meaningful opportunities for advancement within a growing organization.
• Competitive base salary with performance-based bonus tied to meetings booked and pipeline created.
• Direct mentorship from the SVP of Sales and the sales team.
• Hybrid flexibility.
• Clear path to an Account Executive role for those who perform.

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level
• Education Level: No Education Listed