Sales Development Representative

FOCUS Learning Corporation

10d • $55,000 - $70,000

About The Position

The SDR is the front end of our growth engine. You will generate qualified meetings for our sales team by combining high-quality outbound prospecting with fast, thoughtful follow-up on inbound interest.
This role is built for someone who wants to become an Account Executive and master enterprise selling into regulated industries. You will learn how regulated buyers evaluate vendors, how compliance-driven purchasing works, and how to run a tight outbound process that creates pipeline.

Requirements

• 0–2 years of experience in an SDR/BDR role, inside sales, recruiting, or another high-activity customer-facing role; you can point to measurable results.
• Comfort with high-volume calling and rejection; you stay steady, keep your energy up, and work the process.
• Strong written communication; you can write concise, professional emails that earn replies.
• You can balance persistence with professionalism when engaging senior technical stakeholders.
• Organized and metrics-driven; you track your work and take coaching well.
• Basic proficiency with CRM and modern sales tools (or the ability to learn them quickly).
• Authorized to work in the U.S.

Nice To Haves

• Experience selling SaaS or professional services in a consultative B2B motion.
• Exposure to regulated or operational environments (energy, utilities, nuclear, aviation, defense, government) or comfort learning technical concepts; knowledge of regulatory or audit requirements (e.g., NERC, NRC, INPO, DOE) even at a conceptual level.
• Experience running multi-channel outbound sequences.
• Experience with HubSpot (preferred), Salesforce, Apollo, Outreach, Salesloft, or similar tools.
• Familiarity with structured qualification (MEDDICC or similar).
• Experience converting webinar or event leads into booked meetings.

Responsibilities

• Prospect into targeted accounts across nuclear, utilities, and other compliance-heavy environments; identify the right stakeholders and create conversations.
• Conduct account research to map org structures, compliance workflows, and training/qualification responsibilities.
• Capture and communicate insights about regulatory changes, industry news, and competitor activity. Coordinate with Marketing and Leadership as applicable to help broader Commercial organization leverage customer intelligence.
• Identify multiple stakeholders (Ops Training, QA, Regulatory, IT, HR) and tailor messaging accordingly (multithreading).
• Execute daily outbound activity across phone, email, and LinkedIn with disciplined follow-through; tailor messaging to the buyer/industry persona, compliance requirements, and operating context.
• Conduct A/B testing of messaging, call approaches, and subject lines to optimize conversion.
• Use a structured approach to qualify inbound leads and route them appropriately; respond quickly and professionally, and schedule next steps.
• Book qualified meetings for Account Executives and ensure clean handoffs (context, pain, stakeholders, timing, next steps).
• Build and maintain accurate records in our CRM; keep activity logs, notes, and next steps current so forecasting and follow-up are reliable. Support regular reporting on activities, conversion metrics, and pipeline contributions.
• Partner with Marketing and Sales on webinar and conference follow-up; convert event interest into meetings. Follow-up on all marketing-generated leads. Provide Marketing with consistent feedback on ICP resonance, messaging performance, lead quality and campaign results.
• Continuously improve: refine talk tracks, email copy, and sequences based on what converts.
• Participate in product briefings, shadow customer calls with Customer Success, and relay field intelligence to help refine product positioning.

Benefits

• FOCUS offers employees a comprehensive benefits package including health, dental, vision and Life & Disability insurance along with a 401k / retirement plan with matching contributions.

What This Job Offers

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