Sales Development Representative (SDR)

Sales Development Representative (SDR)

321 (321aim.com) | Reports to: Jacob Martinez, Chief Revenue Officer (as company grows, will report to the Sales Manager) | Location:  remote policy | Employment type: Full time W2

About 321

321 Aim is a pay per call Lead Exchange. Our platform, 321 AIM, delivers high quality ready to close calls and warm transfers to Accounts across multiple industries to include Insurance, Home Services, Legal and Debt Relief. 

Role summary

You're the front of our sales engine. You'll start conversations with insurance agents, agencies and other lead buyers, conduct discovery, qualify them fast, and book meetings that our Account Executives can close. The SDR will have a healthy balance of outbound dialing and prebooked discovery virtual meetings. If you like the phone and virtual meetings, moving fast and want to keep score every day, this seat is for you.

What you'll do

• Prospect into insurance agents, agencies and other lead buyers with outbound calls, virtually meetings, email, SMS and other means.
• Follow up on inbound leads fast. Speed to lead wins deals.
• Qualify every prospect: lines of business, current lead sources, volume needs, budget and timing.
• Book demos and meetings for our Account Executives, and do the follow-up that gets them to show to those meetings.
• Log every call, email, text and note into our CRM, if it's not in our CRM, it didn't happen.
• Build and work targeted prospect lists by line of business and buyer type.
• Learn 321 AIM and basic lead economics well enough to run a credible first conversation.
• Hit your daily and weekly activity, booked-meeting and showed-meeting targets.
• Feed what you hear on the phones (objections, competitors, what's landing) back to sales and marketing leadership.
• Help test outreach into our new verticals as they come online.

What success looks like

First 7 days

Learn 321 AIM, our lines of business, our buyer types, our Lead Exchange and our CRM. Nail the pitch and the qualification criteria. Get on the phones, start live outreach and book your first meetings.

30-60 days

Hit full daily activity targets and book meetings consistently, with a healthy show rates as defined by our KPIs. The CRM records are clean and current without anyone chasing you.

60-90 days

You're fully ramped. You're following the proven process that results in a steady flow of booked and shown meetings, your AEs trust the quality of what you hand them, and the opportunities you’ve worked are turning into new accounts.

Ongoing: what we measure

• Activity: Outbound calls, talk time
• Meetings booked
• Show rate (meetings that actually happen)
• Qualified opportunities passed to AEs
• New accounts and revenue sourced from your meetings
• Speed to lead on inbound
• CRM hygiene

What you bring (must-haves)

• Experience in a phone-heavy role: SDR/BDR, inside sales, call center or another customer-facing seat.
• You're comfortable making a high volume of calls every day and hearing "no" without slowing down.
• Clear, confident communication on the phone, in virtual meetings, by email and by text.
• Discipline about logging your work in a CRM, every time.
• Competitive, coachable and motivated by hitting your numbers.
• Quick learner who's comfortable with a CRM, learning a new platform, a dialer and email tools.

Nice-to-haves

• Insurance experience (Medicare, home, auto, life/IUL, final expense or ACA), whether selling to agents or working as one.
• Proven SDR/BRD success
• Lead generation, pay-per-call or performance marketing sales experience.
• Hands-on experience with GoHighLevel or another CRM.
• Exposure to home services, legal or debt relief lead markets.