Sales Development Representative

About the role

At MasterControl, Sales Development Representatives (SDRs) turn conversations into opportunities that move the business forward. The SDR partners closely with Sales and Marketing to generate, qualify, and nurture leads, guiding prospects in their first conversations and handing them off to a Regional Account Executive. This role is ideal for someone who loves connecting with people, thrives on goals, and enjoys digging into real customer challenges while balancing inbound demand with proactive outbound outreach.

Responsibilities

• Prospect, qualify, and educate inbound and outbound leads.
• Generate meetings and pipeline through disciplined multi‑channel outreach.
• Research accounts, personas, and industries aligned to MasterControl.
• Engage with curiosity to uncover operational and business process challenges.
• Clearly communicate MasterControl’s value to diverse audiences.
• Partner with Account Executives on territory and prospecting strategies.
• Qualify opportunities and provide clear, documented handoffs.
• Maintain accurate activity, discovery, and pipeline data in Salesforce.
• Consistently meet or exceed activity and opportunity creation goals.
• Share insights and best practices to elevate team performance.
• Build product, industry, and competitive knowledge in regulated markets.
• Operate with urgency, accountability, and strong attention to detail.

Requirements

Must‑have skills:

• Demonstrated curiosity and comfort experimenting with AI tools or workflows to work more efficiently and effectively.
• Strong written and verbal communication skills.
• Solid time management, prioritization, and execution skills.
• Professional resilience when handling objections and complex discussions.
• Self‑motivated, goal‑driven mindset with a focus on continuous improvement.
• Ability to work independently while collaborating closely with teammates and stakeholders.
• Attention to detail with a strong commitment to CRM accuracy.
• Comfort engaging both business and technical stakeholders.

Preferred skills:

• Experience in an SDR/BDR or customer‑facing role (B2B SaaS preferred).
• Familiarity with Salesforce, Salesloft, and LinkedIn Sales Navigator.
• Experience with multi‑channel outreach (email, phone, social) to both follow up on inbound interest and proactively prospect outbound.
• Exposure to supporting Account Executives in SMB and/or Mid‑Market sales.
• History of achieving activity or pipeline goals.
• Comfort working in structured, metrics‑driven environments.
• Bachelor’s degree or equivalent experience.

Physical Demands and Working Conditions

• Ability to work at a computer and desk for extended periods.
• Extended hours on the phone may be required.

Benefits

• Competitive compensation.
• 401(k) plan with company match.
• Generous PTO package.
• Schedule flexibility.
• Onsite massage therapist.
• Innovation center and gaming rooms at the office.
• Dental and vision plans.
• Employer‑paid life insurance policy.
• Additional perks and programs supporting professional development and a collaborative culture.