Sales Development Representative

NACD is the trusted association for board directors. For more than 45 years, we have helped leaders build successful companies that make a difference in the world. We’re a collective of over 23,000 individuals, 1,750+ boards, and more than 20 chapters across 35 locations. As a peer-to-peer network, we’re committed to navigating the governance landscape together through partnering, innovation, and education.

About the role

The Sales Development Representative (SDR) plays an essential role in driving pipeline growth by identifying, engaging, and qualifying prospective members. This role focuses on outbound and inbound prospecting, early-stage discovery, and scheduling high-quality meetings for sales executives. The ideal candidate is creative, resilient, and motivated by growth, enjoys learning about businesses, and creates value in first conversations.

This is a hybrid role based in the DMV area; the selected candidate will work in NACD’s Arlington, VA office Tuesdays–Thursdays each week.

Responsibilities

• Generate qualified sales opportunities through a combination of outbound outreach, inbound lead follow-up, and strategic prospecting.
• Qualify leads against defined criteria and schedule meetings for Account Executives.
• Research target accounts and decision-makers to personalize outreach and improve engagement.
• Maintain accurate activity, lead status, and pipeline data within Salesforce.
• Collaborate closely with marketing and sales teams to align messaging and improve conversion rates.
• Meet or exceed monthly and quarterly activity, meeting, and pipeline contribution goals.
• Continuously refine outreach strategies based on performance data, feedback, and best practices.
• Surface movement in designated market by tracking changes in board roles, executive functions, and IPOs.
• Support sales dashboards and Power BI reporting to ensure data accuracy and intelligence.

Requirements

• 1–3 years of experience in sales, business development, customer-facing, or related roles (B2B preferred).
• Strong written and verbal communication skills with the ability to engage senior-level stakeholders.
• Comfort with phone, email, LinkedIn, and virtual engagement as part of a multi-channel outreach strategy.
• Experience using CRM systems (Salesforce preferred) and sales automation tools is a plus.
• Bachelor’s degree.

Skills

• Growth Mindset: Eager to learn, coachable, and motivated by continuous improvement.
• Intellectual Curiosity: Inquisitive and interested in understanding business.
• Tenacious: Persistent and self-motivated, following through consistently to create momentum and results.
• Critical Thinker: Asks thoughtful questions, listens actively, and adapts messaging based on insights.
• Resilience: Maintains energy and focus in a high-activity, goal-driven environment.
• Collaboration: Works effectively with peers and sales leaders to achieve shared outcomes.
• Professional Presence: Communicates clearly, confidently, and respectfully with prospects and colleagues.

Benefits

• Medical, dental, and vision coverage.
• 401(k) plan with a generous company contribution.
• 20 days of annual PTO.
• Educational assistance.
• Paid parental leave.

Pay

Salary range: $62,000–$73,000, based on education, work experience, and certifications. Eligible for up to $15,000 in performance-based bonuses paid quarterly (not guaranteed; dependent on individual and company performance).

Schedule

Hybrid: in-office Tuesdays–Thursdays in Arlington, VA; remote Mondays and Fridays.