Sales Development Specialist

About the role

As a Lead Development Specialist, you'll play a key role in driving AVI-SPL's sales pipeline by connecting Marketing and Sales with prospective customers. You'll engage with inbound marketing-generated leads, qualify opportunities, and deliver an exceptional first customer experience while identifying business needs and determining sales readiness. Working closely with Sales, you'll ensure qualified opportunities are routed to the right team, maintain accurate CRM data, and provide reporting and customer insights that strengthen lead management, improve conversion rates, and support revenue growth.

Responsibilities

• Identify, qualify, and prioritize high-value sales inquiries based on business impact and readiness
• Engage with inbound marketing-generated leads to qualify prospects, confirm BANT (Budget, Authority, Need, and Timing) criteria, and identify sales-qualified project opportunities for handoff to the sales team
• Respond to prospective customer inquiries by clearly communicating AVI-SPL's solutions, capabilities, and value proposition
• Identify the appropriate sales team for each qualified opportunity, facilitate a seamless handoff, and provide follow-up support to maximize lead conversion
• Capture and maintain accurate customer and prospect information, update lead records, and create qualified opportunities within the CRM
• Maintain CRM data integrity by identifying duplicate records, validating new account creation, and ensuring contact and lead records are accurate and up to date to support reliable sales and marketing reporting
• Prepare lead status reports and conduct quarterly business reviews with Sales Managers to evaluate lead outcomes, improve conversion performance, and strengthen Sales and Marketing alignment
• Detect, investigate, and prevent fraudulent or invalid inquiries from entering the sales pipeline
• Provide prospecting lists to regional offices using ZoomInfo and other tools
• Conduct outbound prospecting and follow-up with end users, as needed, to nurture leads, uncover new business opportunities, and support pipeline growth
• Other duties as assigned

Requirements

• Bachelor’s degree in Business or related field preferred
• Minimum two years of prior sales, marketing or telemarketing experience preferred; experience in the Audio Visual or Technology field desirable
• Demonstrated CRM knowledge, Salesforce experience a plus
• Intermediate proficiency with demonstrated experience utilizing Microsoft Office Suite (Word, Excel, PowerPoint)

Skills

• Ability to interact and collaborate with employees, clients, partners, and colleagues within all levels of the organization
• Customer-centric mindset with clear and professional communication skills (both written and verbal)
• Excellent attention to detail, ability to keep accurate records and documentation on activities
• Ability to balance multiple tasks with changing priorities
• Critical thinking skills
• Ability to work and think independently while meeting deadlines
• Demonstrated ability to maintain strict confidentiality and handle sensitive matters with discretion

Working Environment

This job operates in a professional office environment. This role uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines. The work environment is generally moderate in noise (inter-office conversations and computers/printers).

Physical Requirements

The physical demands of this position are those that are necessary to meet the responsibilities and essential functions of this position. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions. This position regularly requires employees to sit, walk, and stand; talk or hear, both in person and by telephone; use hands repetitively to finger, handle, feel or operate standard office equipment.