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Role Summary

The Sales Development Representative (SDR) at Isos Technology is a front-line revenue role responsible for qualifying inbound and outbound demand, engaging early-stage prospects, and creating high-quality sales opportunities for the Account Executive team. This role plays a critical part in Isos go-to-market motion by ensuring speed to lead, disciplined qualification, and consistent flow of opportunities into the sales pipeline.

The SDR serves as the first commercial touchpoint for many prospective clients and works closely with Account Executives, Sales Leadership, Marketing, and Partner teams to ensure opportunities are routed, documented, and transitioned properly. This role is ideal for early-career sales professionals who are motivated by structured processes, learning consultative selling fundamentals, and developing toward future closing roles within the Isos Revenue Organization.

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Primary Accountabilities

Inbound Lead Qualification & Opportunity Creation

Serve as the initial point of contact for inbound leads generated

through Marketing, Atlassian partner referrals, and other approved inbound channels.

Respond to inbound inquiries in a timely and professional manner to

ensure strong first impressions and optimal lead performance.

Conduct structured (BANT) discovery conversations to understand

prospect needs, challenges, urgency, and potential fit for Isos Technology solutions.

Qualify inbound leads against established criteria and determine

readiness for sales engagement.

Create opportunities in the Qualification pipeline within HubSpot

CRM, ensuring all required fields, discovery notes, and @context are accurately captured.

Ensure opportunities are routed through the appropriate Sales

Director for assignment in accordance with territory and Rules of Engagement guidelines.

Outbound Prospecting

Execute consistent outbound activity including calls, emails, and

LinkedIn outreach to generate qualified meetings for the sales team.

Research and prioritize target accounts and personas, tailoring

messaging to relevant pain points and use cases.

Build and manage outbound sequences and follow-up cadences to

maximize response and conversion rates.

Qualify outbound leads against agreed-upon criteria, such as ICP,

fit, intent, and timing, and route appropriately.

Collaborate with Marketing and Sales to refine messaging, targeting,

and campaign performance based on real-time feedback.

Sales Opportunity Handoff & Transition

Schedule meetings between qualified prospects and assigned Account

Executives to ensure a seamless transition from qualification to sales execution.

Schedule, attend, and support initial qualification or discovery

meetings as needed to provide continuity and @context.

Provide Account Executives with clear, concise documentation of

prospect goals, pain points, stakeholders, and next steps.

Ensure all opportunity details, activity history, and communication

are accurately reflected in HubSpot CRM prior to handoff.

Once an opportunity is handed off, transition ownership to the

Account Executive while remaining available for clarification or support as needed.

Follow-Up Enforcement & SLA Accountability

Monitor assigned opportunities to ensure follow-up occurs within

established service-level expectations.

If an assigned Account Executive does not follow up within one

business day, proactively tag the seller and Sales Leadership within HubSpot and internal communication tools.

Escalate unresponsive opportunities to Sales Leadership for

reassignment when follow-up requirements are not met.

Support Sales Leadership by helping enforce consistent engagement

standards and pipeline hygiene across the early sales funnel.

Cross-Functional & Partner Collaboration

Partner closely with Account Executives to understand sales

priorities, territory focus, and qualification expectations.

Collaborate with Marketing to provide feedback on lead quality,

campaign effectiveness, and inbound conversion trends.

Support Atlassian co-sell motions by ensuring partner-referred leads

are properly qualified, documented, and routed in accordance with Isos engagement rules.

Coordinate internally to ensure prospects receive accurate

information and timely responses during the qualification phase.

CRM Discipline & Operational Excellence

Maintain accurate and up-to-date records of all prospect

interactions, activities, and opportunity details within HubSpot CRM.

Adhere to established sales processes, qualification frameworks, and

data standards to support forecasting and reporting accuracy.

Consistently use CRM tools to track calls, emails, meetings, and

outcomes and meet KPIs.

Support Marketing and Sales Operations by flagging workflow issues,

routing errors, or data inconsistencies as they arise.

Prof

Isos Technology

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