Sales Development Representative (B2B Prospecting)

This role is open to candidates based in LATAM, Africa, and Eastern Europe. Please note that as this role supports U.S.-based clients, candidates must be available to work during U.S. business hours aligned with the client’s time zone.

Our client provides Coaching Systems and American Safety training solutions across public-sector and commercial markets. The role supports opportunities across EMS and ambulance services, fire departments, fleet and commercial driver operations, insurance carriers and risk management organizations, and safety associations and membership groups.

ROLE OVERVIEW

The Sales Development Representative will support pipeline growth by generating new business opportunities across public-sector and commercial markets.

This role focuses on outbound prospecting through a combination of cold outreach, warm leads, and inbound lead follow-up. The SDR will set qualified meetings for Account Executives, execute high-volume outreach, maintain pipeline visibility in HubSpot, and support event and conference follow-up.

The ideal candidate is driven, highly organized, entrepreneurial, analytical, and motivated by activity-based success tied directly to revenue impact.

LOCATION

Fully Remote | 9:00 AM - 5:00 PM EST

KEY RESPONSIBILITIES

PROSPECTING & LEAD GENERATION

• Generate new business opportunities through cold outreach to net-new prospects.

• Conduct warm outbound outreach using marketing and event-generated lists.

• Follow up on inbound leads in a timely manner.

• Execute high-volume outreach through cold calling, email campaigns, LinkedIn, and digital prospecting.

MEETING GENERATION

• Set qualified meetings for Account Executives across:
• EMS and ambulance services, both public and private.
• Fire departments.
• Fleet and commercial driver operations.
• Insurance carriers and risk management organizations.
• Safety associations and membership groups.

• Consistently meet or exceed monthly meeting and pipeline contribution targets.

PIPELINE & CRM MANAGEMENT

• Maintain accurate activity tracking and pipeline visibility in HubSpot.

• Support list building and data enrichment efforts in partnership with other team members.

SALES & MARKETING COLLABORATION

• Collaborate with Marketing and Sales leadership to refine outreach strategy and messaging.

• Support event and conference follow-up to convert attendee lists into meetings.

QUALIFICATIONS

EXPERIENCE

• 3+ years of experience in a BDR/SDR or outbound sales role.

• Proven ability to generate meetings through cold outreach.

• Experience using HubSpot or similar CRM tools.

• Exposure to or interest in EMS, Fire, or public safety sectors is preferred.

• Exposure to or interest in fleet, transportation, or driver training industries is preferred.

• Exposure to or interest in insurance, risk management, or safety/compliance programs is preferred.

SKILLS

• Strong objection-handling skills.

• Ability to work in a high-activity, metrics-driven environment.

• Ability to work effectively in a remote setting.

• Analytical approach with the ability to leverage new technology and automation to improve output.

• Self-motivated approach to work.

• Entrepreneurial and results-driven mindset.

• Strong organizational skills.

WHAT SUCCESS LOOKS LIKE

• Consistently setting 20+ qualified meetings per month.

• Building strong early-stage pipeline across multiple verticals.

• Converting inbound and event-driven leads into real opportunities.

• Supporting outbound and cold outreach efforts.

• Applying an entrepreneurial and analytical mindset to support company growth.

• Influencing closed-won revenue through high-quality discovery and handoff.

• Becoming a key driver of top-of-funnel growth and pipeline velocity.

OPPORTUNITY

The Outbound Sales Specialist will support pipeline growth for Coaching Systems and American Safety training solutions by generating new business