Own the entire sales cycle for approved non-ICP inbound leads—from qualification and discovery through quoting and close.
Build and execute daily, weekly and monthly measurable value added activity that drives conversions and closed opportunities.
Qualify and respond to inbound marketing-qualified leads (MQLs) with appropriate routing logic.
Execute controlled outbound engagement with unassigned ICP accounts as designated by Leadership.
Conduct discovery calls and needs assessments using HUMAN’s ICP framework and qualification methodologies.
Partner with Sales Engineers (SEs) to deliver tailored value propositions and quotes to non-ICP prospects.
Maintain pipeline hygiene and forecast accuracy in Salesforce.
Support event/webinar follow-up and registration conversion campaigns.
Work cross-functionally with Enablement, RevOps, and Marketing Ops to continuously improve processes.

Demonstrated success managing discovery calls and qualification independently
Experience using Salesforce and sales enablement tools (Salesforce, Groove, 6Sense, LinkedIn Sales Navigator, Mindtickle, ZoomInfo, Clari, Gong)
Organized; metrics and outcome driven
Strong written and verbal communication skills
Highly coachable and resilient
Confident engaging Director
and VP-level stakeholders
Comfortable discussing technical solutions and collaborating with SEs

Sales Development Representative

Key skills