Sales/Market Development Representative (Inbound & Outbound)

ABI Research is a technology research and advisory company serving enterprise and technology leaders through subscription-based research products. The Sales/Market Development Representative will manage inbound leads, conduct targeted outbound prospecting, qualify opportunities, book meetings, maintain CRM records, and improve sales development processes with cross-functional teams.

Responsibilities:

• Manage and qualify inbound leads and marketing-generated opportunities
• Build targeted prospect lists and execute outbound campaigns using Apollo, LinkedIn, email, and phone
• Conduct multi-channel prospecting and consistent follow-up
• Identify customer needs, qualify opportunities, and schedule meetings for Account Executives and sales leadership
• Manage outreach sequences, cadences, and follow-up activities to maximize conversion
• Maintain accurate CRM records and track prospect activity and pipeline status
• Collaborate with Sales, Marketing, Research, and Operations to improve lead generation and conversion
• Identify funnel bottlenecks and recommend improvements to targeting, tools, outreach, and sales handoffs
• Track prospecting activity, conversion rates, and meeting-booking performance using CRM and Excel reporting

Requirements:

• 2+ years of experience in sales, business development, lead generation, appointment setting, or a related role
• Strong written and verbal communication skills
• Confidence engaging prospects by phone, email, and LinkedIn
• Strong organization, attention to detail, and ability to manage multiple priorities
• Proficiency with Microsoft Excel
• Hands-on experience with Apollo, ZoomInfo, or similar sales intelligence/prospecting platforms
• Experience working with prospecting workflows, cadences, sequences, and playbooks
• Experience with HubSpot CRM
• Experience in SaaS, technology, subscription businesses, or research services
• Familiarity with lead qualification and pipeline management
• Experience booking meetings for sales teams or executives
• Bachelor's degree or equivalent experience
• Comfortable using AI tools for research and email generation