Sales Development Representative (Inbound and Outbound)

About the position

ActiveProspect is the platform for consent-based marketing. We provide marketers the products they need to acquire qualified prospects who have requested to hear from them. Our platform is trusted by thousands of buyers and sellers of opt-in leads. We help them eliminate junk leads, ensure compliance, and optimize their spend. Our flagship product, TrustedForm is used to certify over 1 billion opt-in leads every year and is the gold standard for documenting prior express written consent for TCPA compliance. We are looking for an Outbound Sales Development Representative (SDR) to take a leadership role in our outbound prospecting efforts where you’ll work the full spectrum of top-of-funnel sales — engaging high-intent inbound leads and executing strategic outbound outreach to key accounts. Your job is to qualify opportunities, create conversations, and book meetings that drive the pipeline for our Sales team. This role is ideal for someone with 4-6 years of outbound sales development experience, preferably in SaaS or lead generation, who has a proven track record of exceeding quotas and can help refine our outbound sales strategy. You’ll work inbound, outbound and product generated — and they all actually matter here. Most SDR roles lean hard into cold outbound or are purely reactive. At ActiveProspect, you’ll work a high-volume stream of marketing, partner, referral, and product signup leads and help craft the outbound engine targeting a clearly defined ICP across regulated verticals like insurance, financial services, and home services. You’re not just dialing — you’re building. We’re not here to churn and burn. You’ll help shape messaging, test outbound sequences, and bring feedback directly to marketing and product. We expect our SDRs to think like growth marketers and approach the role with creativity, experimentation, and ownership. Your tech stack is best-in-class. You’ll use tools that top sellers love: HubSpot, Salesforce, Clearbit, LinkedIn Sales Navigator, and more. Our systems are built to help you prioritize leads based on data, not guesswork — from lead scoring to real-time enrichment. There’s a clear path forward. Whether you want to grow into an sales, partnerships, growth, or customer success, we’ll invest in your development. You’ll gain exposure to multiple revenue motions in a company that values internal mobility and promotes from within.

Responsibilities

• Conduct strategic outbound outreach to target accounts via email, phone, sms, video, and LinkedIn — leveraging a clearly defined ICP and enriched contact data
• Qualify inbound leads from marketing campaigns, product signups, partner referrals, and customer recommendations using lead scoring and enrichment tools.
• Book high-quality meetings for Account Executives and ensure a seamless handoff that includes detailed context and lead insights
• Collaborate with marketing, sales, and partnerships to improve campaign effectiveness and share feedback from the front lines
• Leverage tools like HubSpot, Salesforce, Outreach, and LinkedIn Sales Navigator to research prospects, prioritize outreach, and track performance
• Maintain clean, accurate CRM data and keep all interactions and follow-ups documented to support reporting and handoffs
• Test and refine messaging, outreach sequences, and targeting strategies — playing a key role in shaping the outbound motion
• Report on key metrics, including meetings booked, conversion rates, and engagement patterns to help optimize SDR performance and GTM alignment
• Act as a brand ambassador, creating a positive first impression with every prospect interaction
• Work closely with Sales Directors to generate and qualify high-value opportunities.
• Analyze and optimize outreach strategies based on performance data and industry trends.
• Consistently exceed KPIs, including meetings booked, conversion rates, and outbound activity metrics.

Requirements

• 4-6 years of outbound SDR or business development experience, with a history of exceeding quota.
• Proven ability to build and refine outbound sales strategies that generate high-quality leads.
• Experience selling into mid-market and enterprise accounts in a SaaS or lead generation-related industry.
• Strong ability to research and personalize outreach to senior decision-makers.
• Proficiency with CRM platforms (HubSpot, Salesforce) and sales engagement tools.
• Highly self-motivated, strategic, and organized, with a strong sense of accountability.
• Passion for sales, marketing technology, and data-driven decision-making.
• Ability to travel 10-25% of the time to events and conferences.

Benefits

• A collaborative work environment with the freedom and opportunities of a startup culture.
• A global, remote-first company that encourages occasional team get-togethers.
• Life and work balance.
• Flexible vacation time.
• Retirement plan matching up to 3% of your salary.
• Varied options for health, dental, vision, disability, and life insurance.