Sales Development Representative

Summary

Isos Technology is a consulting services provider focused on Atlassian technology and professional services. The Sales Development Representative qualifies inbound and outbound leads, creates sales opportunities, conducts discovery conversations, and coordinates handoffs to Account Executives. The role also maintains CRM accuracy, enforces follow-up standards, collaborates cross-functionally, and develops foundational consultative selling skills.

Responsibilities

• 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
• 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
• 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
• 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
• 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
• 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
• Participate in onboarding, training, and enablement programs to develop foundational sales skills and product knowledge
• Build a working understanding of:
• Atlassian licensing models
• Isos Technology professional services
• Support and managed services offerings
• Demonstrate growth in consultative selling skills, discovery techniques, and business acumen
• Show readiness for expanded responsibility and potential progression into closing roles (e.g., Associate Account Manager or Account Executive) based on performance and development

Skills

• MinimumExperience: Entry-level
• This position is primarily a work from home position and we consider applicants throughout the United States
• Candidates must be willing to participate in and successfully pass a background check and pre-employment drug testing and be authorized to work in the United States

Qualifications

Must Haves

• minimumExperience: Entry-level
• This position is primarily a work from home position and we consider applicants throughout the United States
• Candidates must be willing to participate in and successfully pass a background check and pre-employment drug testing and be authorized to work in the United States

Benefits

• This position is primarily a work from home position
• Eligible for incentive compensation based on company performance
• A suite of employee benefits
• Paid time off
• A 401(k) plan with an employer contribution
• Onboarding, training, and enablement programs
• Potential progression into closing roles based on performance and development