Sales Development Representative, Strategic Accounts

The SDR, Strategic Accounts is responsible for generating new business opportunities across both prospective and existing customer accounts. The role focuses on strategic account development, identifying high-value opportunities within complex organizations and creating meaningful engagement with the right stakeholders.

For prospective accounts, the SDR owns outbound prospecting efforts to identify and create new opportunities within high-priority strategic accounts. This includes researching accounts, identifying key stakeholders and buying groups, leveraging intent and account signals, and developing personalized outreach that creates meaningful sales conversations.

For customer accounts, the focus shifts toward expansion. The SDR partners closely with Account Directors and other customer-facing teams to identify whitespace, new teams or business units, additional use cases, and other signals that may indicate an opportunity for growth. The SDR helps create new relationships within existing customers and generates qualified expansion opportunities for the account team.

Across both motions, the SDR is expected to take an account-based approach rather than simply prospecting individual contacts. This means understanding the broader organization, mapping relevant stakeholders, identifying business priorities and potential use cases, and coordinating outreach across multiple personas where appropriate.

The role also supports strategic account planning by surfacing relevant insights, engagement signals, and prospect intelligence that can help Account Directors prioritize where to focus their efforts.

Core responsibilities include:

• Prospect into high-priority strategic accounts to create net-new business opportunities.
• Identify and engage decision-makers, influencers, champions, and other members of relevant buying groups.
• Develop account and stakeholder maps to understand organizational structure, priorities, and potential opportunities.
• Research and leverage intent, engagement, organizational, and other account-level signals to prioritize outreach.
• Create personalized, multi-channel prospecting campaigns tailored to the account and stakeholder.
• Identify expansion opportunities within existing customers, including new teams, departments, business units, and use cases.
• Partner with Account Directors on account strategy, whitespace identification, and coordinated outreach.
• Generate qualified meetings and opportunities that align with the strategic account's potential and business priorities.
• Maintain accurate account and contact intelligence in Salesforce and relevant sales development tools.
• Provide Account Directors with actionable prospect intelligence, including organizational changes, initiatives, pain points, and relevant buying signals.
• Contribute to strategic account plans and broader ABX initiatives across priority accounts.

What you will bring:

• At least 1+ years in a client-facing role
• Excellent organization, prioritization, and communication skills
• Able to work independently in an entrepreneurial environment; adaptive to change
• Track record of exceeding goals based on defined KPIs
• A passion for generating new business
• Willingness to work in a collaborative work environment with multiple stakeholders
• Highly motivated, disciplined, and reliable
• Intellectually curious, always willing to learn and continuously improve

What is nice to have:

• Software as a Service (SaaS) experience preferred
• BA/BS in a related field, or equivalent work experience
• Experience working in Salesforce, Outreach, Vidyard, Sales Navigator or other sales management software
• Experience working with F500 companies