The SDR (Sales Development Representative) is a critical front-end role in a SaaS sales organization, primarily responsible for rapid response to leads, effective qualification, and opportunity nurturing. This role uses HubSpot as the core tool and, through standardized processes and high-quality communication, converts marketing-generated leads into high-quality SQLs (Sales Qualified Leads) for follow-up by AE (account executive).
This position does not directly handle contract signing but is accountable for lead conversion efficiency, opportunity quality, and overall sales funnel health, serving as a vital bridge and filter between Marketing and Sales.
- Follow up on inbound leads from website forms, listings, product inquiries, and other channels
- Complete first contact (email/phone) within the established SLA and continue follow-up until the lead is reached and a meeting is successfully scheduled
- Develop personalized communication strategies based on lead behavior and submitted information
- Responsible for outbound acquisition of new leads and successfully scheduling meetings between clients and AE.
- Assess lead quality based on ICP, use case, company size, business stage, and other relevant factors
- Understand the customer's business background and key pain points through structured conversations
- Accurately classify and tag leads as MQL, SQL, or Unqualified
- Populate key information for qualified leads in HubSpot
- Coordinate and schedule meetings or demos between AE and the customer
- Ensure clear and complete customer background, needs, and communication records to improve AE handover efficiency
- Proficiently manage leads and contacts using HubSpot
- Record all customer interactions, follow-up status, and next steps
- Strictly adhere to CRM usage standards to ensure data accuracy and traceability
- Provide ongoing feedback to Marketing on lead quality, conversion issues, and ICP deviations
- Align with Sales on SQL standards and handoff processes
- Participate in script optimization, process review, and initiatives to improve conversion rates
- Experience in SDR, or sales is preferred
- 1–3 years of experience in B2B SaaS sales, SDR, or related roles preferred
- Basic understanding of SaaS products, subscription-based business models, and sales processes
- Excellent written and verbal communication skills with the ability to conduct structured needs discovery
- Strong logical thinking and ability to quickly identify high-potential leads
- Highly driven and target-oriented, able to thrive in a fast-paced, high-frequency follow-up environment
- Basic data literacy with attention to conversion rates and funnel efficiency
- Proficient in HubSpot CRM (training provided)
- Familiarity with email automation, lead scoring, and basic pipeline logic preferred (training provided)
- English proficiency (for overseas SaaS clients)
- Lead response time for inbound leads
- Number of contacted inbound & outbound leads
- SQL quantity and quality
- Number of scheduled meetings/demos
- SQL → Open deal conversion rate
- AE acceptance rate of opportunities
- SDR → Senior SDR
- SDR → AE (Account Executive)
- SDR → AM / Sales Ops (based on individual capability and career plan)
- Interested in B2B SaaS sales and lead conversion
- Patient, logical, and willing to build foundational experience in front-end sales
- Aspiring to grow into sales, customer success, or sales operations roles in the future