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Sales Development Representative (SDR)


The Sales Development Representative (SDR) focuses on prospecting, lead generation and lead qualification within the corporate and government sectors. This position involves researching and cold calling potential clients as well as quickly responding to and qualifying inbound leads. The SDR works closely with senior Sales Executives to pass on qualified leads and support the Sales process as needed. SDRs must be energetic, hard-working and highly professional. Strong verbal and written communication skills are essential. Must be proficient working with Web sites and databases; doing online research to gather information on prospects, and managing multiple sales tasks and processes.


The SDR will be proficient in:

  • Cold calling; making multiple outbound calls to potential clients
  • Understanding client needs and offering solutions and support
  • Researching potential leads from business directories, web searches, or digital resources
  • Qualifying leads from digital campaigns, conferences, references, tradeshows, etc.
  • Creating and maintaining a list/database of prospect clients
  • Presenting and delivering information to potential clients
  • Answering potential client questions and follow-up call questions
  • Working with the sales team to support the progression of the sales cycle to closure
  • Tracking weekly, monthly, and quarterly performance and sales metrics
  • Building pipelines with channel partners and team members to close sales
  • Maintaining database (Salesforce, Hubspot, Excel, etc.) of prospective client information
  • Closing transactional sales when possible


The Inside Salesperson must:

  • Be comfortable making cold calls and talking to new people all day
  • Have excellent verbal and written communication skills; the ability to call, connect and interact with potential customers
  • Be persuasive and goal-oriented
  • Possess an energetic, outgoing, and friendly demeanor
  • Be eager to expand UMBC Training Centers by developing new client relationships
  • Be self-motivated and self-directed
  • Be able to multitask, prioritize, and manage time efficiently
  • Have an in-depth understanding of UMBC Training Centers’ services and its position in the industry
  • Have the tenacity to handle rejection and continue on with a positive attitude when reaching out to the next potential client
  • Have knowledge of the sales process from initiation to close
  • Have the ability to work independently and as an active member of a team
  • Be accepting of feedback, with a constant focus on continuous learning and improvement
  • Possess strong computer skills, including Microsoft Office Suite (Word, PowerPoint, Outlook, and Excel)


UMBC Training Centers
6996 Columbia Gateway Drive, Suite 100
Columbia, MD 21046



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