SDR (Sales Development Representative)

Overview

You're qualifying residential homeowners for rooftop solar installations with Terra Energy's $0 upfront cost subscription model. You work remotely for a Miami-based sales team, doing high-volume outreach (calls, emails, possibly coordinating door-knocking) to set qualified appointments for Sales Reps who close deals. Your job is to find homeowners who own their home, have decent credit, pay enough in electricity to make solar savings worthwhile, and are willing to take a call.

Role Snapshot

Company Context

Stage: Early growth (163 employees, expanding in residential solar)

Size: 163 employees

Growth: Actively hiring SDRs and Sales Reps, suggesting they're scaling outbound motion

Market Position: One of many residential solar providers—competing with Sunrun, Tesla Solar, local installers. Their angle is the short 3-year subscription vs 20-year loans/leases.

GTM Reality

Pipeline Sources:

• 80-90% Outbound - cold calling homeowner lists (purchased data, possibly geographically targeted areas with good sun/electricity rates)
• 10-20% Inbound - minimal based on company size; maybe some website inquiries or referrals
• Possible door-knocking campaigns that generate callbacks

SDR/AE Structure: Dedicated SDRs feed Sales Reps (this is a classic solar sales model—high volume qualification, closers handle demos/contracts)

SE Support: None—solar sales is typically sales-driven with maybe an operations team handling site surveys post-agreement

Competitive Landscape

Main Competitors: Sunrun, Vivint Solar, Tesla Solar, local/regional solar installers, traditional utility companies

How They Differentiate: 3-year subscription (not 20-year commitment), $0 upfront, immediate 50% savings claim, free maintenance

Common Objections:

• "I don't own my home" (disqualifier)
• "My roof is too old/shaded"
• "I've heard solar is a scam"
• "I'm not interested in sales calls"
• "What happens after 3 years?" (pricing uncertainty)

Win Themes: No upfront cost, short commitment, immediate savings, simplicity vs complex solar loans

What You'll Actually Do

Time Breakdown

Cold Calling (60%) | Email/SMS Follow-up (20%) | CRM/Admin (15%) | Team Meetings (5%)

Key Activities

• Dialing homeowner lists: You're making 60-100+ calls/day to homeowners, mostly cold. You're asking if they own their home, what their electric bill is, if they've thought about solar. Most hang up or aren't interested. You're looking for the 2-3% who engage.
• Qualifying based on script: You have a qualification checklist—homeownership, credit score range, monthly electric bill threshold (probably $150+), roof condition. If they check boxes, you're pitching a free consultation and trying to get them to commit to a time for a Sales Rep to call.
• Booking appointments in CRM: You're scheduling calls in whatever system they use (Salesforce, HubSpot, something simpler). You're responsible for the homeowner actually showing up, so you might send reminders via text/email.
• Follow-up on no-shows: If someone books but doesn't pick up when the Sales Rep calls, you're probably texting/calling to reschedule. This gets repetitive.

The Honest Reality

What's Hard

• Rejection all day: Most people aren't interested in solar, hang up immediately, or are rude. You hear "take me off your list" 20+ times/day. Renters can't buy solar, people with low electric bills don't save enough, bad credit disqualifies them.
• Low show rates: Even when someone books an appointment, 30-50% don't answer when the Sales Rep calls. You're chasing people to reschedule, and you may get blamed if your leads are flaky.
• Repetitive grind: Same script, same objections, same qualification questions hundreds of times per week. It's a volume game—your success is mostly about calling more people, not clever strategy.
• Compensation in MXN: Base is ~$750 USD/month, which is very low if you're in the US but competitive in Mexico/Latin America. You need commissions to make decent money, and those depend on Sales Reps closing deals from your appointments (not fully in your control).

What Success Looks Like

• You're booking 15-25 qualified appointments/week that actually show up and meet credit/ownership criteria
• Sales Reps are closing 10-15% of your appointments (if you book 20/week, 2-3 become customers)
• Your commissions are adding MXN 10-20K/month to your base (~$500-1,000 USD), doubling your income

Who You're Selling To

Primary Buyers:

• Homeowners (typically 35-65 years old, own single-family homes in sunny states like FL, TX, CA, AZ)
• Middle-income households with $150+ monthly electric bills

What They Care About:

• Monthly savings (they're paying $200/month to utility, you're saying they'll pay $100/month to Terra)
• No upfront cost (many can't afford $20-30K for panels)
• Not getting locked into 20-year commitments
• Legitimacy—lots of solar scams, so trust is an issue
• What happens to their roof, what happens if they move

Requirements

• Fluent English (you're calling US homeowners, though you may be based in Latin America)
• Comfortable making 60-100+ cold calls/day and hearing "no" constantly
• Reliable internet and quiet workspace for remote calling
• Some sales or customer-facing experience preferred (but they'll train you on solar/script)
• Self-motivated—no one's watching you dial, you have to hit activity metrics on your own
• Okay with MXN compensation (base is very low in USD terms)