Sales Development Representative (SDR)

Overview

You're an outsourced SDR working on behalf of REVGEN's clients—enterprise software companies, e-commerce brands, and other B2B businesses. You don't sell REVGEN's services; you sell your assigned client's products. Your job is to make cold calls, send emails, and book qualified meetings for your client's AEs. You'll likely work on 1-3 client accounts at a time, depending on volume.

Role Snapshot

Company Context

Stage: Bootstrapped/Private (117 employees, no public funding data)

Size: 117 employees

Growth: Actively hiring cohorts of SDRs every month (March, April, June, July mentioned), suggesting steady client demand

Market Position: Competes with other outsourced SDR shops like SalesRoads, Martal Group, and Cience. Differentiation unclear—likely competes on price, flexibility, and account management quality.

GTM Reality

Pipeline Sources:

• 90% Outbound: You're building lists from scratch using tools like Apollo, ZoomInfo, or LinkedIn Sales Navigator. Cold calling into accounts your client gives you, or territories you research.
• 10% Warm Follow-ups: Occasionally following up on leads who downloaded content or visited the client's website, but this isn't the primary motion.

SDR/AE Structure: You're the SDR. You hand off meetings to your client's AEs (who don't work at REVGEN). You never close deals yourself.

SE Support: Depends entirely on the client. Some have SEs who jump on discovery calls; others don't.

Competitive Landscape

Main Competitors: SalesRoads, Cience, Martal Group, Belkins, other outsourced SDR providers. Your client's competitors vary by account.

How REVGEN Differentiates: Full-service approach (staffing, AI/automation consulting, outsourced SDRs). Likely sells flexibility and customization vs. cookie-cutter outsourcing.

Common Objections You'll Hear (as an SDR):

• "Not interested" (most common)
• "Send me an email" (brushoff)
• "We're already working with [competitor]"
• "Not the right time / no budget"
• Gatekeepers blocking you from decision-makers

Win Themes: Depends on client. You'll need to learn each client's value prop, competitive differentiation, and ideal customer profile.

What You'll Actually Do

Time Breakdown

Cold Calling (50%) | Email/LinkedIn Outreach (25%) | Research & Admin (15%) | Internal Syncs (10%)

Key Activities

• Cold Calling: 60-80 dials per day across your assigned client accounts. You're working from lists you built or were given. Most calls go to voicemail. When you get someone live, you have 10-20 seconds to get them interested enough to not hang up.
• Email Sequences: Writing and sending personalized emails (or semi-personalized templates). You're following up 4-7 times per prospect. Most go unanswered. You're tracking open rates and replies in the CRM (likely HubSpot or Salesforce).
• LinkedIn Outreach: Sending connection requests and InMails to prospects. Lower volume than calling/emailing but occasionally gets responses from people who ignore phone calls.
• List Building: Using Apollo, ZoomInfo, or LinkedIn to find the right people at target accounts. Filtering by title, company size, industry. This takes longer than people expect—finding 100 good contacts can take 2-3 hours.
• CRM Hygiene: Logging every call, email, and interaction in the client's CRM. If you don't log it, it didn't happen. REVGEN management likely tracks your activity metrics daily.
• Client/Internal Syncs: Weekly (or more frequent) check-ins with your REVGEN manager and possibly the client's sales leader. They review your numbers, give feedback on messaging, adjust targeting.

The Honest Reality

What's Hard

• High rejection volume: You'll hear "no" or get hung up on 50+ times per day. Some days you make 70 calls and book zero meetings. That's normal but demoralizing.
• Context-switching between clients: If you're working multiple accounts, you need to remember different value props, ICPs, objection handling, and CRM systems. It's mentally taxing.
• No control over deal outcomes: You book a meeting, hand it off, and often never hear what happened. If the AE botches the call or the product isn't a fit, you don't get credit for the meeting you worked hard to book.
• Quota pressure with lagging indicators: Your numbers are reviewed weekly or daily. If you're behind on meetings booked, you can't just "work harder"—outbound is a volume game with low conversion rates (1-3% of calls → meetings).
• Repetitive grind: Same scripts, same objections, same rejections. The work doesn't vary much day-to-day.

What Success Looks Like

• Consistently hitting 15-25 meetings booked per month (per client)
• 60-80+ calls per day logged in CRM
• 2-3% call-to-meeting conversion rate
• 5-10% email reply rate (including "not interested" replies)
• Positive feedback from clients on meeting quality (prospects show up, match ICP, are genuinely interested)

Who You're Selling To

Primary Buyers (varies by client, but common examples):

• VP Sales, Director of Sales Ops, Head of Revenue (for B2B SaaS clients)
• VP Marketing, CMO (for martech/adtech clients)
• COO, VP Operations (for e-commerce or logistics clients)

What They Care About:

• ROI and measurable outcomes (they've been pitched by 10 other vendors this month)
• Whether your timing aligns with their budget cycle or current pain
• Proof that your client's solution works (case studies, references)
• How much effort implementation will take (they're busy and skeptical of "easy wins")

Requirements

• Bachelor's degree (or graduating soon—they're hiring December 2025 and May 2026 grads)
• Comfortable making 60-80 cold calls per day and hearing "no" constantly
• Willingness to follow a script and process (REVGEN likely has structured playbooks)
• Coachability—you'll get feedback on call recordings and email copy regularly
• Self-motivation to hit daily activity metrics even when results are slow
• Ability to learn multiple products/value props if working on multiple client accounts
• No prior sales experience required, but grit and resilience are non-negotiable