Sales Development Representative

The CB Insights Sales Development Representative (SDR) will create interest in CB Insights and guide prospects to demo. Specifically, you will blend web prospecting with phone and email communication. You will handle lead qualification and help convert leads into clients. While it is an entry-level sales position, it is an essential component of the CB Insights sales team, and will report into our VP of Demand Generation. As such, you will be closely mentored and developed by seasoned enterprise sales professionals.

If you want to increase growth both for the business and professionally, then this is the place for you. Our high performing SDR team at CBI is collaborative, competitive, and hardworking. With attainable quotas, a strong leadership team, and growth and development opportunities, this is the place you will have an amazing long-term career. This team knows how to succeed, and has a lot of fun doing it.

Your Key Responsibilities

• Identify and research target accounts, aligning prospects to the most relevant CB Insights use cases
• Execute high-volume, multi-channel outreach (phone, email, LinkedIn) to meet weekly KPIs
• Qualify inbound leads from marketing campaigns, content engagement, and demo requests
• Schedule introductory platform calls that convert into qualified sales opportunities
• Partner with Account Executives and Customer Success to support opportunity progression and close
• Maintain accurate and up-to-date prospecting activity in the CRM to ensure data integrity and reporting
• Collaborate with Sales and Marketing to refine messaging, targeting, and outreach strategies based on market and prospect insights
• Consistently meet or exceed monthly and quarterly opportunity and demo targets
• Participate in ongoing training to deepen product, industry, and sales expertise
• Share prospect feedback to inform product positioning, messaging, and go-to-market strategy

• BA/BS degree (or relevant work experience)
• 2+ years of SDR, sales or relevant experience with a history of overachieving targets around new business acquisition or customer engagement
• Strong communication skills over both phone and email 
• Creative problem-solving abilities
• Desire to move up within a sales organization

CB Insights is the leader in predictive intelligence on private companies—turning exclusive data on millions of firms into early, trusted signals on future performance and direction. The company pioneered predictive intelligence with its Mosaic Score—the first system to reliably forecast the outlook for a private company—and has since built it into a comprehensive platform of AI and data capabilities. Today, leading strategy, investment, and business development teams rely on CB Insights to identify the right companies, markets, and opportunities before their competitors do.

At CB Insights, everyone is expected to be a leader. These leadership principles are like an operating system for our culture. Use the principles as a practical guide to making decisions.
We are what we repeatedly do. By living the principles outlined below, we will build an outstanding company and do insanely great work. 

1. Solve customer problems. It’s our highest calling. Designing a product? Start from the customer problem it solves. Updating our sales process? Flip it around, and simplify the customer buying process. 
2. Think BIG! Start small. Great changes start with a first step. Find it. Take it. Build a system around what works. This is the secret to bringing a vision to life.
3. Go and see with your own eyes. Meet the customer, use the product, talk to the field. Great systems aren’t built from afar.
4. Priorities: Choose one. Leaders give the gift of clarity. They find the most important thing and do it. Max power. Top speed.
5. Danger zones: 
   • Bureaucracy. May the best ideas and execution win.
   • Complexity. Leaders use frameworks and systems to simplify. 
   • No commitment. Leaders don’t compromise just to get along. Debate. Disagree. But once a decision is made, commit.
   • Leaving what’s important unsaid or undone. No “circling back.”
6. Data informs. Insight transforms.  Pull the thread. Ask why. Leaders are curious. They use what they learn to create clarity.
7. Insist on excellence. Leaders set high standards and overcome obstacles. They do the kind of work they’re excited to share with the world.
8. Live off the land. Leaders creatively use resources already available to them – especially AI – to execute and automate their work. 
9. Good judgment. Leaders have it. Where it comes from: insight, listening, first-hand experience. How to apply it: carefully on big, hard to reverse decisions. Swiftly on limited, easy to reverse ones.
10. Help others. Leaders know we’re building this together.

• You are excited about how AI is transforming tech 
• You are hungry for feedback and the chance to grow 
• Your instinct is to work smarter not harder 
• You love developing as a SME with a strong POV
• You are motivated by challenges and big ideas 
• You believe in personal accountability