Sales Development Representative (Inbound)

Manage inbound lead follow-up: Respond to all assigned inbound leads, including demo and contact requests, cloud trials and sign-ups, webinar and event registrations, and inquiries from the open-source community.

Maintain rapid response times: Send a personalized first response within one business hour and complete at least four follow-up attempts over seven business days before closing a lead.

Personalize prospect communication: Write concise, relevant, and human-centered messages that reflect each prospect's specific interests, questions, and needs.

Conduct qualification calls: Understand prospects' use cases, existing tools and infrastructure, team structures, business challenges, and purchasing timelines.

Assess lead fit: Qualify opportunities against the Ideal Customer Profile by identifying genuine business needs the platform can address and confirming whether the contact is involved in the evaluation or buying process.

Manage disqualified leads: Return unsuitable prospects to nurturing with clear, documented reasons, helping the team understand lead quality and improve demand generation.

Coordinate sales handoffs: Route qualified leads to the appropriate Account Executive based on territory and segment, or to an existing account owner when an opportunity or customer relationship is already in place.

Ensure effective first meetings: Coordinate meetings and provide written handoff briefs so prospects receive a seamless experience without having to repeat previously shared information.

Maintain accurate CRM records: Document every lead, interaction, call, and disqualification reason in HubSpot to support reliable forecasting, reporting, and lead routing.

Collaborate with Growth Engineering: Share feedback on lead quality by source, campaign, and persona to improve lead scoring, qualification signals, and routing systems.

Help build the inbound sales playbook: Contribute qualification questions, communication templates, objection-handling guidance, and handoff processes.

Identify process improvements: Spot routing errors, missed buying signals, and operational bottlenecks that could delay or negatively affect the prospect experience.