Sales Development Representative

Industry Analysts, Inc.; Indianapolis, Northern (IN, KY); Hybrid; USD 42,000 - 64,000; Full time

Benefits offered by this job

Gift card/Rewards program

PTO & holidays

Education reimbursement

401K plan

Health & vision plans

Job summary

Impact is seeking a Sales Development Representative to identify, engage, and qualify prospective clients, generating pipeline for the sales organization. The role emphasizes outbound and inbound prospecting, initiating executive-level conversations, and presenting Impact’s technology and managed services solutions to business challenges.

The ideal candidate is consultative, metric-driven, and thrives in a fast-paced sales environment, partnering closely with Account Executives to drive revenue

Qualifications

• Experience in sales development or outbound lead generation.
• Proven outbound cold calling and high-volume prospecting.
• Strong verbal and written communication for executive audiences.
• Experience using CRM and sales-engagement tools such as Salesforce, SalesLoft, Outreach.
• Ability to understand and articulate business challenges across industries; IT services preferred.
• Self-motivated, results-oriented in a fast-paced environment.
• Experience leveraging intent data or sales intelligence is a plus.

Responsibilities

• Prospect and qualify new opportunities through outbound calling, email, and sales engagement platforms.
• Initiate and secure meetings with VP- and C-level decision makers while advancing Director-level conversations.
• Generate a consistent volume of completed and qualified sales meetings to support monthly pipeline targets.
• Conduct discovery conversations to uncover business challenges and align Impact solutions to needs.
• Collaborate with Account Executives to ensure smooth handoff of qualified opportunities.
• Maintain accurate activity, notes, and follow-ups within the CRM system.
• Leverage intent data, sales intelligence, and sequencing tools to drive targeted outreach.
• Build and nurture professional relationships through consistent, value-driven follow-up communication.

Skills

Sales experience

Outbound prospecting

Executive communication

CRM familiarity

IT services knowledge

Self-motivated

Tools

Salesforce

SalesLoft

Outreach

Job description

Impact exists because a small group of industry leaders believed companies in our space were doing it wrong. Many prioritized margins while the people doing the work and the clients relying on it became an afterthought. Impact was built differently: invest in great people, trust them to do great work, and deliver the kind of service clients remember. That approach helped us grow from a small office technology company into a national managed services provider, while remaining privately owned and people-first.

What makes Impact special is that growth has never come at the expense of the values that got us here. We continue to reinvest in our people, our capabilities, and the opportunities ahead so employees can grow alongside the business. We’ve built something special, but we’re far from finished. The people who join Impact now will help define what comes next.

Job Overview

The Sales Development Representative is responsible for identifying, engaging, and qualifying prospective clients to generate pipeline for the sales organization. This role focuses on outbound and inbound prospecting, initiating executive-level conversations, and positioning Impact’s technology and managed services solutions to address business challenges. The ideal candidate is consultative, metric-driven, and thrives in a fast-paced sales environment. This position partners closely with Account Executives to drive revenue growth and market expansion.

Responsibilities

Prospect and qualify new business opportunities through outbound calling, email, and sales engagement platforms

Initiate and secure meetings with VP- and C-level decision makers while advancing Director-level conversations to executive stakeholders

Generate a consistent volume of completed and qualified sales meetings to support monthly pipeline targets

Conduct discovery conversations to uncover business challenges and align Impact solutions to prospect needs

Collaborate with assigned Account Executives to ensure smooth handoff of qualified opportunities

Maintain accurate and timely activity, notes, and follow-ups within the CRM system

Leverage intent data, sales intelligence, and sequencing tools to drive targeted outreach

Build and nurture professional relationships through consistent, value-driven follow-up communication

Qualifications & Experience

Experience in sales development, business development, or outbound lead generation

Proven experience with outbound cold calling and high-volume prospecting activity

Strong verbal and written communication skills with the ability to engage executive audiences

Experience using CRM systems and sales engagement platforms such as Salesforce, SalesLoft, Outreach, or similar tools

Ability to understand and articulate business challenges across multiple industries

Familiarity with IT services, cybersecurity, digital transformation, or technology solutions preferred

Self-motivated, results-oriented professional with the ability to perform in a fast-paced environment

Experience leveraging intent data or sales intelligence platforms for targeted outreach is a plus

What Drives Impact

Behaviors define what our core values look like in action. Leaders are expected to model them; teams are expected to live them:

Innovation: We embrace change because innovation lives outside the comfort zone.

Passion: We are driven by purpose, fueled by passion, and obsessed with making an impact.

Honesty: We are fiercely transparent and consistently honest.

Fun: We fuel work with fun, knowing life’s too short for boring.

Low Ego: We champion ideas over titles, because brilliance knows no rank.

One Team: We win as a team, we lose as a team, we are one team.

Compensation

Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to skillset, experience and training, licensures and/or certifications, and other organizational needs.

Impact may offer applicable incentive compensation plans depending on role and/or department.

Full compensation details can and will be discussed with an Impact Talent Acquisition team member at the start of the interview process.

Benefits We Take Pride In

5-year Tiffany & Co. Gift Card or Custom Menswear, 10-year Custom Rolex, 20-year $20,000 Check incentive rewards

Valuable time off with up to 20 days of PTO, 7 Paid Sick Days, 12+ paid holidays, and Paid Parental Leave

Development and growth opportunities with on-going training & continued education reimbursement

401(K) & retirement plans with complimentary financial advisory services

Comprehensive health, disability, life, dental, and vision plans

Work Authorization & Immigration Sponsorship

Candidates must be authorized to work in the United States at the time of application. Immigration sponsorship may be considered in select cases based on business need, cost, workforce planning, and applicable government requirements. Impact does not guarantee sponsorship for any visa category and may decline certain petitions based on associated costs or regulatory requirements.

Certain positions within Impact may involve access to information, technology, software, or technical data that is subject to U.S. export control laws and regulations, including the International Traffic in Arms Regulations (ITAR) and the Export Administration Regulations (EAR). Where required by applicable law based on the nature of the role, individuals in such positions must qualify as a “U.S. Person,” as defined by law, or otherwise be eligible to obtain any required government authorizations.

BTA Disaster Grant Donation

BTA established the association’s Disaster Grant Program in 1992 to provide emergency financial support to BTA dealer members who have suffered a loss due to a natural disaster.