Sales Development Representative

IMPROVLearning; Los Angeles (CA); Remote; USD 60,000 - 90,000; Full time

Job summary

IMPROV Learning is seeking an accomplished Sales Development Representative to drive outbound prospecting and build strategic, multi-level relationships with enterprise clients. You will identify target accounts, research decision-makers, and generate qualified opportunities through personalized outreach.

You will engage in discovery conversations, communicate IMPROVLearning's value, and ensure strong handoffs to Account Executives as you navigate complex sales cycles and ongoing follow-up.

Qualifications

• Bachelor’s degree or related field preferred.
• 2–5 years of experience in B2B sales, business development, lead generation, or sales development.
• Experience selling to mid-market or enterprise organizations is strongly preferred.
• Understanding of complex B2B sales cycles and multi-stakeholder decision-making environments.
• Experience with SaaS, technology, learning and development, training, HR solutions, or other consultative B2B solutions is an advantage.
• Experience using CRM platforms such as Salesforce, HubSpot, or similar systems.
• Strong proficiency in business communication, email prospecting, and professional presentations.

Responsibilities

• Identify and research high-value B2B and enterprise prospects aligned with IMPROVLearning's target market.
• Conduct outbound prospecting through phone, email, LinkedIn, and other channels.
• Develop strategic account lists and identify key contacts, decision-makers, influencers, and potential champions.
• Generate new qualified opportunities through targeted and personalized outreach.
• Qualify prospects based on business needs, organizational priorities, budget, authority, timing, and potential fit.
• Understand prospect challenges and identify opportunities where IMPROVLearning's solutions create value.
• Map the organizational buying process and identify stakeholders.

Skills

Enterprise Prospecting

Consultative Selling

Discovery & Qualification

Relationship Building

CRM & Pipeline Management

Persistence & Resilience

Time Management

Prioritization

Results Orientation

Business Acumen

Education

Bachelor’s degree in Business/Marketing/Communications or related field

Tools

Salesforce

HubSpot

Job description

IMPROV Learning is a leader in innovative and engaging educational solutions. We combine entertainment and education to create programs that make complex topics more accessible, engaging, and impactful.

About the Role:

You'll be tasked with a mission: promote driver training that saves lives. Every corporate client you meet has drivers who go home to families at the end of a shift, and some who don't. The training you sell is what changes that number.

It's not going to be easy. Long hours. A lot of dials. A lot of rejection. Safety managers who tell you they already have a program, budgets that get frozen, decisionmakers who won't call you back until the day after something goes wrong.

Most people won't last. The ones who do are the ones who understand that behind every "no" is a company still running unprotected — and that getting to "yes" is worth the grind.

KEY RESPONSIBILITIES

• Identify and research high-value B2B and enterprise prospects aligned with IMPROVLearning's target market.
• Conduct outbound prospecting through phone, email, LinkedIn, and other appropriate channels.
• Develop strategic account lists and identify key contacts, decision-makers, influencers, and potential champions.
• Generate new qualified opportunities through targeted and personalized outreach.
• Qualify prospects based on business needs, organizational priorities, budget, authority, timing, and potential fit.
• Understand the prospect's current challenges and identify opportunities where IMPROVLearning's solutions can create measurable value.
• Map the organizational buying process and identify the various stakeholders involved in the decision.
• Distinguish genuine enterprise opportunities from low-potential leads and prioritize efforts accordingly.

3. Consultative Engagement

• Conduct professional discovery conversations with prospects to understand their business objectives, challenges, and requirements.
• Engage prospects using a consultative, value-based approach rather than transactional selling.
• Clearly communicate IMPROVLearning's value proposition and position its solutions in relation to the prospect's business needs.
• Build credibility and trust with prospects throughout the early stages of the sales cycle.

4. Complex Sales Cycle Support

• Demonstrate an understanding of lengthy and complex B2B enterprise sales cycles involving multiple meetings, evaluations, approvals, and stakeholders.
• Maintain consistent and strategic follow-up throughout the prospecting and qualification process.
• Coordinate effectively with Account Executives, Sales Leadership, Marketing, and other internal teams to advance qualified opportunities.
• Provide accurate and detailed prospect information and discovery insights to support subsequent stages of the sales process.

5. Stakeholder & Relationship Management

• Build relationships across multiple levels of an organization, including end users, managers, department heads, executives, procurement, HR/L&D, and other relevant stakeholders.
• Identify the organization's buying committee and understand each stakeholder's role, priorities, concerns, and influence.
• Develop relationships with internal champions who can help advance the sales opportunity.
• Maintain professionalism and persistence while navigating complex organizational structures.
• Accurately document prospect interactions, qualification details, activities, and next steps in the CRM system.
• Maintain clean, current, and actionable pipeline information.
• Schedule qualified meetings and ensure proper handoff to the appropriate sales representative.
• Track activity, conversion rates, pipeline contribution, and other relevant sales development metrics.

QUALIFICATIONS & EXPERIENCE

• Bachelor's degree in Business, Marketing, Communications, or a related field preferred.
• 2–5 years of experience in B2B sales, business development, lead generation, or sales development.
• Experience selling to mid-market or enterprise organizations strongly preferred.
• Demonstrated understanding of complex B2B sales cycles and multi-stakeholder decision-making environments.
• Experience with SaaS, technology, learning and development, training, HR solutions, or other consultative B2B solutions is an advantage.
• Experience using CRM platforms such as Salesforce, HubSpot, or similar systems.
• Strong proficiency in business communication, email prospecting, and professional presentations.

CORE COMPETENCIES

The successful candidate should demonstrate:

• Enterprise Prospecting & Account Research
• Consultative Selling
• Discovery & Qualification
• Relationship Building
• Business Acumen
• Strategic Follow-Up
• CRM & Pipeline Management
• Persistence and Resilience
• Time Management & Prioritization
• Results Orientation

Performance will be evaluated based on, but not limited to:

• Number and quality of qualified enterprise opportunities generated
• Qualified meetings booked and completed
• Pipeline value contributed to the sales organization
• Lead-to-opportunity conversion rate
• Prospect engagement and response rates
• Accuracy and completeness of CRM records
• Achievement of monthly and quarterly sales development targets
• Quality of handoffs to Account Executives
• Contribution to overall revenue pipeline

IDEAL CANDIDATE PROFILE

The ideal candidate is strategic, persistent, commercially minded, and comfortable operating in complex B2B environments. They understand that enterprise sales is not simply about making a sale—it is about building relationships, uncovering business problems, navigating multiple stakeholders, and creating consensus around a solution.

The candidate should be comfortable engaging with both operational contacts and senior executives, managing long sales cycles, and consistently creating momentum within accounts.

A successful SDR at IMPROVLearning should be able to move beyond simply "booking meetings" and demonstrate the ability to identify high-value opportunities, understand organizational buying dynamics, and create meaningful sales conversations that can develop into long-term enterprise relationships.

WORKING RELATIONSHIPS

The Sales Development Representative will work closely with:

• Marketing
• Customer Success
• Product / Solutions Teams
• Prospective Client Stakeholders and Decision-Makers

Must be willing to work during US Central Time Zone

WHY JOIN US?

We’re re-thinking the ordinary with the mission to use comedy to save lives! As an established e-learning company with a 25-year history of serving 4 million students, we are just getting started – and we need YOU to help us DRIVE the future. Five-time Winner of Inc 5000’s Fastest Growing Companies IN AMERICA and Top 100 Fastest Growing Companies in LA are some accomplishments that make us cheer. And what really makes us proud is working with extraordinary individuals every day who are ready to help us in our mission to save lives with engaging training content. Investing into our innovation principle, we’re building a startup within our own organization to disrupt the teen driver education market and build bridges into the future of what driving will look like.

If you’re the kind of person who never settles, has a thirst for knowledge, and loves what you do, join us! Together, let’s drive the future!

OUR MISSION & CULTURE

We believe in thinking differently. We believe in challenging the status quo. We believe that Good is the Enemy of Great. We had an idea 25 years ago that changed the training industry forever. The notion was simple: the more you enjoy learning, the more you’ll remember. Our training programs were created in partnership with the World-Famous Improv Comedy Club to make training Fun, Fast, and Effective. Since then, our unique edutainment courses have won copious accolades from Over 4 million students, and a number of effectiveness studies later, we’re proud to say that we were right, we do SAVE LIVES!

We save lives through innovative safety training and education. We work with large employers, government agencies, and individuals to deliver unique E-learning programs.

We are proud of our accomplishments as a 4-time winner of INC 5000’s fastest-growing companies in US; Top 100 fastest growing in LA County, and we are just getting started.

If you are a driven individual who is passionate about People, Culture, and Community and agree with the perspective below, we would love to hear from you:

• Never Settle – You are always interested in what’s next, you celebrate your wins while exploring the next adventure.
• Thirst for Knowledge – You love to learn and grow!
• Love What You Do – You enjoy what you do and have fun doing it. You take enormous pride and pleasure in your work.
• Extreme Ownership – The buck stops with you; you are a leader leading your team to success

In summary - If our story could be told in a fable, it would go something like this:

A traveler came upon three men working. He asked the first man what he was doing and the man said he was laying bricks. He asked the second man the same question and he said he was putting up a wall. When he got to the third man and asked him what he was doing he said he was building a cathedral.

If you don’t mind moving bricks to build a beautiful cathedral, we want you on our team.