Sales Development Representative (SDR)

Hawke Media; Santa Monica (CA); On-site; USD 60,000 - 90,000; Full time

Benefits offered by this job

Health coverage

401(k) matching

Unlimited PTO

Job summary

Hawke Media in Santa Monica, CA is seeking a Sales Development Representative to drive outbound growth. You will identify and qualify prospects, conduct high-volume outreach, and hand opportunities to the Business Development team.

This role requires persistence, strong communication, and disciplined prospecting to maintain a healthy sales pipeline. Base salary starts at $60,000 with a $30,000 commission target and a comprehensive benefits package.

Qualifications

• 3+ years of sales, SDR, or business development experience preferred.
• Strong verbal and written communication skills.
• Comfortable making high volumes of outbound calls.
• Experience with CRM systems and sales engagement platforms.
• Highly organized and process-oriented.
• Strong resilience and ability to handle rejection.

Responsibilities

• Execute daily outbound calling campaigns.
• Conduct cold outreach via phone, email, SMS, LinkedIn, and other channels.
• Identify and engage decision-makers within target accounts.
• Build and maintain a healthy prospect pipeline.
• Conduct discovery conversations to assess fit and qualify opportunities.
• Schedule meetings and handoffs to Business Development Executives (BDEs).
• Generate a consistent flow of qualified opportunities and maintain CRM records.
• Track prospect engagement and progression; ensure clean handoff documentation.

Skills

Outbound prospecting

CRM systems

Communication skills

Outbound calls

Organized & process-driven

Resilience

Tools

CRM platforms

Sales engagement tools

Job description

Job Details

Job Location: 1 Santa Monica Office CA HQ - Santa Monica, CA 90404

Salary Range: $60,000.00 - $90,000.00 Salary/year

Hawke was founded on the idea that every modern business needs a CMO-level expert to lead digital marketing efforts. We customize data-driven, performance-focused solutions to help launch, scale, and invigorate businesses of all sizes, industries, and revenue models. We’ve been featured in Forbes, Entrepreneur, Inc., Business Insider, and CNN, and boast clients such as Red Bull, Verizon, Crocs, Casamigos, K-Swiss (and many more). Named by Digital Marketing News as “The Top Performance Marketing Agency in the USA” and highlighted by USA Today as the agency “Setting the Standard for Performance Marketing Excellence”, our agency has grown 6,000+ brands over the last decade by shifting the agency paradigm and putting client success ahead of our own.

Position Overview

The Sales Development Representative (SDR) serves as the front line of Hawke's outbound growth engine. This role is responsible for proactively identifying, engaging, and qualifying prospective clients through high-volume outbound outreach.

The SDR's primary objective is to generate qualified sales opportunities for the Business Development team while maintaining consistent pipeline creation and revenue contribution. Success in this role requires persistence, resilience, strong communication skills, and a disciplined approach to prospecting activities.

This is an ideal role for someone who thrives in a high-performance sales environment and is motivated by measurable outcomes and career advancement into closing roles.

QualificationsCore Responsibilities

Outbound Prospecting

• Execute daily outbound calling campaigns
• Conduct cold outreach via phone, email, SMS, LinkedIn, and other channels
• Identify and engage decision-makers within target accounts
• Build and maintain a healthy prospect pipeline

Lead Qualification

• Conduct discovery conversations to assess fit
• Understand prospect challenges, objectives, and marketing needs
• Qualify opportunities against established criteria
• Schedule meetings and handoffs to Business Development Executives (BDEs)

Pipeline Development

• Generate a consistent flow of qualified opportunities
• Maintain accurate records in CRM
• Track prospect engagement and progression
• Ensure clean handoff documentation for BDEs

Team Collaboration

• Work closely with BDEs to maximize opportunity conversion
• Participate in sales training and coaching sessions
• Support ongoing optimization of outbound processes

Skills & Qualifications

Required

• 3+ years of sales, SDR, or business development experience preferred
• Strong verbal and written communication skills
• Comfortable making high volumes of outbound calls
• Experience with CRM systems and sales engagement platforms
• Highly organized and process-oriented
• Strong resilience and ability to handle rejection

30-60-90 Day Objectives

First 30 Days: Full Ramp & Pipeline Generation

Objectives

• Complete onboarding and systems trainings
• Develop proficiency in Hawke's service offerings, ideal customer profiles, qualification criteria, and core messaging
• Master outbound prospecting tools, workflows, and sales processes
• Build and launch prospecting sequences across phone, email, LinkedIn, and other outbound channels
• Begin generating qualified opportunities immediately
• Reach full activity expectations by the end of the first month
• Demonstrate the ability to independently prospect, qualify, and hand off opportunities to the Business Development team

Success Metrics

• Consistently achieve 200 outbound dials per day by Day 30
• Generate 50-75 qualified opportunities during the first month
• Demonstrate strong objection-handling and qualification capabilities
• Maintain accurate CRM hygiene and activity tracking
• Successfully execute Hawke's outbound sales process with minimal supervision
• Earn positive feedback from BDEs regarding opportunity quality and handoff preparedness

Days 31-60: Performance Consistency

Objectives

• Operate independently with minimal supervision
• Establish predictable opportunity generation performance
• Refine messaging and improve conversion rates across all outbound channels
• Increase efficiency and effectiveness within target accounts
• Consistently meet or exceed opportunity generation goals

Success Metrics

• Maintain 200+ outbound dials per day
• Achieve pace toward 80 qualified opportunities per month
• Demonstrate strong opportunity acceptance rates from the BDE team
• Consistently meet activity and pipeline creation expectations
• Become a reliable and predictable contributor to the sales pipeline

Days 61-90: Revenue Contribution & Optimization

Objectives

• Establish yourself as a top-performing pipeline generator
• Drive measurable influence on closed-won revenue
• Optimize prospecting strategies based on performance data and market feedback
• Demonstrate mastery of Hawke's outbound sales methodology
• Contribute best practices and insights to the broader sales team

Success Metrics

• Sustain full quota attainment
• Generate 100+ qualified opportunities per month
• Influence approximately 8 closed-won deals per month
• Contribute approximately $50,000+ in monthly sourced revenue
• Maintain high-quality pipeline generation and strong conversion performance

Applicants must be legally authorized to work in the United States at the time of hire. The company is not able to sponsor employment visas for this position at this time.

Base: $60,000 (paid hourly)

Commission Target: $30,000 (On Target Earnings)

Perks and Benefits

Health and Wellness

• Medical, Dental and Vision Coverage
• Health Savings Account (HSA) or Flexible Spending Account (FSA)
• Employee Assistance Program (EAP)

Financial Benefits

• Competitive Base Salary
• 401(k) with Company Match
• Life and Disability Insurance

Time Off

• Unlimited Paid Time Off (PTO)
• Paid Holidays
• Paid Paternal/Maternal Leave

Growth and Development

• Ongoing Training and Learning Opportunities
• Career Path Progression