Sales Development Representative
Sales Development Representative (SDR)
Location: Remote (Orlando, FL preferred)
Type: Full-time, W‑2
About Us
Management Data, Inc. (MDI) and our MDI Claims, LLC division build software that helps organizations manage certificates of insurance compliance (COI360, formerly CTrax) and streamline claims operations (Claims360, formerly Claims Manager). We serve risk managers, compliance teams, TPAs, brokers, and claims leaders across industries such as construction, property management, hospitality, and insurance.
The Role
We’re hiring a Sales Development Representative (SDR) to create qualified pipeline for our Account Executives. You’ll prospect into our ideal customer profiles, run thoughtful outbound sequences (phone, email, LinkedIn), respond to inbound interest quickly, and book discovery meetings that hold. This is an early-impact role with a clear path to promotion for consistent performers.
What You’ll Do
Prospect & research: Build and prioritize target lists inside our ICPs (risk management, compliance, claims operations). Enrich accounts and contacts with relevant context.
Run multi-channel outreach: Execute call/email/social sequences, personalize at scale, and A/B test messaging to improve connect and meeting rates.
Qualify opportunities: Use a light framework (e.g., Problem–Impact–Value / BANT) to confirm pain, authority, and fit before scheduling AEs.
Manage the funnel: Log all activity in the CRM, keep data clean, and ensure smooth handoffs with documented discovery notes.
Move fast on inbound: Triage web forms, referrals, and event leads; follow up the same business day.
Partner cross‑functionally: Share market feedback with Marketing and Product; support webinars, trade shows, and campaigns with pre/post‑event outreach.
Level up daily: Learn the language of COIs, compliance, and claims workflows; sharpen objection handling and discovery skills.
What Success Looks Like (Core KPIs)
Qualified meetings that hold: Ramp to 8–12 per month by Month 3+ (definition agreed internally).
Show rate: ≥ 70–80% for scheduled meetings.
Response time: Same business day on inbound; within SLAs for priority campaigns.
Activity quality & hygiene: Complete, accurate CRM entries; thoughtful personalization on key accounts.
Pipeline impact: Consistent contribution to sourced pipeline and closed‑won influence.
What You’ll Bring
0–2+ years in sales, customer-facing, or high-activity roles (tech, recruiting, retail, hospitality, or phone-heavy environments welcome).
Genuine curiosity and the ability to learn complex, workflow-centric software (insurance/risk/claims knowledge is a plus, not a must).
Excellent written and verbal communication; confident on the phone and in live conversations.
Process discipline: you follow a playbook, manage your time, and keep a clean CRM.
Grit and coachability: you seek feedback, iterate quickly, and bounce back from “no.”
Nice to Have
Experience with CRM and sequencing tools (e.g., Salesforce/HubSpot; Outreach/Salesloft) and data tools (e.g., ZoomInfo, Apollo).
Exposure to insurance, construction, property management, or compliance teams.
Prior success against measurable goals (quota, service targets, athletics, etc.).
Compensation & Growth
Compensation: Competitive hourly/base + bonuses for qualified meetings that hold + commission on sourced deals that close. (Exact structure shared in the interview process.)
Benefits: Standard W‑2 benefits package. Equipment and tools provided.
Career path: Clear path to Senior SDR or Account Executive within 12–18 months based on performance.
Work Hours & Travel
Core hours aligned to U.S. Eastern Time. Occasional travel (≤10%) for team events or conferences.
How to Apply
Send your resume and a short note about a time you turned a “cold” situation into a real opportunity.