Job Posting

Sales Development Representative

Sales Development Representative

Date Posted:
May 15, 2023

About us

Notable is a strategic marketing and communications firm for B2B organizations. We specialize in brand strategy, content development, and design, and our firm is best known for our ability to make complex (often technical) companies more approachable, lovable, and sellable.

​Our clients – predominantly operating in niche segments of the professional services, technology, sciences, and health care innovation sectors – lean on us to help them generate pipeline, accelerate sales, secure fundraising, and bring new offerings to market with unrivaled speed and efficiency.    We achieve these outcomes through our battle-tested brand strategy and product marketing frameworks, as well as our content marketing programs that place our clients’ content in channels where their niche buyers can be reached.

Job Description

As a Sales Development Representative at Notable, you will play a key role in evangelizing our innovative approach to B2B marketing and communications and helping us get in front of the customers who need our services. This is not just a sales role, it is an opportunity to be a part of a dynamic and passionate team that is dedicated to advancing B2B companies who are solving real problems and redefining their categories. 

In this role, you will be selling an enterprise set of solutions that are at the cutting edge of the drastically evolving B2B marketing, PR, and communications industries. At Notable, we believe that “Education is the new marketing,” and that “Brands that give more, get more.” As consumers become increasingly aware of how technology companies have mishandled their data and inappropriately surveyed them in order to track their behavior and advertise to them, our team has developed a new approach to B2B marketing that reframes customer generation as a function of attraction rather than capture. Our flagship program, Brand 360, provides market education and content development at scale, helping our clients create multiple touchpoints and opportunities to be organically discovered through product-adjacent thought leadership, shifting the focus from finding customers to allowing customers to find you in their self-guided research process. 

You will have the opportunity to work directly with our CEO, who has bootstrapped the company using founder-led sales, and who will provide you with invaluable experience and insight into what motivates our clients, and what sets our firm apart when working with B2B companies who are selling complex solutions, managed services, and innovative technologies to highly sophisticated buyers that ordinary marketing firms have a difficult time understanding. This role will expose you to the inside and outs of our clients' industries, providing a unique opportunity to gain a deep understanding of how B2B businesses operate and how they can be transformed through effective messaging and digitally-enabled storytelling. 

Responsibilities & Key Result Areas (KRAs)

Lead Prospecting

Generating a high volume of Sales Qualified Leads requires a deep understanding of our Ideal Customer Profile, combined with strong research skills to source contact information and identify exactly how prospective leads can be reached. To lay the groundwork for your outbound prospecting, you will assemble, add to, update, and expand upon a database of prospective customer contact information. 

  • Working closely with management to develop a deep understanding of our the firmographic criteria that define our Ideal Customer Profile, including industry, geography, company size, and more 
  • Identifying prospective customers who qualify for and would benefit from two primary product lines: 
  • ~Brand 360 – integrated brand marketing program, content-as-a-service (MRR program)
  • ~Branding & Web Design – foundational brand-building projects (one-time, project-based) 
  • Performing industry and market research on a daily basis based on our product and ICP, to assemble list of raw contact information of our target decision makers, using the following technology stack: 
  • ~LinkedIn Sales Navigator – to identify companies & decision makers and track recent job moves
  • ~LinkedIn Jobs – to identify companies that are hiring for roles that our offerings could replace
  • – to quickly find contact information for prospect meetings exact search criteria
  • ~Hunter or Scrapp – to identify a contact’s business email, then validate it using Neverbounce 
  • Importing all contact information into Zoho CRM, while adhering to a pristine standard of data hygiene including tagging leads to relevant industries, adding relevant notes, and updating outreach statuses 
  • Finding creative ways to reverse engineer where our Ideal Customers can be found, and leveraging the research skills of our Administrative Services Manager to expand our list-building efforts into more nuanced lists, which may include but are not limited to B2B companies that: 
  • ~Are actively hiring for Content Marketing roles with salaries in excess of $100k per year
  • ~Were recently funded by Rev1 Ventures, a local venture firm we are partnered with
  • ~Growth-stage emerging technology companies that recently raised a Series B or C round 


Every prospect that needs our services, but doesn’t know it yet, is a customer left underserved, and revenue left on the table that directly limits our firm’s growth. That’s where you come in. Every prospect you find brings us closer to our total addressable market, and the diligence you put into your prospecting research will directly influence the rate of conversion to Sales Qualified Leads, and thus, both your and the firm’s success.

Outbound Lead Generation

When it comes to enterprise sales, outbound lead generation is not a “spray and pray” motion. While quantity is certainly a part of the equation, quality is of equal importance given the enterprise pricing of our offerings, the level of competition and inundation our prospects already receive from companies making empty promises to grow their businesses, as well as the amount of diligence that goes into procuring a marketing and communications firm to represent clients whose complexity and nuance is often misunderstood by creative marketing agencies, creating a natural hesitancy. Our specialization and our strong understanding of our clients’ pain points are critical levers in our messaging, and the right SDR knows how to marry this quality of detail with a high quantity of outreach to ultimately achieve quota. 

  • Performing a secondary level of research on companies and their decision marker prior to crafting an outreach, to ensure that messaging is highly relevant, personalized, and aligns our USPs to their pains 
  • Leveraging Loom to record personalized video message to embed in emails and LinkedIn messages Leveraging the ability to send voice notes/memos in LinkedIn to personalize outreach to prospects 
  • Establishing the first point of contact with prospects, with the goal of progressing interested prospects to the next stage of the sales process: a 30 minute Discovery / Pre-Qualification call led by you 
  • Taking a multi-touchpoint approach to sales outreach, by tastefully reaching out to prospects on multiple remote channels, including cold calling, email, and LinkedIn messages 
  • Recording any and all outreach activities with prospects in Zoho CRM, and updating Lead modules to reflect when leads have responded, to indicate their level of interest/engagement 
  • Scheduling follow-up Tasks in Zoho CRM to ensure that no Lead is left unattended to, and that there is always a next motion planned 
  • On occasion, attending in-person events, conferences, and meet ups that are likely to aggregate groups that are highly concentrated with prospective buyers that align our ICP 
  • A/B Testing your outreach methods and refine your preferred channels based on your success rate


The limiting factor of our growth will always be the number of customers we can get in front of. For this reason, the labor of SDRs like you has the power to quite literally unlock the growth potential of our company in ways that could never be done otherwise. Every interaction you make with a prospect – especially the first one – makes a monumental impact. As an evangelist of our company, your interactions with prospects shape the perception of our firm, lay the groundwork for a highly valuable relationship, while also planting the seed for what would become an enriching professional connection for your own network, for years to come.

Discovery Calls & Pre-qualification

Discovery Calls mark the beginning of the formal sales process. Once a prospect has indicated that they are interested, the Discovery Call is a short 20-30 minutes call intended for you to get the know the customer, understand their pain paints, gage their interest and budget to solve the problem, briefly introduce our solution(s), and determine if they are interested in progressing to a “Demo” call to explore the offerings further with an AE or the CEO, as well as potentially some technical team members. 

  • Preparing for Discovery Calls with interested prospects by performing research to understand the prospects business, infer where our solutions (brand development and marketing-as-as-service) may fit into the context of their overall business objectives, and, to the best extent possible, analyze the present state of their branding and marketing activities (website, social, blog, etc.) to prepare ideas 
  • Creating Discovery Call Agendas and sending a simplified version to your prospect ahead of time, to give them an idea of what to expect, as well as to confirm the meeting and increase attendance rate 
  • Creating Needs Analysis checklists to frame your conversations and help you extract: 
  • ~Problems and pain points 
  • ~Desired outcomes 
  • ~Timelines and urgency 
  • ~Budget and spending capacity 
  • ~Key point of contact or decision makers etc. 
  • ~If they qualify for our product(s), and if so, which 
  • Performing the Discovery Call with the intention of establishing a relationship with the prospect, introducing Notable and its capabilities, understanding their needs, and determining if it makes sense to categorize the prospect as a Sales Qualified Lead who has potential to buy now or in the future 
  • Identifying immediate or mid to near-term Sales Qualified Opportunities and persuading prospects to move through the process to a Solution/Demo call, to explore the solution further with an AE present 
  • Coordinating with and send out meeting invites for the Solution/Demo call, and tracking meeting outcomes then coordinating with the prospect and the CEO with regards to next steps 
  • Recording conversation details and adding key notes, insights, and interactions into the CRM 
  • Identifying prospects who meet the criteria of SQLs but do not have an immediate need (opportunity) and scheduling tasks to follow up at a later date, as well as entering them into marketing cadences 


As the owner of the top of the funnel, your diligence in the prequalification process sets our AEs and the CEO up to successfully close the deal. The more thorough the prequalification process, the better SQLs, and the easier it is to close, creating more revenue for the business – and upside commission that you get to share in.

Lead Nurturing & Management

Following a Discovery/Prequalification Call, it is common that a prospect may be qualified to buy from us, but doesn’t have an immediate need yet, or anticipates that they may need our services but several months out. In such cases where a Sales Qualified Lead (SQL) hasn’t yet yielded a Sales-Qualified Opportunity (SQO), you will continue to own the relationship with that Lead, nurturing them and scheduling follow up activities until an Opportunity eventually arises to involve an AE or the CEO. 

  • Scheduling follow-up activities after Discovery/Prequalification Calls for SQLs who demonstrated synergy and interest but didn’t have an immediate need (Opportunity) 
  • Making check-in calls and sending follow-up messages via email, text, and LinkedIn to check in with prospects, stay top of mind, and farm for Opportunities to formalize and pass on to the closing team 
  • Actively finding creative and relevant ways to engage SQLs, such as sending them articles or videos Leveraging our marketing resources to stay in front of prospects, including: 
  • ~Importing SQLs into our marketing database for monthly email campaigns 
  • ~Inviting prospects to follow Notable’s LinkedIn page for useful content 
  • ~Inviting our prospects to in-person events or webinars 
  • ~Sending them relevant case studies 
  • Using our marketing technology stack, and the CRM, to monitor the SQLs brand engagement on the website, with email campaigns, etc. to properly time outreach 


Re-engaging dormant leads and keeping in touch with warm ones can save our firm from leaving hundreds of thousands of dollars in revenue on the table, creating more upside for the firm – and your commissions.


Qualifications for This Role 

There is no set career path that best qualifies one for the responsibilities of this role. That said, where there is no single ingredient that ensures success, there are a few hard skills that are required to excel in this role. 


Required hard skills and professional experience: 

  • 2+ Years’ Experience in Enterprise B2B Sales 
  • ~Proven experience as an SDR, BDR, Inside Sales Representative, or a similar role is advantageous - Experience selling to B2B accounts and navigating complex sales cycles with multiple decision makers - Experience selling software or managed services on a recurring revenue basis with an AOV of $50k+ - Hands-on experience with multiple sales prospecting techniques like cold calling, emailing and social outreach. - Track record of achieving sales quotas consistently 
  • ~Proficient understanding of sales performance metrics 
  • Software Skills 
  • ~Experience working with a CRM for e.g., Salesforce or Zoho 
  • ~LinkedIn Sales Navigator 
  • ~Other Prospecting tools and Sales/Revenue Intelligence tools are a plus 
  • ~Google Sheets and/or Excel 
  • ~Google Slides and Google Docs 
  • Communication Skills 
  • ~Excellent communication and negotiation skills 
  • ~Ability to deliver engaging presentations 


What it takes to thrive and find success here: 

  • Growth Mindset
    At a certain point, money is a commodity to you, but when it comes to learning, experience, and personal growth, there is no higher leverage than the ability to grow and get better. Whether that means improving your sales skills, growing your business acumen, deepening your product knowledge, or learning alongside a senior team, you value the ability to improve and cherish the opportunity to be mentored and constructively coached. 
  • Performance-Driven & Accountable
    You don’t take your role lightly, and you are strongly committed to performing. To you, making quota is a torch-bearing duty to support your team and uplift the firm whose growth depends on your activities. Exceeding quota is your self-imposed expectation, and you’re ready to ask for help, resources, and guidance to get there. 
  • Servant Leadership
    You view sales as a direct manifestation of an unwavering desire to add value, to solve problems, and to ultimately serve others. Your style exudes respect, empathy, and confidence to customers and your teammates. 
  • Intellectual Curiosity
    A natural extension of your empathy for our customers, you seek to know and understand the insides and outs of their industries and what makes their jobs challenging. Learning our products and learning our clients’ businesses isn’t just about being a better salesperson, it’s about better understanding this fascinating world in which we live, and continually evolving and growing your knowledge set to adapt, doing so with excitement. 




This position is an L1 Designation, which is a Full-Time role. L1 (Full-Time) positions are integral to the health and performance of our organization. As a permanent member of our team, you become a critical part of the fabric that holds our company together, taking an active role in helping shape our culture, ensuring the quality of our service delivery, and serving as an ambassador for our company’s mission both externally and for new hires. 


This role requires 40 hours per week as a standard commitment. Our most successful team members expect that around 20% of the time, there will be longer weeks nearing 45 or slightly more hours of work, and that on occasion, there may be lighter weeks whereby your work may be completed in slightly less than 40 hours. 

We do not “count clocks” or micromanage time cards, rather, we expect that all full time employees take the responsibilities of their role seriously and fulfill their working hour commitments consistently and with integrity. 


This position reports directly to Sam Malik, CEO. 


jIn an effort to adhere to our team’s global radius, as well as to the individual preferences and optimal productivity of each employee, we offer a degree of flexibility for employees to choose when they work. 

To that end, we adhere to the following protocols across our company: 

1. Common Working Hours 

We have staff across the globe and in a number of domestic time zones too. This doesn’t change the fact that most of our clients run on Eastern Time, and our ability to be available to them is crucial. To that extent, all of our staff must be online during our Common Working Hours, which are 11:00 am – 4:00 pm EST. “Online” means in a permanent location (desk, coworking space, etc.) suitable for taking video calls with clients and colleagues, available on-demand for instant responses to messages, emails, and ad-hoc meetings/collaboration. 

2. Flex Block 

Common Working Hours encompass 4.5 – 5 hours of the work day, (give or take a meal break). As a full time employee, the remaining 3 hours of your work day are referred to as your “Flex Block'' and may be worked before Common Working Hours, after this time, or split between the two, per your preferences and optimal productivity. That being said, we encourage you to set a standard time that you stick to each day to maintain a rhythm and to create predictability for team members who may need things from you during the work day. During your Onboarding, your supervisor will work with you to suggest a schedule that optimizes for both efficiency, and balance, in how you deliver your 8 working hours each day. 


Staff are welcome to engage in freelance/contract work or side projects at their own discretion, so long as these activities do not take away from their ability to perform their agreed upon commitments to Notable. 

This means: 

  • Not communicating with or working on freelance clients during Common Working Hours Not communicating with freelance clients or working on “side projects” during your Flex Block Prioritizing Notable first and foremost as your primary place of employment 
  • Not working in direct conflict or competition with any qualified Notable clients or prospects 


Our firm’s digital presence – namely our website and Linkedin – play an integral role in the initial impressions we make on prospective clients and potential new hires alike. In short, how we show up online directly impacts the clients and talent we attract. At Notable, we share a mutual understanding of and appreciation for the fact that our associates are ambassadors of our brand and play a critical role in shaping our holistic digital presence. 

As such, all L1, L2, and L3 staff are expected to represent themselves under the Notable brand as follows: 

  • Listing Notable on LinkedIn as your primary position and place of employment 
  • Utilizing Notable’s headshot and profile style guidelines on LinkedIn to represent our brand Showcasing your bio and headshot on the “Team” page of our website 
  • Potentially participating in blog, video or other thought leadership content, including but not limited to participating in company videos or podcasts, as well as posting these clips to your own profile as a part of a larger, coordinated content marketing strategy to promote our firm’s activities and brand 


As a remote team distributed across the globe, we don’t see each other in person often. Because we are human, and because there are numerous studies exploring the way human beings connect and communicate, we believe that seeing each other is a key part of building excellent relationships with co-workers and with clients. Though cameras-on is the expectation in every meeting, meeting leaders may opt to switch cameras and mics off temporarily during ideation components of a meeting or work session, as research demonstrates that while seeing each other is critical, it can also be distracting while trying to ideate. 


As a global team, for some, there is a learning curve to adapting to accents of our international colleagues. Please acknowledge that your ESL colleagues are demonstrating immense commitment and respect to your culture by speaking English. Be kind and polite if something needs to be repeated. But moreso, as you’re getting adjusted, turn the captions on in Google Meets. They aren’t always accurate but they’re quite close.


Our SDR compensation model is designed to encourage a symbiotic partnership between our sourcing team and our closing team. Our hybrid compensation model provides a steady base salary, while compensation SDRs on the number of Solution Presentation / Demo Calls (the second call, following the short pre-qualifying call) booked, along with a percentage of revenue closed from leads sourced by them. This model incentivizes our sales representatives to source and qualify the highest quality leads, and allows them to share in the upside reward when their leads convert into real revenue, commensurate with the size/value of the relationship. 

Compensation Structure for SDRs

Important Notes & Considerations:
  • Notable’s recurring revenue programs (the primary focus) have an ACV of $120k 
  • Notable’s project-based offerings (secondary focus) have an ACV of $50k-$100k 
  • Sales cycles for interested and qualified opportunities generally range from 45 days to 3 months, but may sometimes run longer in the case of unexpected staffing or budget changes in their organizations • Base salary is paid on a bi-weekly basis via direct deposit; commissions are paid on a monthly basis 
  • Base salary is paid on a bi-weekly basis via direct deposit; commissions are paid on a monthly basis
Quota Details
  • Monthly Meeting Quota = 12 Sales-Qualified Demo Meetings Attended 
  • Annual Meeting Quote = 144 Sales-Qualified Demo Meetings Attended 
  • Annual Revenue Quota = $1.6 million in Sales-Sourced closed-won revenue, which breaks down to:
  • ~- (14) Recurring Revenue Contracts valued at $10k/mo → Brand 360 
  • ~- (22) One-Time Project Contracts at an average of $75k → Branding & Web Development
  • ~- More likely than not, the quote will be met through some combination of both deal types 


As a W2 employee, all state, local, and federal taxes will be withheld on your behalf by our payroll provider, Justworks. Upon joining, you will be required to complete several forms including Form W-4, the I-9 Employment Eligibility Verification, a State Tax Withholding form, and a direct deposit form. 


401K PLAN 

All employees are eligible to participate in our company-sponsored 401k plan, and our partners at Slavic401k can help merge any existing 401k accounts you have. Participating employees can receive a matching employer contribution of up to 3.5% of their annual salary. 


All full-time employees receive vacation and are encouraged to use this time to ensure balance and prioritization of health, important family events, vacation, and overall well being. You will receive 22 total days of vacation per year, which fall into two buckets: 

1. Company-Wide Holidays (10 Days) 

Our company observes the following company-wide paid holidays: 

  • New Year's Day 
  • Memorial Day 
  • Independence Day 
  • Labor Day 
  • Thanksgiving Eve 
  • Thanksgiving Day 
  • Black Friday 
  • Christmas Eve 
  • Christmas Day 
  • New Year’s Eve 

2. Paid Time Off (12 Days) 

You will receive 12 days of PTO per year, accruing at a rate of one day per month. PTO renews on your annual work anniversary and does not carry over. PTO requests must be approved by your supervisor and submitted ahead of time. Acceptance of requests remains subject to the employer, contingent upon circumstances including workload, upcoming deadlines, and other existing obligations. Given that this is a small company whereby time off requires significant team planning to accommodate and ensure duties are fulfilled in your absence, we require significant advanced notice. The reason for this is that we want employees to be able to fully “turn off” while on PTO, and as a small team, proper planning allows us the time necessary to pre-plan for a team member to step out completely and ensure that the client experience remains uninterrupted. Our PTO request and approval requirements are as follows: 

  • PTO must be requested 1 week ahead of me for 1-2 days off 
  • For 3 or more consecutive days off, 3 weeks of advanced notice is required. 

3. Sick and/or Mental Health Days 

Health is your and our #1 priority, therefore, we maintain and protect a No Questions Asked policy surrounding Sick Days and/or Mental Health days. 


Notable utilizes a Qualified Small Employer Health Reimbursement Arrangement (QSEHRA), whereby employees not covered by an existing health insurance plan can purchase an individual insurance plan on the Health Insurance Marketplace®, and we will provide a monthly healthcare stipend that can be used to subsidize your monthly insurance premium and can also be applied to any qualified out-of-pocket healthcare expenses including but not limited to prescription drugs, mental health services, or vision and dental care (see the complete list here). Our QSEHRA consists of a $325/mo nontaxable healthcare reimbursement stipend, processed monthly. In order to receive the monthly stipend, by law, you must submit proof of coverage and expenses incurred for your policy to our HR & Admin team, as well as any additional applicable expenses. 


We do not “count clocks” or micromanage time cards, rather, we expect that all full time employees take the responsibilities of their role seriously and fulfill their working hour commitments consistently and with integrity. For that reason, we don’t track activity or clocking in. 


As a company, we are committed to the growth and development of our team, and as such, we encourage you to actively pursue courses, conferences, and other education that will aid in refining your craft and sharpening your professional skill set. At the company’s discretion and for CE programs that align to the long-term focus of our company and its offerings, the company is often willing to provide partial or potentially full reimbursement for participation in these programs. In exchange, we ask for a short summary presentation to your team to inform them about your experience, share key learnings, and recommend tactical actions that our team can implement using what you learned. 


While Notable takes pride in our remote culture, we also value the importance of face-to-face interaction for team bonding, shared learning, and jamming out on creative challenges that sometimes just require a whiteboard and Post It notes. We host annual and semi-annual team retreats where teammates can partake in strategy workshops, team bonding activities, and leisure time to catch up with colleagues over drinks or a meal. We aim to explore a new city each retreat. 

Job Title:
Sales Development Representative
Job Level:
L1: Full Time
# Positions Available:
On-Target Earnings:
Columbus, OH (Hybrid)
Close Date:
August 1, 2023
Full Job Packet:
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