Sales Development Representative

About Us

Management Data, Inc. (MDI) and our MDI Claims, LLC division build software that helps organizations manage certificates of insurance compliance (COI
360, formerly CTrax) and streamline claims operations (Claims
360, formerly Claims Manager). We serve risk managers, compliance teams, TPAs, brokers, and claims leaders across industries such as construction, property management, hospitality, and insurance.

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, Linked In), 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.

• 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.

• 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.

• 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.”

• Experience with CRM and sequencing tools (e.g., Salesforce/Hub Spot; Outreach/Salesloft) and data tools (e.g., Zoom Info, Apollo).
• Exposure to insurance, construction, property management, or compliance teams.
• Prior success against measurable goals (quota, service targets, athletics, etc.).

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.

Core hours aligned to U.S. Eastern Time. Occasional travel (≤10%) for team events or conferences.

Send your resume and a short note about a time you turned a “cold” situation into a real opportunity.