Sales Development Representative

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.

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, decision makers 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.

• Identify and research high-value B2B and enterprise prospects aligned with IMPROVLearning's target market.
• Conduct outbound prospecting through phone, email, Linked In, 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.

• 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.

• 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.

• 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.

• Bachelor's degree in Business, Marketing, Communications, or a related field preferred.
• 2–5…