SALES DEVELOPMENT REPRESENTATIVE (INBOUND LEAD FOLLOW-UP) Remote | Full-Time | Exempt
Compensation
· Base Salary: $45,000
· Variable Commission: $36,000 (tied to qualified meetings and pipeline contribution)
· On-Target Earnings (OTE): $81,000
About the Opportunity
Join Pragmatic Institute as an Inbound Sales Development Representative (SDR) and become a key player in accelerating our mission to transform the world of product management and marketing. In this role, you’ll be on the front lines, responding to warm leads generated by marketing campaigns, website inquiries, webinars, and events. You’ll qualify prospects, close small deals, and set high-quality meetings for our account executive team.
If you're a motivated, organized communicator who loves fast-paced environments and meaningful conversations, this is more than a job. It’s a launchpad to a rewarding sales career in a company committed to innovation, growth, and impact.
What You’ll Do
· Follow up quickly and personally with all inbound leads from digital campaigns, events, referrals, and the website.
· Qualify prospects through structured discovery (SPICE): identify situation, pain, impact and critical events.
· Close small deals and book high-quality meetings for account executives (AEs) that match our Ideal Customer Profile (ICP).
· Collaborate cross-functionally with marketing and sales to improve lead conversion rates and campaign effectiveness.
· Track and manage your pipeline using CRM tools, ensuring accurate data, detailed call notes, and clear handoffs.
· Improve performance by monitoring personal KPIs such as response time, meetings set, and opportunity conversion.
· Deliver exceptional customer experiences, ensuring each prospect feels heard, understood, and informed.
What You Need to Succeed
· 2+ years of experience in an inbound SDR, BDR, or customer-facing sales role.
· Proven ability to meet or exceed performance metrics (meetings set, conversion rates, etc.).
· A natural communicator with strong written and verbal skills. You know how to listen, empathize, and guide.
· CRM fluency (HubSpot, Salesforce, or similar) and comfort with sales engagement tools (such as Outreach or Salesloft).
· Curious and coachable, always looking to learn, test new approaches, and refine your craft.
· Self-motivated and accountable in a remote environment. You take initiative and own your outcomes.
· An optimistic, team-oriented attitude that thrives on shared wins and open collaboration.
KPIs and Success Metrics
· Speed-to-lead response time: less than 2 business hours for intent A leads and 24 hours for all other leads.
· Sales-Qualified Opportunities (SQOs) booked: 15 per month
Why Pragmatic Institute?
We’re a remote-first team of resourceful, mission-driven professionals who are passionate about changing how companies build and market great products. We’ve earned a place on the Inc. 5000 list nine times and were recently named one of the Best Places to Work in Arizona.
We offer:
· 13 PTO days and 5 sick days
· Company-wide holiday break between Christmas and New Year’s
· A fun, fast-paced environment where your work makes a real impact
· Opportunities for advancement into closing roles or other departments
Physical Demands
This is a remote role that requires extensive use of computer, phone, and video conferencing software. The job may require sitting for long periods and occasional standing or bending.
Work Environment
This position operates in a home-office setting with regular virtual collaboration. We support flexibility and reasonable accommodation for team members with disabilities.
Final Note
Studies show that certain populations are less likely to apply for jobs unless they meet every qualification. If you’re excited about this role, even if your experience doesn’t align perfectly, we encourage you to apply. You may be just the person we’re looking for.
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