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Key Responsibilities and Required Skills for Sales Development Coordinator

💰 $45,000 - $65,000

SalesBusiness DevelopmentOperationsRevenue

🎯 Role Definition

The Sales Development Coordinator (SDC) is a tactical revenue teammate focused on accelerating pipeline growth by generating and qualifying leads, coordinating outreach activities, and enabling Account Executives with clean data, meeting-ready opportunities, and repeatable playbooks. This role sits at the intersection of sales, marketing, and operations and requires excellent communication, CRM expertise, and a measurable, metrics-driven approach to prospecting and handoffs.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Sales Development Representative (SDR) / Inside Sales Representative
  • Marketing Coordinator focused on demand generation
  • Customer Success or Account Coordination roles

Advancement To:

  • Senior Sales Development Coordinator / Senior SDR
  • Account Executive or Business Development Representative
  • Sales Operations / Revenue Operations Analyst / Manager
  • Sales Enablement or Field Sales Manager

Lateral Moves:

  • Sales Operations
  • Marketing (Demand Gen or Content)
  • Business Development / Partner Enablement

Core Responsibilities

Primary Functions

  • Develop and execute multi-channel outbound prospecting campaigns (cold calls, email, LinkedIn, social selling) to generate qualified meetings and accelerate pipeline growth for the sales team.
  • Qualify inbound and outbound leads using established frameworks (BANT, CHAMP, MEDDIC) to determine fit, timeline, budget, and decision-making authority before passing to Account Executives.
  • Maintain, update, and enforce CRM best practices in Salesforce or HubSpot: accurate contact data, account statuses, activity logging, lead source attribution, and lifecycle management.
  • Book and coordinate discovery meetings and demos for Account Executives, including preparing briefing notes, call context, and next-step recommendations to ensure high-quality handoffs.
  • Build and maintain targeted account and contact lists using research tools (LinkedIn Sales Navigator, ZoomInfo, Crunchbase) and segment lists by industry, company size, and buyer persona.
  • Create, test, and optimize outreach cadences and email sequences in sales engagement platforms (Outreach, SalesLoft) to improve open, reply, and booked-meeting rates.
  • Track key performance indicators (KPIs) — calls, emails, meetings booked, SQL conversion rate, pipeline value — and deliver weekly/monthly reports to sales leadership.
  • Analyze prospecting performance and campaign results to iterate on messaging, sequence cadence, and list segmentation to drive continuous improvement in pipeline creation.
  • Collaborate with marketing to align demand generation efforts, share insights on messaging, campaign performance, and ICP refinement, and coordinate follow-up on marketing-sourced leads.
  • Conduct initial discovery conversations to document prospect pain points, buying process, stakeholders, and urgency; summarize insights for Account Executives and CRM records.
  • Develop and maintain sales playbooks, email templates, call scripts, objection-handling guides, and persona-based messaging to scale prospecting efforts across the team.
  • Ensure compliance with privacy and spam regulations (GDPR, CAN-SPAM, CASL) and internal data governance policies when handling prospect data and outreach.
  • Manage inbound lead routing and SLAs—ensure timely follow-up, distribution to the correct sales owner, and monitor lead response metrics to reduce lead leakage.
  • Coordinate with RevOps and Sales Ops to implement new tools, integrations, lead flows, and automations that improve productivity and reporting accuracy.
  • Support pipeline forecasting by tagging and qualifying opportunities, estimating deal stage readiness, and contributing to weekly forecast reviews.
  • Provide consistent, high-volume outreach while maintaining personalization and quality—aim for stretch activity goals while preserving response-to-meeting conversion rates.
  • Conduct competitor and market research to inform outreach messaging and to identify trends, risks, and opportunities within target accounts.
  • Prepare pre-call research briefs and account one-pagers for AEs, including buying committee maps, recent news, and specific pain indicators to increase conversion in demos.
  • Attend cross-functional meetings (sales, marketing, product) to surface recurring objections, feature requests, and market insights that influence GTM strategy.
  • Provide coaching and onboarding support for new SDRs and junior coordinators, sharing best practices on tools, sequences, qualifying criteria, and CRM hygiene.
  • Manage event and webinar follow-up sequences, ensuring captured leads are properly nurtured, qualified, and routed for faster conversion post-event.
  • Monitor outbound deliverability and sender reputation, partner with marketing and IT to remediate bounces, spam issues, and blacklisting concerns.
  • Assist in identifying expansion and upsell signals during qualification and route those to Customer Success or Account Management as appropriate.

Secondary Functions

  • Support ad-hoc reporting requests, segmentation tasks, and exploratory analysis to help Sales Ops and Marketing understand buyer behavior and lead quality.
  • Help build and maintain sequence libraries, content repositories, and centralized resources for sales enablement.
  • Contribute to A/B testing programs for subject lines, email copy, and call scripts and synthesize learnings into repeatable recommendations.
  • Collaborate with product and pricing teams to clarify offerings, competitive positioning, and packaging nuances that impact qualification criteria.
  • Participate in pilot programs for new outreach tools, integrations, or data vendors and help measure ROI and adoption.
  • Assist with account-based marketing (ABM) initiatives by supporting targeted outreach and personalized coordination with field reps.

Required Skills & Competencies

Hard Skills (Technical)

  • CRM proficiency: Salesforce (preferred) or HubSpot — lead/account/contact management, reporting, workflows.
  • Sales engagement platforms: Outreach, SalesLoft, or similar for sequence building and cadence automation.
  • Prospecting tools: LinkedIn Sales Navigator, ZoomInfo, Apollo, Clearbit, or Crunchbase for research and list building.
  • Strong data entry and data hygiene practices; experience with deduplication, enrichment, and list management.
  • Reporting & analytics: building dashboards in Salesforce/HubSpot, Excel, Google Sheets; familiarity with BI tools (Looker, Tableau) is a plus.
  • Cold calling and voicemail drop techniques; measurable experience with high-volume outbound calling.
  • Email deliverability basics, A/B testing, and campaign performance analysis.
  • Familiarity with lead qualification frameworks (BANT, CHAMP, MEDDIC) and ability to apply them in conversation.
  • Experience coordinating calendar scheduling tools and meeting routing (Calendly, Chili Piper).
  • Basic understanding of GDPR, CAN-SPAM, CASL and corporate compliance around prospect outreach.

Soft Skills

  • Exceptional written and verbal communication — clear, persuasive outreach that can be personalized at scale.
  • Strong organization and time management — ability to manage high activity volumes while prioritizing high-value tasks.
  • Attention to detail — accurate CRM notes, correct contact data, and clean handoffs to AEs.
  • Coachable and collaborative — works well with sales, marketing, and ops teams and accepts feedback to improve.
  • Resilience and grit — comfortable with rejection and motivated by metrics and growth targets.
  • Analytical mindset — uses data to diagnose performance issues and recommends measurable improvements.
  • Active listening and consultative questioning — uncovers buyer needs and next steps during short qualification calls.
  • Problem solving and adaptability — able to pivot cadence, messaging, or targeting based on market feedback.
  • Customer-centric approach — focused on creating a positive first sales experience and long-term relationships.
  • Presentation and training ability — capable of onboarding new hires and delivering best-practice sessions.

Education & Experience

Educational Background

Minimum Education:

  • Associate degree or equivalent experience; Bachelor's degree preferred.

Preferred Education:

  • Bachelor's degree in Business Administration, Marketing, Communications, or a related field.

Relevant Fields of Study:

  • Business Administration
  • Marketing
  • Communications
  • Economics
  • Psychology (buyer behavior)

Experience Requirements

Typical Experience Range:

  • 1–4 years in sales development, inside sales, lead generation, or sales operations roles.

Preferred:

  • 2+ years experience in an SDR, Sales Coordinator, or Inside Sales role with proven performance metrics (meetings booked, pipeline value).
  • Prior experience using Salesforce or HubSpot as a daily tool and familiarity with sales engagement platforms (Outreach, SalesLoft).
  • Background working in B2B SaaS, technology, professional services, or fast-paced growth-stage companies is highly desirable.
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