Senior Sales Development Representative

 COMPANY OVERVIEW

The AI-Powered Decision Engine for Customer-First Products

First Insight is a global leader in AI-powered decision-making, trusted by brands like Gap, Under Armour, Marks & Spencer (M&S), Woolworths, Family Dollar, and Kohl’s. Leveraging advanced AI technologies—including Agentic AI, generative AI and human computational modeling—combined with real-time consumer data, First Insight transforms consumer insights into profitable strategies that drive measurable business success.

Powered by its proprietary Voice of the Customer platform and Value Score™, First Insight enables businesses to evaluate the value of products, people, and experiences. First Insight helps companies confidently design, price, and market offerings that resonate with consumers, ensuring every decision aligns with market demand and delivers financial impact.

With 17 years of innovation in AI and predictive analytics, First Insight empowers businesses across industries—including retail, apparel, footwear, automotive, home goods, CPG, and hospitality—to outpace competitors by deeply understanding and adapting to ever-changing customer needs. From concept to conversion, First Insight equips brands to create offerings customers love while achieving higher revenue, stronger margins, and deeper customer loyalty.

As we continue to grow, we are seeking a Senior Business Development Representative who is high-energy, personable, and self-motivated to help drive our sales pipeline. In this high-impact, outbound sales role, you will focus on quality over quantity – prioritizing personalized, human-touch outreach to engage potential clients and nurture them over time. You’ll be the first point of contact for prospects, forming genuine connections and sparking interest in First Insight’s innovative AI solutions. This is not about making endless cold calls; it’s about making each interaction count.

You will work hand-in-hand with our Account Executives through the full sales cycle, ensuring a smooth transition from initial conversation to closing. That means you won’t just set meetings and step away – you’ll actively collaborate with AEs on strategy for target accounts, share insights from your conversations, and stay involved as deals progress. If you are passionate about B2B sales and love leveraging modern sales tools to connect with prospects in a warm, authentic way, this role is for you.  

We’re looking for someone excited to engage leading retail and brand executives, introduce them to our AI platform, and be a driving force in our company’s growth. 

In this role, you will:

• Own the top-of-funnel prospecting process: Research and identify high-potential retail and brand prospects (enterprise and mid-market) across various industries. Use a thoughtful, account-based approach to build targeted outreach lists.
• Engage prospects with personalized outreach: Conduct outreach via multiple channels – warm, tailored emails, thoughtful LinkedIn messages, phone calls, SMS, Direct Mail, and video messages – to spark conversations with decision-makers.
• Qualify and nurture leads: Initiate meaningful discussions to understand prospects’ challenges and pain points. Listen actively and ask insightful questions to qualify their needs. Nurture interested leads over time until they are sales-ready.
• Collaborate closely with Account Executives: Work in tandem with an Account Executive on each opportunity. Strategize together on the best approach for each account, share context from your early interactions, and schedule high-quality meetings/demos for the AE. Continue to support the relationship through the sales cycle.
• Leverage our sales tech stack effectively: Use HubSpot CRM to meticulously track all activities and ensure every lead is updated. Run outbound sequences/cadences through HubSpot and enhance our database with Apollo.io while harnessing LinkedIn Sales Navigator for research and social selling. These tools will be your arsenal to maximize impact while maintaining a personal touch.
• Drive pipeline growth and meet targets: Consistently meet (and strive to exceed) your goals for booked meetings and qualified opportunities. Focus on quality metrics like conversion rates from outreach to meeting, rather than just volume. Your success will directly contribute to a healthy pipeline and revenue growth.
• Provide feedback and insights: As the “front line” of our sales process, you’ll capture valuable market intelligence. Share feedback on what messaging resonates, common objections, and product interest trends with the sales and marketing teams to support continuous refinement of our approach over time.
• Represent First Insight with enthusiasm: At all times, be a passionate ambassador of First Insight. Whether at virtual events, industry conferences, or on calls, convey our mission and values in a warm, professional manner. Prospects should feel your genuine enthusiasm for how our solutions can help them succeed.

Responsibilities

• Develop and execute outbound prospecting strategies to generate new business opportunities.
• Conduct thorough research on target companies and contacts to personalize outreach and identify the right stakeholders (often C-level or VP-level).
• Initiate contact with potential clients through personalized emails, phone calls, social media outreach, and networking.
• Qualify inbound inquiries and marketing leads, providing a human touch in follow-up and determining fit and interest level.
• Nurture engaged leads over time, building relationships and maintaining regular, value-adding communication.
• Schedule discovery meetings for Account Executives with highly qualified, interested prospects.
• Collaborate with Account Executives to hand off prospects seamlessly and support follow-up
• Maintain detailed records of all interactions and progress, ensuring data integrity and up-to-date pipeline status.
• Utilize HubSpot to create and manage multi-touch outreach sequences while still customizing messages for each prospect.
• Leverage LinkedIn Sales Navigator & Apollo for prospect research and lead list building.
• Track your performance metrics and continuously adjust tactics to improve effectiveness.
• Meet or exceed monthly and quarterly targets for qualified leads/opportunities generated, emphasizing quality conversations that convert to revenue.
• Work closely with marketing on targeted campaigns and provide feedback on lead quality and messaging.
• Stay informed about industry trends and retail/brand market news to have informed conversations with prospects.
• Bring a positive, team-oriented attitude every day, contributing to a supportive sales culture where we celebrate wins and learn from losses together.

Requirements

• B2B Sales Experience: 3+ years of success in a B2B sales development or business development role (SDR/BDR or similar), preferably in SaaS or technology solutions with a track record of exceeding targets and delivering high-quality leads.
• Tech Savvy: Hands-on experience with HubSpot, Apollo.io, and LinkedIn Sales Navigator is a must. You are comfortable using a CRM and sales engagement tools daily to manage prospects and drive results.
• Exceptional Communication: Excellent written and verbal communication skills. You can craft compelling, concise messages and are confident speaking with senior executives. You know how to strike a friendly, professional tone that builds trust.
• Relationship-Building Skills: Warm, people-centric approach that makes you effective at establishing rapport quickly. You genuinely enjoy connecting with others and can adapt your style to different personalities.
• Strategic Mindset: You think strategically about how to approach an account. You can research and identify key insights about a prospect’s business and tailor your outreach accordingly.
• Highly Organized: Ability to manage a pipeline of many leads at different stages without letting any drop. Strong time management and follow-up skills to keep engagements moving forward.
• Collaborative Team Player: Experience working closely with Account Executives & Sales teams is highly valued. You thrive in a team environment, share information openly, and enjoy brainstorming how to win deals together.
• Driven & Results-Oriented: A self-starter who takes initiative and ownership. You set high goals for yourself and work hard (and smart) to achieve them. When you hit a roadblock, you adapt and persevere.
• Adaptable & Coachable: Comfortable with change in a growing company. Able to quickly learn new industries, products, and sales techniques. You welcome feedback and are always looking to improve your craft.
• Passion for Technology and Retail: Bonus points if you have experience or strong interest in retail, consumer goods, or AI/analytics. You get excited about how data-driven insights can transform businesses, and that enthusiasm comes through in your conversations.

 Our team enjoys a work culture that promotes high achievement of personal and organizational goals through a strategic, focused approach built on integrity. Our culture is a positive, supportive, teamwork environment.

*Hybrid position - 10% travel to HQ

*Must be eligible to work in the US

SBDR's enjoy a base salary with a strong commission structure in addition to generous employee healthcare coverage; 401K with company matching; employer-paid life and long-term disability insurance; and a generous Paid Time Off (PTO) package including paid holidays and sick days.