This is a remote position. SUMMARY We are seeking a seasoned Sales Development Representative (SDR) with a strong background in MSP/MSSP sales to generate new business opportunities among small to mid-sized businesses (SMBs) with 10–300 employees. This role is laser-focused on setting qualified first-time appointments with business owners, executives (CEO, CFO, COO), and IT leaders (IT Directors, IT Managers) who are responsible for technology and cybersecurity decisions. The ideal candidate understands the challenges SMBs face in managing IT, cybersecurity, compliance, and cloud services and can effectively communicate the value of a trusted managed services partner. JOB RESPONSIBILITIES - Proactively identify and prospect SMB organizations (10–300 employees) in target industries such as healthcare, banking/finance, manufacturing, government, and professional services. - Secure first-time meetings with business owners and executive decision-makers by highlighting the value of managed IT and cybersecurity services. - Educate prospects on how our services solve common SMB pain points: limited IT staff, rising cybersecurity risks, compliance requirements, and budget constraints. - Execute outbound campaigns through calls, emails, LinkedIn, and events to generate qualified leads. - Nurture inbound leads to move them into the sales funnel. - Maintain accurate records of leads, activity, and appointments in CRM (HubSpot). - Consistently meet weekly and monthly activity/appointment-setting targets. - Collaborate with marketing on SMB-focused campaigns and leverage content to enhance outreach. - Provide insights on prospect challenges and trends within the SMB market to help refine sales strategies. QUALIFICATIONS - Experience: 3–5+ years in appointment setting, inside sales, or sales development with a proven track record of engaging SMB clients (10–300 employees). - Industry Knowledge: Strong understanding of SMB needs in managed IT services, cloud solutions, and cybersecurity compliance (NIST, HIPAA, SOC, CIS). - Communication Skills: Ability to clearly explain IT and cybersecurity value to both business leaders and technical managers. - Track Record: Success in setting meetings with SMB owners, executives, and IT managers. - Tools: Familiarity with CRM systems (HubSpot), LinkedIn Sales Navigator, and prospecting platforms. - Work Style: Persistent, professional, and comfortable overcoming objections while building rapport with SMB decision-makers. - Education: Bachelor’s degree in Business, Marketing, IT, or related field or equivalent experience is a big plus. JOB REQUIREMENTS - Should be willing to accept a long-term work-from-home arrangement. - Should be amenable to a permanent night shift schedule.

• Build and maintain knowledge of our technology, competitors, open source ecosystem, and industry trends • Follow up on inbound leads effectively and efficiently • Use a multi-channel approach (email, social, calling) to proactively outreach to new leads within target accounts; our top SDRs are confident and effective on the phone • Use Salesforce and Grafana dashboards for lead and account management and research • Use research and data to prioritize and customize outreach to target prospects and accounts via email and LinkedIn • Drive effective discovery conversations to understand users’ needs and goals in to provide them the appropriate resources and communicate how Grafana can help them • Consistently meet new business opportunity and pipeline targets • Collaborate with cross-functional teams such as marketing and sales to win as a team

• Collaborating closely with Akamai sales and marketing counterparts to strategize regional funnel and prospecting planning. • Ensuring key performance metric targets are met. This includes opportunity goals and engaging with sales leaders to ensure pipeline quality. • Providing necessary training, coaching and guidance to ensure SDR success and career development within Akamai.

Our client is a fast-growing startup revolutionizing communication for the hospitality industry with AI. Their intelligent PMS system operates as the brain center for independent lodging business across the globe. Lodging business’s that use their system unlock more revenue, happier customers, and smoother workflows. As a startup backed by strong industry partners, our client is scaling quickly and looking for agile, ambitious team members to help build the future of Hospitality tech.   Our client is seeking a Sales Development Representative (SDR) with a strong hunter mentality for new-business sales. You’ll work in a new business development sales role working across the end-to-end sales process. This is an exciting opportunity to join a startup at a high-growth stage, where your contributions will shape the company's direction.   As a Sales Development Representative (SDR), you'll play a critical role in driving our client's growth by identifying and qualifying new business opportunities. You’ll serve as the first point of contact for prospective clients, working closely with our client's sales and marketing teams to build a robust pipeline of qualified leads.   If you're excited by the potential of artificial intelligence and want to be part of a company shaping the future of Hospitality software with AI-powered solutions, this role is for you.   At least 1+ years’ experience working in a new business development or sales hunter role is essential!  The successful candidate will be based anywhere in the United States, working in a remote work model! What your day will look like:    - Identify and engage prospective clients via outbound calls, emails, LinkedIn, and events   - Conduct discovery calls to qualify leads and uncover business needs   - Focus on introducing and selling Roommaster Hospitality's new AI-powered product to lodging businesses, demonstrating its value in improving operational efficiency and performance   - Maintain detailed and accurate records of lead activity and engagement within our CRM platform   - Use CRM tools to track performance and optimize your outreach strategy   - Act as a product expert and trusted advisor on our client's system's capabilities   - Provide feedback from the field to help shape our client's system's roadmap   - Understand our client's product and service offerings and communicate their value to various stakeholders across the Hospitality ecosystem    - Consistently meet or exceed monthly KPIs related to outreach, meetings booked, and pipeline contribution