Sales Development Representative

The Sales Development Representative (SDR) role is pivotal in driving organizational growth by sourcing meetings that lead to business relationships in partnership with Destination Marketing Organizations, Hotels, and suppliers to the Meetings and Events Industry. This position is responsible for serving as the front line, introducing the organization's platforms to both existing clients and new prospects. The primary focus is on generating opportunities and building a strong pipeline in tandem with the Directors of Business Development through various channels such as phone, email, and LinkedIn.

BUSINESS MANDATE:

To identify, develop and acquire business leads that will contribute a significant, sustained and diverse revenue stream to the organization with a profitable contribution. To represent the MPI brand in a compelling manner will drive a positive buying experience. To provide world-class service and ensure a flawless partner fulfillment program against sold assets and deliverables. 

ESSENTIAL DUTIES AND RESPONSIBILITIES:

1. Core Prospecting and Qualified Appointment Setting: Execute the primary function of the role by consistently meeting strict daily and weekly activity metrics through high-volume outbound prospecting activities, primarily through phone calls. Prequalify all prospects to ensure alignment with ideal client profiles and formally hand off secured, qualified appointments to the respective DBD to maximize closed revenue. (60%)

2. Research and Strategic Pipeline Building: Research and identify high-value target organizations (including Destination Marketing Organizations, Hotels, and key industry suppliers) to strategically source new business opportunities. This process is focused on securing and building a robust, high-quality sales pipeline for each assigned Director of Business Development (DBD) within their respective territories. (15%)

3. Digital Engagement and Value Proposition Delivery: Leverage professional email sequences and social media platforms (e.g., LinkedIn) to introduce MPI’s high-level value propositions, engaging target prospects for both inbound and outbound development to secure discovery meetings. (10%)

4. Cross-Functional Strategy and Process Alignment: Collaborate cross-functionally with Client Success, Sales, Marketing, and other key stakeholders to ensure seamless sales process execution and efficient lead management, while actively contributing market insights and best practices during team meetings. (10%)

5. CRM System Management and Reporting (5%): Accurately and consistently manage sales activity, prospect interactions, and pipeline statuses within the Customer Relationship Management (CRM) system to ensure data integrity and facilitate real-time performance tracking and reporting. (5%)

Required travel: 20%

EXPERIENCE

• 3+ years of progressive experience in a B2B cold calling, lead qualification, or outbound prospecting role, with a history of consistently exceeding activity and conversion goals.

• Prior experience within the Meetings & Events, hospitality, travel, or Destination Marketing industries preferred.

EDUCATION

• Bachelor's degree preferred, or equivalent experience in a high-volume B2B sales or business development environment.

AMERICANS WITH DISABILITY SPECIFICATIONS:

PHYSICAL DEMANDS: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is occasionally required to stand; walk; sit; use hand and arms; climb stairs’; balance; stoop, kneel, crouch or crawl; talk or hear.  The employee must occasionally lift and/or move up to 25 pounds.  Specific vision abilities required by the job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.

WORK ENVIRONMENT: Work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is not exposed to weather conditions.  The noise level in the work environment is usually moderate.