Sales Development Representative

Role Summary

The primary objective of this role is to create qualified pipeline and setting up sales meetings for the Head of Sales to pitch our luxury jet management and charter services. This involves identifying, qualifying, and nurturing high-potential leads while maintaining a strong focus on aviation industry professionals, brokers, and high-net-worth individuals. The SDR will ensure effective lead handoff, collaborate across teams, and contribute to the success of marketing campaigns and sales objectives. The Sales Development Representative (SDR) will play a key role in bridging marketing and sales efforts by supporting both the Manager of Demand Generation and the Head of Sales.

Essential Responsibilities

Lead Qualification and Outreach

• Research and identify high-quality leads that align with target audience segments, including private aircraft owners, Part 91 operators, and charter operators.
• Qualify inbound leads from marketing campaigns to assess their readiness and fit for the sales pipeline (MQLs and SQLs).
• Execute personalized outreach strategies with prospective clients and/or their executive assistants via email, phone, and/or social media (cold calling, campaign follow-up, appointment setting) to engage prospects and build relationships.
• Meet a quota for a number of qualified meetings to be set on a weekly and monthly basis

Collaboration with Marketing and Sales

• Partner with the Manager of Demand Generation to align on campaign goals and ensure leads meet the ideal customer profile.
• Support the Head of Sales by delivering qualified leads, actionable insights, and ensuring seamless transitions into the sales pipeline.
• Collaborate on Account-Based Marketing (ABM) initiatives that target high-value accounts.

Relationship Building

• Serve as the first point of contact for many prospects, fostering positive engagement and showcasing professionalism.

Performance Monitoring and Reporting

• Accurately maintain and update lead data in the CRM in a timely manner.
• Monitor outreach activities while reporting on lead qualification metrics and campaign performance to marketing and sales leadership teams.

Million Air Dallas Team Member Traits

• Critical Thinking: Quickly adapts to change and integrates diverse sources of knowledge to solve problems effectively.
• Entrepreneurial: A self-starter who is proactive in organizing and managing responsibilities while contributing to company growth.
• Coachability: Approaches challenges with humility, recognizes strengths and areas for improvement, and is receptive to feedback for personal growth.
• Intellectual Curiosity: Displays a strong drive to learn, understand new concepts, and ask insightful questions.
• Own Your Success: Consistently sets and achieves personal and professional goals through dedication and focus.
• Brand Champion: Actively promotes and upholds the reputation and values of the company with enthusiasm.
• Polished and Professional: Exhibits respectful, courteous, and professional conduct in all interactions.
• Passionate: Brings excitement and commitment to aviation, customer service, and doing what is right.

Performance Expectations

Pipeline Growth

• Contribute to the company's qualified pipeline goals by identifying, engaging, and handing off high-quality leads that support revenue generation efforts.
• Ensure outreach efforts align with organizational priorities, specifically targeting segments such as private aircraft owners, Part 91 operators, and high-net-worth individuals.

Lead Quality and Conversion

• Deliver leads that meet target criteria, ensuring alignment with Marketing Qualified Lead (MQL) and Sales Qualified Lead (SQL) benchmarks
• Consistently improve lead conversion rates by leveraging outreach techniques and aligning efforts with Account-Based Marketing (ABM) strategies.

Seamless Lead Handoff

• Foster smooth transitions of qualified leads to the sales team by ensuring timely and complete lead information in CRM systems.
• Maintain ongoing communication with the Head of Sales and SDR leadership to monitor lead handoff effectiveness and refine strategies accordingly.

Collaboration and Coordination

• Actively collaborate with the Manager of Demand Generation on campaign goals, ensuring outreach activities are tailored to achieve maximum impact.
• Partner with sales teams to exchange insights on prospect behavior and lead quality, contributing to enhanced campaign outcomes and a stronger pipeline.

Lead Outreach and Engagement Techniques

• Utilize advanced outreach strategies (e.g., personalized emails, phone calls, and LinkedIn engagement) to nurture prospects effectively.
• Aim to secure quality touchpoints, such as discovery meetings or follow-up calls, in line with the companys outreach and pipeline progression objectives.

Feedback and Continuous Improvement

• Collect data and insights from outreach and lead qualification efforts, providing actionable feedback for marketing and sales optimization.
• Actively participate in team discussions and performance reviews to enhance strategies and exceed expectations in pipeline contributions and lead quality.

Key Qualifications

Education and Experience

• Bachelors degree in Business, Marketing, Communications, or related fields.
• 1-2 years of experience in sales, lead generation, or a similar role.

Skills and Competencies

• Strong verbal and written communication skills, with the ability to create personalized, engaging interactions.
• Proficiency in CRM tools (Salesforce preferred)
• Self-motivated and results-driven, with a proven ability to manage multiple priorities effectively.

Preferred Experience

• Experience in the aviation industry, luxury services, or working with high-net-worth individuals is a plus.
• Knowledge of account-based sales processes and multi-channel marketing principles.
• Familiarity with lead qualification frameworks such as BANT or MEDDIC.

Work Environment

• This role operates in a collaborative office setting and requires onsite presence in Dallas.
• Prolonged periods of desk work and computer use.
• Occasional travel may be necessary for events or professional development.

The Sales Development Representative (SDR) plays a critical role in driving the organizations success by bridging marketing and sales efforts. This position directly supports strategic company goals by contributing to pipeline growth through high-quality lead generation and effective collaboration with cross-functional teams.