Sales Development Representative

About the role

Good Sam Enterprises is seeking a driven, detail-oriented Sales Development Representative to join our growing Business Development team. This is a foundational role in our commercial engine - responsible for identifying, researching, and qualifying new B2B partner opportunities that fuel the Account Executive's pipeline and drive Good Sam's partner channel growth. The SDR is the first point of contact for many of our future partners. Through outbound prospecting, targeted outreach, and discovery conversations, the SDR creates qualified opportunities from a broad universe of potential partners - including fleet operators, RV dealership groups, outdoor recreation companies, employer benefit programs, financial institutions, and other organizations that could benefit from offering Good Sam's protection products and services to their customers or employees. This role reports directly to the Director, Business Development and works in close daily collaboration with the Account Executive - ensuring a consistent, high-quality pipeline flows into active deal pursuit. The SDR also maintains rigorous CRM discipline in HubSpot, ensuring every prospect interaction is tracked and every lead is properly qualified before handoff. Ideal Candidate The ideal candidate is a highly motivated, coachable, and organized early-career professional with a genuine passion for sales and business development. They take pride in the quality of their research, the precision of their outreach, and their ability to earn a conversation with a busy decision-maker. They are a team player who communicates proactively, keeps their pipeline meticulously organized, and takes ownership of their metrics.

Responsibilities

• Outbound Prospecting & Lead Generation (50% of Time)
• Identify and research prospective B2B partner accounts across target verticals - including fleet operators, outdoor recreation companies, employer benefit programs, associations, financial institutions, and roadside-adjacent service providers
• Execute high-volume, high-quality outbound outreach via phone, email, LinkedIn, and other channels - personalizing messaging to each prospect's business context and potential partnership fit
• Develop and refine outreach sequences and messaging in collaboration with the Director, Business Development - continuously testing and improving open rates, response rates, and conversion to conversation
• Follow up persistently and professionally with prospects across multiple touchpoints - maintaining momentum without being intrusive
• Stay current on industry trends, competitive landscape, and emerging partner opportunity types to identify new prospecting angles and target segments
• Lead Qualification & Pipeline Handoff (25% of Time)
• Conduct initial discovery conversations with prospective partners - assessing fit across key criteria including business model, customer base, volume potential, and interest in offering Good Sam products or services
• Ask smart, structured questions to uncover each prospect's pain points, goals, and decision-making process - gathering enough information to enable a strong AE handoff
• Qualify leads against defined criteria established by the Director, Business Development - ensuring only high-quality, well-researched opportunities are passed to the Account Executive
• Schedule and coordinate discovery calls and introductory meetings between qualified prospects and the Account Executive - providing full context and a warm, professional handoff
• Maintain clear handoff documentation in HubSpot - including prospect background, key contacts, qualification notes, and next steps
• CRM Management & Reporting (15% of Time)
• Maintain a clean, accurate, and up-to-date prospect database in HubSpot - logging all outreach activity, call notes, email correspondence, and qualification status consistently and in real time
• Track personal performance metrics daily - including outreach volume, connection rates, conversations held, and meetings booked - proactively flagging gaps and adjusting activity levels as needed
• Deliver weekly activity and pipeline reports to the Director, Business Development - summarizing outreach performance, qualified leads generated, and any emerging patterns or market signals
• Contribute to ongoing refinement of the ideal partner profile and targeting criteria based on what is and is not converting in the prospecting process
• Market Intelligence & Team Collaboration (10% of Time)
• Share real-time market intelligence with the Director, Business Development and Account Executive - surfacing prospect objections, competitive insights, industry trends, and new opportunity categories observed through prospecting acti

Additional Information

Good Sam Enterprises Sales Development Representative (SDR) Department: Good Sam Protection Products & Services Reports To: Director, Business Development Location: Englewood, CO, Lincolnshire, IL or Chicago, IL (3 to 5 days in office weekly) Travel: Up to 10% - trade shows and team events

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