Sales Development Specialist at Virtual Teammate in Glendale

Employment Type: Full-Time
Work Setup: Remote
Reports To: Sales / Business Development Leadership
Work Hours: Monday to Friday, full-time schedule between 7:00 AM and 5:00 PM Pacific Time

About the Role

We are looking for a proactive, confident, and relationship-focused Sales Development Specialist to support the growth of a staffing company serving U.S.-based clients.

This role will focus on generating new business opportunities, connecting with prospective clients, conducting discovery calls, and consistently following up with leads throughout the sales process. Rather than relying on transactional or high-pressure sales tactics, you will take a consultative approach by understanding each prospect's business, hiring challenges, workforce needs, and goals before recommending the appropriate next step.

The ideal candidate is comfortable prospecting, speaking with business owners and decision-makers, and managing conversations from initial outreach through qualification and handoff. You should be persistent with follow-ups, confident asking thoughtful questions, and able to build credibility with prospects while identifying where staffing solutions can provide meaningful value.

Experience supporting a staffing, recruitment, outsourcing, or professional services company is highly preferred.

As a Sales Development Specialist, you will be responsible for:

• Generating new leads and identifying prospective clients that align with the company's target market and services.

• Conducting outbound prospecting through calls, emails, LinkedIn, and other approved lead-generation channels.

• Responding promptly to inbound leads and inquiries and determining the appropriate next steps.

• Conducting discovery calls with prospective clients to understand their business, hiring needs, challenges, priorities, timelines, and expectations.

• Using a consultative selling approach to uncover client pain points and identify opportunities where the company's staffing services may provide value.

• Asking thoughtful questions and actively listening to understand each prospect's specific needs rather than relying solely on scripted sales conversations.

• Qualifying leads based on established criteria, including business needs, hiring requirements, decision-making process, urgency, and overall fit.

• Clearly communicating the company's staffing solutions, services, processes, and value proposition to prospective clients.

• Scheduling qualified sales meetings, consultations, or next-step conversations with the appropriate team members.

• Following up consistently with prospects who are not immediately ready to move forward.

• Nurturing longer-term opportunities and maintaining relationships with prospects throughout the sales cycle.

• Re-engaging older, inactive, or previously unresponsive leads to identify new opportunities.

• Maintaining an organized pipeline and ensuring qualified opportunities do not fall through the cracks.

• Keeping CRM records accurate and up to date, including contact information, call notes, lead status, follow-up activities, and next steps.

• Researching prospective companies, industries, and decision-makers to support targeted and personalized outreach.

• Collaborating with sales, recruiting, and operations teams to ensure prospective client needs are properly understood and communicated.

• Sharing common prospect objections, market feedback, hiring trends, and opportunities with sales leadership.

• Supporting the continuous improvement of prospecting strategies, messaging, discovery processes, and follow-up workflows.

• Consistently working toward established lead-generation, activity, meeting, and sales pipeline goals.

We’re looking for someone who has:

• Previous experience in sales development, business development, lead generation, inside sales, or a similar client-facing sales role.

• Previous experience supporting a staffing, recruitment, outsourcing, or professional services company is highly preferred.

• Experience conducting discovery or qualification calls with prospective clients.

• Strong understanding of consultative selling and the ability to uncover a prospect's needs before recommending a solution.

• Confidence communicating with business owners, executives, hiring managers, and other decision-makers.

• Strong verbal and written English communication skills.

• Experience with outbound prospecting, including cold calling, email outreach, LinkedIn prospecting, and lead follow-up.

• Strong questioning, active listening, and relationship-building skills.

• The ability to communicate value clearly without relying on aggressive or overly scripted sales techniques.

• Strong follow-up skills and persistence when managing prospects with longer decision-making timelines.

• Experience managing leads and opportunities through a CRM or sales pipeline.

• Strong organizational and time-management skills, with the ability to manage multiple prospects and follow-ups simultaneously.

• The ability to research companies and prospects and personalize outreach based on their business needs.

• A proactive mindset and willingness to continuously identify and pursue new business opportunities.

• The ability to handle objections professionally and keep conversations moving toward an appropriate next step.

• Strong attention to detail when documenting conversations, client requirements, and follow-up activities.

• The ability to work independently while collaborating closely with sales, recruiting, and operations teams.

• Familiarity with U.S. staffing, recruitment, or workforce solutions is a strong advantage.

What’s in it for you?

• Stable, full-time remote opportunity

• Opportunity to work directly with a growing staffing company

• Hands-on exposure to B2B sales, staffing, recruitment, and business development

• Opportunity to develop your consultative selling and discovery-call skills

• Experience working directly with U.S.-based business owners and decision-makers

• Opportunity to contribute directly to company growth and new client acquisition

• Exposure to different industries, hiring needs, and business models

• Opportunity to take on greater ownership and responsibility as the sales function grows

Success in this role will include:

• Lead Generation: Consistently identifying and engaging qualified prospective clients that align with the company's target market.

• Outbound Activity: Maintaining consistent prospecting activity across calls, emails, LinkedIn, and other approved channels.

• Discovery Calls: Conducting effective conversations that uncover the prospect's hiring needs, business challenges, priorities, and decision-making process.

• Qualified Opportunities: Successfully identifying prospects with a genuine staffing need and moving them toward the appropriate next step.

• Follow-Up Completion: Consistently completing scheduled follow-ups and maintaining engagement with active prospects.

• Meeting Generation: Creating a steady pipeline of qualified discovery calls, consultations, and sales conversations.

• Pipeline Management: Maintaining an accurate, organized, and active sales pipeline with clear next steps for each opportunity.

• CRM Accuracy: Keeping prospect information, conversation notes, activities, and lead statuses complete and up to date.

• Relationship Building: Creating a professional and positive experience that positions the company as a knowledgeable and trusted staffing partner.

• Consultative Selling: Demonstrating an ability to understand each prospect's situation and connect their needs with appropriate staffing solutions rather than using a one-size-fits-all sales approach.

Tools:

• CRM and sales pipeline management platforms

• Google Workspace

• LinkedIn and other prospecting platforms

• Email, phone, and video conferencing tools

• Lead-generation and sales research tools