Sales Development Representative

Our Story:
Crisis Prevention Institute Inc. (CPI) is the worldwide leader in evidence-based de-escalation and crisis prevention training and dementia care services. Our programs teach professionals the skills to recognize, prevent, and respond to crises in the workplace. Since 1980, we’ve helped train more than 17 million people within service-oriented industries including education, health care, behavioral health, long-term care, human services, security, corporate, and retail.

At CPI, we are dedicated to changing behaviors and reducing conflict for the Care, Welfare, Safety, and Security of everyone. We believe the power of empathy, meaningful connections, personal safety, and security are the antidotes to fear and anxiety. It’s a philosophy that is central to everything we do, and traces back to our beginning.

As a member of the team, you can expect to:

• Make a difference through your work – You’ll be proud to tell your family and friends about what you do.
• Gain significant career experience only obtained within a fast-growing organization.
• Feel fulfilled and have fun – We work hard but make the time to build meaningful relationships and celebrate the wins.

Position Summary

The Sales Development Representative (SDR) generates new business pipeline through strategic outbound prospecting and qualified appointment‑setting for CPI’s Hunter and Enterprise Sales Executives. This role identifies priority target accounts, researches stakeholders, develops targeted outreach strategies, and engages prospective customers across multiple channels to create meaningful early‑stage sales conversations. The SDR combines account research, thoughtful personalization, and consistent outbound activity to secure qualified appointments that contribute directly to new‑business revenue goals. Success requires disciplined prospecting, strong communication, effective qualification, and reliable CRM and sales‑engagement execution.

Essential Responsibilities

• Partner with Hunter and Enterprise Sales Executives to identify and prioritize high‑value target accounts, stakeholders, and outbound prospecting strategies.
• Research target accounts, organizational structures, key stakeholders, and relevant business needs or signals to inform personalized outreach.
• Execute consistent outbound prospecting across phone, email, social, and other approved channels to engage prospective customers.
• Qualify initial prospect interest and secure appointments with the appropriate Sales Executive, providing relevant account and stakeholder context for an effective handoff.
• Develop and execute multi‑touch outreach strategies and messaging tailored to target accounts, personas, campaigns, and customer needs.
• Meet or exceed expectations for qualified appointments set, appointments held, outbound activity, prospect engagement, and pipeline contribution.
• Maintain accurate and timely prospect, account, activity, appointment, and disposition information in CRM and sales‑engagement platforms.
• Partner with Sales Executives, Marketing, and internal teams to evaluate appointment quality and outreach effectiveness and continuously improve targeting, messaging, and conversion.
• Maintain sufficient knowledge of CPI solutions, target markets, and customer challenges to effectively engage prospects and create interest.

Performance Metrics

• Qualified appointments set and held.
• Outbound activity consistency and prospect engagement.
• Pipeline contribution and conversion to later‑stage opportunities.
• CRM and sales‑engagement data accuracy and completeness.
• Appointment quality feedback from Sales Executives.
• Effectiveness of account research, targeting, and personalization.

Qualifications

Minimum Requirements

• Bachelor’s degree or equivalent experience.
• 1+ years in sales development, business development, inside sales, prospecting, or similar customer‑facing roles preferred.
• Experience conducting outbound prospecting and setting sales appointments via phone, email, social, or other channels.
• Demonstrated ability to research accounts, identify stakeholders, and develop targeted outreach strategies.
• Experience working in an activity‑driven environment with defined appointment‑setting expectations.
• CRM and sales‑engagement tool proficiency for managing accounts, contacts, outreach activity, and appointments.
• Strong communication, research, organization, time‑management, and follow‑up skills.

Preferred Qualifications

• Experience supporting new‑business or enterprise B2B sales teams.
• Experience with account‑based prospecting or targeted outbound strategies.
• Experience in education, healthcare, human services, training, or similar CPI‑aligned markets.

Work Environment

Standard office or remote‑work environment. Regular computer, phone, and video use. Limited travel may be required based on business needs.

What We Offer:

• $70,000 OTE
• Comprehensive benefits package
• 401k
• PTO
• Health & Wellness Days
• Paid Volunteer Time Off
• Continuing education and training
• Hybrid / Remote work schedule
• Paid Parental Leave