Digital Marketing Agency
Sales Development Representative (SDR)
Position Overview
A Proactive, Outbound-Focused Hunter
We are seeking a highly motivated, outbound-focused Sales Development Representative (SDR) to generate new business opportunities with small- to midsize businesses throughout Hawaii.
This is not an inbound lead-response position. The ideal candidate is a proactive hunter who is comfortable identifying target accounts, reaching business owners and decision-makers, making high volumes of outbound calls, following up consistently, and turning cold prospects into qualified sales conversations.
Our agency provides digital marketing solutions designed to help small and midsize businesses attract more customers, generate leads, strengthen their online presence, and grow revenue.
Key Responsibilities
Outbound Prospecting
- Conduct consistent, high-volume outbound prospecting to Hawaii-based businesses.
- Use cold calling as a primary prospecting channel.
- Supplement phone outreach with email, LinkedIn, social media, and other appropriate channels.
- Identify and contact business owners, CEOs, general managers, marketing leaders, and other key decision-makers.
- Research target companies before outreach to understand their business, market, and potential marketing needs.
- Build and maintain targeted prospect lists within designated industries and territories.
- Execute structured multi-touch prospecting sequences.
- Consistently follow up with prospects who do not initially respond.
- Re-engage older leads and previously contacted opportunities when appropriate.
Target Markets
The SDR will primarily prospect small- and midsize businesses throughout Hawaii, including other established Hawaii SMBs that can benefit from stronger digital marketing and lead generation.
Tourism & Hospitality
Hotels and resorts, tour operators, activity companies, transportation providers, vacation-related businesses, attractions, restaurants, hospitality businesses, and companies serving Hawaii's visitor economy.
Home Improvement
General contractors, remodeling companies, roofing companies, kitchen and bath remodelers, flooring companies, painting contractors, window and door companies, landscaping companies, pool companies, and other residential improvement businesses.
Home Services
HVAC companies, plumbers, electricians, pest control companies, cleaning companies, restoration businesses, appliance services, garage door companies, security companies, and other residential service providers.
Prospect Qualification
The SDR is responsible for generating qualified meetings—not simply filling the calendar. The SDR should uncover:
- Current marketing and lead-generation challenges
- How the company currently generates new customers
- Whether the company is actively trying to grow
- Current digital marketing efforts
- Potential gaps in website, SEO, paid advertising, social media, lead generation, or online visibility
- Decision-making authority
- Potential budget and willingness to invest
- Timing and urgency
- Whether there is a legitimate business reason for a strategy/discovery meeting
Activity & Performance KPIs
The SDR will be expected to consistently achieve defined prospecting activity targets. Activity expectations will be established based on territory, data quality, connect rates, and historical conversion performance.
- Outbound calls per day/week
- Decision-makers contacted
- Meaningful conversations
- Outbound emails and social touches
- New target accounts added
- Follow-up attempts
- Meetings scheduled
- Meetings held
- Qualified opportunities created
Success is ultimately measured by the quality and quantity of sales opportunities created.
- Qualified Meetings Held — qualified prospect meetings that actually occur
- Meeting Show Rate — % of scheduled meetings held
- Qualified Opportunities Created — meetings that convert into legitimate opportunities
- Pipeline Generated — $ value of qualified pipeline from SDR-generated opportunities
- Conversation-to-Meeting Conversion
- Meeting-to-Opportunity Conversion
- Revenue Sourced — closed revenue from SDR-generated opportunities
Recommended Initial SDR Scorecard
| KPI | Initial Target |
|---|---|
| Outbound Calls | 60–80/day |
| Meaningful Conversations | 8–12/day |
| New Meetings Scheduled | 8–12/week |
| Qualified Meetings Held | 6–8/week |
| New Qualified Opportunities | 4–6/week |
| Meeting Show Rate | 70%+ |
| New Pipeline Generated | Monthly goal established by ACV |
| CRM Activity & Data Accuracy | 95%+ |
These targets will be calibrated during the first 60–90 days based on actual Hawaii market connect rates, average contract value, sales-cycle length, and conversion rates.
Ideal Candidate
The Ideal Candidate Is a Hunter
You enjoy opening doors and creating conversations with people who weren't necessarily expecting your call.
You are persistent without being overly aggressive. You understand that successful outbound prospecting requires preparation, volume, consistency, strong communication, and professional follow-up.
You don't become discouraged by hearing "no." You understand that rejection is part of prospecting and remain focused on the activities you can control.
You are also comfortable speaking directly with small-business owners. You can quickly establish credibility, ask intelligent questions, identify potential business problems, and create enough curiosity for the prospect to take the next step.
Qualifications
- 1+ years of outbound B2B sales or sales development experience preferred.
- Demonstrated experience with cold calling and outbound prospecting.
- Experience selling to small- and midsize businesses strongly preferred.
- Digital marketing, advertising, media, SaaS, professional services, or lead-generation experience is highly desirable.
- Experience prospecting Hawaii businesses is a significant advantage.
- Comfortable speaking directly with business owners and senior decision-makers.
- Strong phone presence and communication skills.
- Ability to handle objections and rejection professionally.
- Strong research and account-targeting skills.
- Experience using a CRM and sales prospecting technology.
- Highly organized with disciplined follow-up habits.
- Self-motivated and comfortable working toward clearly defined activity and performance goals.
Knowledge of Digital Marketing
The SDR does not need to be a digital marketing strategist, but should develop a working understanding of:
- Search Engine Optimization (SEO)
- Paid Search / Google Ads
- Social Media Marketing
- Website Design and Conversion
- Lead Generation
- Local Search
- Google Business Profile
- Online Reputation
- Content Marketing
- Marketing Analytics and ROI
Understanding the Hawaii Market
Because this role focuses on Hawaii, candidates should understand—or be willing to quickly learn—the unique characteristics of selling into the Hawaii business community.
Success requires a relationship-oriented and professional approach. The SDR should take the time to understand each business rather than relying exclusively on generic high-volume outreach.
Knowledge of Hawaii's tourism economy, local business community, seasonality, geography, and major industries is highly desirable.
Interested in This Role?
Remote position — candidates from the USA and outside the USA will be reviewed. Email us to learn more and start the conversation.