The Sales Development Representative (SDR) is an entry-level sales role that generates new business opportunities for IGNs sales team.
The SDR researches and contacts business decision-makers, qualifies interest, and books first meetings for the assigned Producer or Advisor.
The SDR does not quote, recommend coverage, or close business; success is measured by the number and quality of qualified meetings booked and the new business they influence.
IGN hires SDRs in two lines of business: Employee Benefits and Property & Casualty (P&C). Responsibilities are the same in both; the line of business determines the target market, discovery questions, and team the SDR supports. The role is designed as an approximately two-year development path toward a Business Development Representative or Producer
role.
KEY RESPONSIBILITIES
- Research and build target prospect lists by industry, company size, and line of business.
- Conduct outbound outreach by phone, email, and approved social channels.
- Respond promptly to inbound inquiries, marketing leads, and referrals.
Lead Qualification & Discovery
- Hold short discovery conversations to learn about the prospect's current program, provider, renewal date, and interest in a review.
- Qualify leads against established criteria and determine the appropriate next step.
- Nurture prospects who are not yet ready, timing follow-up to renewal dates and business changes.
Meeting Booking & Handoff
- Book qualified first meetings with the assigned Producer or Advisor.
- Prepare clear handoff notes covering client context, needs, key contacts, and timing.
- Refer coverage, pricing, and plan questions to appropriately licensed colleagues.
CRM & Activity Reporting
- Record all outreach, discovery notes, and next steps accurately in the CRM.
- Track activity and results against weekly, quarterly, and annual targets.
- Share prospect feedback and common objections to help improve messaging.
TEAM SUPPORT & DEVELOPMENT
- Attend weekly department L10 meetings, sales training, and call coaching.
- Participate in company meetings and events.
- Follow company policies and procedures, including the Employee Handbook and privacy and confidentiality requirements.
- Model company values and contribute to a positive culture.
- Perform other related duties as required.
KEY PERFORMANCE INDICATORS (KPI) Core Metrics
Meetings Scheduled > 2/week
This job operates in a professional office environment. This position description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities required of the employee. Duties, responsibilities, and activities may change at any time.
