Senior Sales Development Representative

The Company

Ultimate Technologies Group (UTG) has been ranked by its people as a Best Place to Work for each year it has been in business. This year marks the 8th consecutive year we've earned this recognition, while 2025 marked the first time UTG made it to the top of the list as the #1 Best Place to Work in Indiana for Small & Medium sized companies. Headquartered in Fishers, IN (just north of Indianapolis), UTG is a service-focused commercial audio-visual and information technology services company that provides global virtual communication and collaboration solutions. UTG designs, installs and services its clients wherever they are in the world. We are a super-fast-growth company that hires the best talent - a mix of high technical and interpersonal skills. Our team members receive stock ownership, above-market pay, comprehensive benefits including medical, dental, 401K with match, and the opportunity for extensive personal and professional growth. Visit us at https://www.linkedin.com/company/ultimatetechgroup/

The Role

We are seeking a driven, high-energy Sales Development Representative to fuel our sales pipeline. In this role, you will be the engine of our outbound lead generation efforts, balancing high-volume outreach with strategic, account-based prospecting. You will act as the tip of the spear for our revenue team—identifying high-value targets, running initial outreach, mapping complex organizational structures, and converting prospects into qualified meetings for our Account Executives.

Key Responsibilities

• High-Volume Lead Generation: Execute consistent daily activity metrics, including a high volume of outbound calls, structured email sequences, and social media touchpoints.

• Inbound Lead Management: Rapidly respond to and qualify incoming marketing leads (MQLs), trial sign-ups, and website inquiries within established Service Level Agreements (SLAs).

• List Building & Prospecting: Research and identify potential targets using tools like LinkedIn Sales Navigator, ZoomInfo, or Apollo, building out clean, accurate contact lists within our target industries.

• Data Integrity & CRM Hygiene: Maintain flawless records of all activities, call notes, and prospect interactions in the CRM (e.g., HubSpot) to ensure accurate pipeline reporting.

• Objection Handling: Confidently navigate initial gatekeepers, handle common objections on the fly, and pivot conversations to secure a discovery call.

• Strategic Account Mapping: Look beyond single contacts to map out complex enterprise or mid-market organizations, identifying multiple stakeholders, key decision-makers, and internal champions.

• Deep Discovery & Qualification: Conduct consultative, high-level discovery conversations to uncover deep prospect pain points, current tech stack limitations, and business objectives.

• Hyper-Personalized Outreach: Move beyond standard templates to craft highly tailored, multi-channel campaigns based on specific trigger events (e.g., executive hires, company growth, technology transitions).

• Pipeline Alignment: Partner closely with assigned Account Executives to develop target account strategies, align messaging, and ensure seamless handoffs of qualified opportunities.

• Peer Mentorship: Share successful email templates, call tracks, and objection-handling strategies with the broader team, helping to onboard or mentor entry-level peers.

Required Qualifications & Experience

• Experience: 1 to 4 years of B2B sales development, customer-facing, or lead generation experience - experience in technology, large dollar sales.

• Execution Focus: A demonstrated ability to thrive in a metrics-driven environment, with a track record of meeting or exceeding activity KPIs and meeting quotas.

• Tech Savvy: Familiarity with modern sales tools—specifically CRMs (e.g., HubSpot, Salesforce) and prospecting tools.

• Communication Skills: Exceptional verbal and written communication skills; ability to sound credible, consultative, and professional over the phone and via email.

• Coachability and resiliency: A strong desire to learn, adapt quickly to feedback, and continuously refine your sales methodology.