Job Description

The Strategic Sales Development Representative (SDR) is responsible for generating qualified sales opportunities that help fuel Landscape Workshop's growth engine. This role focuses on structured outbound prospecting, territory intelligence, and early-stage qualifications of commercial opportunities that may be too small or too uncertain for the BDMs' initial focus but still represent meaningful long-term revenue opportunities.



This is an entry-level commercial sales role ideal for someone looking to build a career in business development. High performers will have a clear promotion path to Business Development Manager (BDM) within 12-18 months.



This role partners closely with BDMs, Sales Directors, Marketing, and RevOps to execute territory strategy, improve data quality, and ensure disciplined outreach to priority segments.

Key Responsibilities

Prospecting & Lead Generation

Identify, research, and prioritize target accounts using Candela Scout, Aspire, LinkedIn Sales Navigator, and local market intelligence Build territory prospecting lists aligned to BDM priorities and revenue potential Conduct market and property research to identify decision-makers and contract renewal cycles Track properties coming up for bid or open to competitive displacement

Prequalify customer inquiries that come in via our website - assess fit with our offer and assess pain points

Update and maintain prospecting universe in the CRM with accurate, structured data

Outbound Outreach & Qualification

Execute high-volume outbound outreach (calls, email cadences, LinkedIn, and light field canvassing when needed) Complete 50-75 outbound calls and 30-50 emails/messages per day Qualify prospects based on:

- property size

- contract timing

- decision-maker identification

- fit for LW services

Conduct initial discovery to uncover pain points and needs Articulate LW's value proposition clearly and professionally

Meeting Setting & Sales Handoff

Schedule discovery meetings for BDMs with fully qualified prospects Provide BDMs with documented research, notes, and property insights Ensure clean CRM handoff with qualification notes and next-step expectations Follow up on no-shows, stalled conversations, or long-term nurture opportunities Participate in select BDM discovery meetings for training and development

CRM, Data Accuracy & Activity Management

Log all outreach activity, conversations, and outcomes in CRM Maintain clean, up-to-date prospect and opportunity records Follow RevOps-defined outreach sequences and rules of engagement Support data hygiene by identifying duplicates, incomplete records, or outdated contacts Provide weekly activity and pipeline reports to RevOps and Sales Directors

Collaboration & Learning

Work closely with BDMs to understand territory strategy and local market dynamics Coordinate with Marketing on campaigns, content, and lead follow-up Participate in RevOps-led enablement, sales training, and call coaching Shadow BDMs on property walkthroughs to build industry and customer knowledge Share competitive insights and territory trends with leadership

Territory Intelligence

Drive territory periodically to assess commercial properties, vendor signage, and potential upcoming bids Identify multi-property organizations and feed that intelligence back to RevOps and Sales Directors Monitor local commercial real estate news, new developments, and acquisitions

Required Qualifications

High school diploma required; Bachelor's degree preferred 0-2 years of experience in sales, customer service, or prospecting roles Strong communication skills (phone, email, social, in-person) Grit, resilience, and willingness to handle high-volume outreach Coachable with strong desire to learn and grow into a BDM role Basic proficiency with Microsoft Office and ability to learn CRM systems

Preferred Qualifications

1-2 years inside sales, call center, SDR, or BDR experience Experience prospecting commercial property management Familiarity with LinkedIn Sales Navigator Background in landscaping, facilities, property services, or commercial B2B services * Experience with CRM platforms (HubSpot, Salesforce, Constant Contact)