Sales Development Representative

Who We Are

At Blanchard, we believe the heart of leadership is the human connection. For over 45 years, we've partnered with organizations around the world to transform people into impactful leaders-equipping more than 150,000 individuals each year with the mindsets, skills, and confidence to lead effectively. We're proud to be the home of SLII, the world's most widely taught leadership model, and offer a comprehensive suite of training experiences-including Management Essentials, Essential Motivators, Building Trust, and more-designed for leaders at every level. Our award-winning, research-backed work is trusted by Fortune 500 companies, small and midsize businesses, government agencies, educational institutions, and nonprofits alike. What sets us apart is not just our expertise-it's how we deliver it. Whether in person, virtually, or blended, we tailor each solution to meet our clients where they are and where they aspire to grow.

How We Work

Blanchard is headquartered in sunny Southern California, but our reach and our team extend across the US, UK, and beyond. We embrace a flexible, remote-first approach, with colleagues working from home offices, coffee shops, coworking spaces, and yes, occasionally in the company of kids, partners, or pets. Our people-first culture is built around empathy, belonging, and well-being. We understand that life happens, and we're here for it. Whether it's caring for a loved one, taking time for mental health, or volunteering in your community, we support the full spectrum of what it means to be human at work.

Role Purpose

The Sales Development Representative (SDR) plays a critical role in supporting Sales by driving outbound prospecting efforts and generating qualified leads. This position is responsible for identifying new buying centers, cultivating early-stage relationships, and contributing to a strong sales pipeline. Through the use of technology and a structured approach, the SDR conducts research on target organizations, identifies key decision-makers, and engages them in meaningful conversations that uncover potential business opportunities.

Duties Include:

• Perform outbound prospecting through phone, email, and social media to drive engagement, qualify leads, and generate new business opportunities.
• Conduct targeted research to understand industry trends, account-specific information, and market dynamics to inform prospecting strategies.
• Utilize Salesforce to track all outreach efforts, manage lead development activity, and report performance metrics.
• Leverage additional sales technologies to identify key contacts and stakeholders within target organizations.
• Schedule discovery meetings between qualified prospects and Sales Partners to ensure a seamless handoff and continued relationship development.
• Effectively communicate Blanchard's value proposition and align solutions to the needs of target buyers.
• Create and personalize prospecting email templates and messaging.
• Develop and execute structured outreach campaigns using Salesforce cadences.
• Represent Blanchard's brand professionally in all external communications with prospects and clients.
• Share insights with the Marketing team to help refine messaging, improve campaign performance, and enhance lead generation strategies.
• Consistently meet or exceed individual targets for outreach activity, sales-accepted leads (SALs), and sales-qualified leads (SQLs).

Key Areas of Focus:

• Develops and executes lead generation strategies
• Conducts industry and market research
• Crafts and refines messaging strategies tailored to targeted personas
• Builds and manages prospect cadences and email campaigns within Salesforce
• Analyzes account trends and providing actionable insights
• Maps accounts and identifies key buyers
• Manages leads and activities within Salesforce
• Ensures contact records are accurate and current
• Conducts strategic outbound calls
• Engages with prospects through social media platforms

Who You Are:

• Four-year college degree and/or equivalent experience in sales support, marketing, or customer service.
• Previous prospecting or Inside Sales experience is desired
• 3-5 years' experience in sales, customer service.
• Vast experience with Microsoft Office.
• Previous client/marketing research experience a plus.
• Experience using a client database system (CRM) preferred.
• Provides superior customer service.
• Maintains positive relationships with sales and Customer Success teams.
• Strong communication skills, both verbal and written.
• Results driven and meets or exceeds SDR goals.
• Detail-oriented with a focus on organization and managing timelines.
• Enjoys managing multiple activities and tight project timelines.
• Flexible personality, ability to be a self-starter and adjust to a rapidly changing sales environment.

Work Environment: This position operates in a standard office environment, requiring regular use of a computer and telephone. The role involves sitting for extended periods and performing tasks such as reading, writing, and computer work. The SDR must be able to lift materials weighing up to 20 pounds and demonstrate strong interpersonal and communication skills. Success in this role requires the ability to multitask, follow instructions, and collaborate effectively with others.

What We Offer

We want our team members to thrive, not just professionally but personally. Here's how we support you:

• Competitive salaries with opportunities for growth
• Medical, dental & vision benefits
• Employer Paid Basic Life & AD&D insurance
• Voluntary Life & AD&D insurance
• Short & Long-term disability coverage
• Schwab 401(k) with Employer Match
• Unlimited Paid Flex Time Off
• Generous paid holidays, wellness days & volunteer time
• Flexible hours & remote/hybrid work options
• Family-first policies-including support for fur babies
• Mental and physical wellness programs
• Employer-paid Norton LifeLock identity protection
• Access to Blanchard's world-class leadership training
• Career and personal development pathways

*Statistically, women and people of color are less likely to apply if they do not meet all the requirements. Even if you feel you do not meet every qualification, we encourage you to apply!

Blanchard is an equal opportunity employer and is committed to providing a workplace free from harassment and discrimination. We celebrate the unique differences of our employees because that is what drives curiosity, innovation, and the success of our business. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, pregnancy, genetic information, disability, status as a protected veteran, or any other protected category under applicable federal, state, and local laws. Accommodations are available for applicants with disabilities.

Learn more about the culture here at Blanchard: https://www.blanchard.com/about-us/culture