Sales Development Representative
Job description
About the role
Lattice is a people management platform that helps organizations of all sizes build stronger teams through performance management and employee engagement tools. The Sales Development Representative will play a key part in growing Lattice's customer base by identifying and qualifying new business opportunities in target accounts. This role involves reaching out to prospective clients, understanding their needs, and introducing them to Lattice's solutions. The representative will work closely with the sales team to move qualified leads through the pipeline and contribute to quarterly and annual revenue targets.
Key facts
What you'll do
Identify and research potential customers who may benefit from Lattice's people management platform.
Reach out to prospects through email, phone, and social media channels to introduce Lattice's value proposition.
Qualify leads by conducting discovery conversations and assessing whether their needs align with Lattice's offerings.
Schedule meetings and demos for the account executives and sales team members.
Maintain and update a pipeline of opportunities in the company's customer relationship management system.
Collaborate with marketing to refine targeting strategies and improve outreach messaging.
Attend industry events and conferences to generate awareness and collect contact information from potential clients.
Provide feedback from prospect conversations to help refine the sales playbook and messaging.
Work with the marketing team to create personalized outreach sequences for different verticals and segments.
Track and report on daily and weekly activity metrics to measure progress against goals.
Support the sales team by preparing customized proposals and follow-up materials for prospect meetings.
Stay informed about industry trends and competitor offerings to position Lattice effectively against alternatives.
Coordinate with the marketing team to ensure follow-up materials are aligned with ongoing campaigns.
Requirements
Bachelor's degree or equivalent practical experience in a business or communications field.
0 to 2 years of experience in sales, business development, or a related entry-level role.
Strong written and verbal communication skills with the ability to articulate value clearly.
Comfort with cold outreach and the persistence to follow up with prospects consistently.
Ability to work in a fast-paced environment and manage multiple priorities at once.
Familiarity with CRM tools and sales engagement platforms is a plus.
Self-motivated individual who takes initiative and owns their pipeline from start to finish.
Willingness to travel occasionally for team offsites, conferences, or client visits.
Experience using productivity and collaboration tools such as Slack, Zoom, or similar platforms.
A results-oriented mindset with a track record of meeting or exceeding targets in previous roles.
Comfort with ambiguity and the ability to adapt quickly as priorities shift in a growth company.
Nice to have
Previous experience working in the human resources technology or SaaS sector.
Understanding of performance management or employee engagement concepts and terminology.
Experience with outbound sales methodologies such as SPIN or MEDDIC.
Background in a startup or high-growth environment where adaptability and speed matter.
Knowledge of data privacy regulations relevant to HR and employee data handling.
Interest in learning about the broader HR technology ecosystem and how Lattice fits within it.
Skills & tools
Proficiency with customer relationship management platforms such as Salesforce or HubSpot.
Experience with sales engagement tools like Outreach or Salesloft.
Familiarity with LinkedIn Sales Navigator for prospect research and outreach.
Strong command of Microsoft Office or Google Workspace for documentation and reporting.
Ability to use data and analytics to prioritize leads and measure conversion rates.
Comfort with video conferencing platforms for remote and hybrid meeting setups.
Attention to detail when logging activities and updating records in the CRM to ensure data accuracy across the entire sales organization.
Practical notes
This role is based in either San Francisco, CA or New York, NY, with the option to choose either office location.
The Sales Development Representative will report to a sales manager and be part of a broader go-to-market team.
Onboarding includes a structured training program covering product knowledge, sales techniques, and internal tools.
Performance is evaluated based on activity metrics, qualified meetings set, and contribution to pipeline growth.
The team values diversity and encourages candidates from all backgrounds to apply for this position without any concern about visa sponsorship or relocation.