Channel Sales Development Representative (SDR)

At FinQuery, our Channel Sales Development Representative is pivotal to our company’s success. You will be a key member of our high-performing sales team, in a specialized sales role focused on driving revenue through the organization’s partner ecosystem. While a traditional SDR hammers the phones to reach end-users, a Channel SDR acts as a bridge between the company, its partners (Resellers, MSPs, Distributors), and the end customer. As a future Account Executive, you will follow a successful sales process—armed with the latest technology and weekly coaching—to build our sales pipeline and increase the overall productivity of the sales organization.

• Partner Outbound: Identifying and recruiting new partners who fit the company’s Ideal Partner Profile (IPP).

• Lead Qualification: Managing and vetting "Partner-Sourced" leads to ensure they meet the criteria before passing them to a Channel Account Manager (CAM).

• Co-Selling Support: Joining partners on initial discovery calls to act as the subject matter expert on the product.

• Enablement: Training partner sales teams on how to pitch the product, handle objections, and identify opportunities within their own install base.

• MDF Management: Helping partners utilize Marketing Development Funds (MDF) to run webinars or events that generate top-of-funnel interest.

• Generate SQLs and revenue in conjunction with our partners by calling into their customer base or existing partner accounts

• Assist partners in growing their portfolio of FinQuery customers through active business development

• Attend partner webinars and trade shows to represent the brand and capture new leads

• Manage a mix of leads, with 40% provided by marketing programs and 60% self-generated through outbound prospecting

• Participate in a comprehensive training program involving virtual learning, role-plays, and hands-on practice

• Maintain high activity levels and achieve monthly quota attainment based on proven key performance indicators

• Overcome objections and turn skeptics into believers through superb communication and listening skills

• Collaborate with a supportive team to allow the closing organization to focus on revenue-generating deals

• Engage prospects through cold outreach to communicate how FinQuery solves complex lease accounting challenges

• Research prospects and identify pain points to set quality meetings with key decision-makers

• 2–3 years of professional experience in outbound development

• Previous cold-calling experience required

• Proven track record of generating SQLs and driving revenue in B2B environments

• Ability to build rapport and establish value by effectively uncovering prospect needs

• High level of positivity and a solutions-oriented approach in a fast-paced environment

• Collaborative mentality that prioritizes team success over individual focus

• Results-driven and competitive nature with a proven ability to achieve results despite rejection

• Outstanding time management and organizational skills

• Grit, strong work ethic, and a coachable mindset focused on continuous self-development

• Ability to work successfully in a remote environment with a strong home office setup

• Excellent presentation, writing, and business development skills

• Minimum of a four-year degree or equivalent professional experience

 

Preferred Experience

• Prior experience in SaaS or FinTech environments

• Familiarity with sales tools such as Salesforce, SalesLoft, and ZoomInfo

• Experience collaborating with channel partners to expand market reach

• Desire to move into an Account Executive or Channel Partner Manager role in the future