The Role
Generates qualified pipeline for the Direct Sales team through targeted outbound prospecting, cold calling, email and social outreach. Responsibilities include researching target accounts, qualifying inbound and outbound leads, conducting initial discovery calls, scheduling meetings for Account Executives, and maintaining accurate Salesforce records. The role tracks outreach activity, manages early-stage pipeline data, meets activity and response-time targets, and delivers high-quality handoffs to improve conversion rates.
Summary Generated by Built In
The Sales Development Representative (Direct Sales Focus) is responsible for generating qualified pipeline for the Direct Sales team through targeted outbound outreach, cold calling, structured lead qualification, and early‑stage sales engagement. This role focuses exclusively on supporting Direct Sales by identifying high‑value prospects, conducting initial discovery, and ensuring seamless handoff to Account Executives. The SDR plays a critical role in driving top‑of‑funnel activity and supporting revenue growth.
About the Role - Key Responsibilities:
Prospecting & Pipeline Generation
- Identify, research, and prioritize target accounts within assigned Direct Sales territories.
- Maintain segmented prospect lists based on industry, size, and strategic value.
- Execute high‑volume outbound outreach (calls, emails, social) to generate new sales opportunities.
- Qualify inbound/outbound leads and route only high‑quality prospects to Direct Sales.
Discovery & Lead Qualification
- Conduct initial qualifications calls to assess prospect needs, challenges, and fit.
- Validate key qualification criteria including authority, timeline, budget, and use case.
- Document all discovery notes and qualification details in Salesforce.
- Schedule meetings, demos, and follow‑up calls for Direct Sales Account Executives.
Salesforce Management & Data Accuracy
- Maintain accurate and up‑to‑date records of all activities, contacts, and lead statuses.
- Convert qualified leads into opportunities following Direct Sales processes.
- Ensure clean early‑stage pipeline management and consistent data hygiene.
- Track outreach metrics and maintain activity logs according to team standards.
About You - Essential Qualifications:
Experience
- 1 years of experience in sales development, business development, or inside sales.
- Experience supporting Direct Sales or enterprise‑focused sales motions is a plus.
- Proven success in high‑volume outbound prospecting environments.
- Familiarity with SaaS, B2B software, or technology sales preferred.
Technical Skills
- Proficiency with Salesforce (lead management, activity logging, opportunity creation).
- Experience using sales engagement tools (Outreach, SalesLoft, LinkedIn Sales Navigator).
- Strong written and verbal communication skills.
- Ability to research accounts, identify decision makers, and synthesize findings quickly.
Core Competencies
- Strong organizational skills and attention to detail.
- Ability to manage multiple priorities and maintain consistent follow‑up.
- High level of professionalism in communication with prospects and internal teams.
- Resilience and comfort with high‑volume outreach and rejection.
Education
- Bachelor’s degree in Business, Marketing, Communications, or a related field preferred.
- Equivalent professional experience accepted in place of a degree.
Preferred Qualifications
- Experience qualifying inbound leads and executing structured discovery.
- Understanding of sales methodologies (BANT, MEDDIC, SPIN, etc.).
- Prior experience supporting enterprise or mid‑market sales teams.
Performance Expectations
- Meet or exceed weekly activity targets (calls, emails, meetings booked).
- Maintain SLA standards for inbound lead response times.
- Deliver consistent, high‑quality handoffs that improve conversion rates.
- Contribute to team OKRs related to pipeline creation and opportunity quality.
The salary range varies, and pay is based on several factors including but not limited to education, certifications (if applicable), candidate’s geographic region, job-related knowledge, skills and years of experience amongst other factors.
- Salary range from $58,000.00 - $70,0000.00
Perks & Benefits at a Glance
- Generous time off:
- 15 Days of Vacation
- 3 Floating Holidays
- 2 Paid Volunteer Holidays
- 9 Paid Holidays
- Hybrid Work Environment
- Free Parking: covered and EV charging stations
- Various 401 (k) Investment Options and Generous Company Match
- HMO and PPO Medical Care Options (Employees are fully covered under HMO)
Applicants must be authorized to work for Laserfiche in the United States on a full-time basis without the need for employer sponsorship. We are unable to sponsor new employment visas, or take over sponsorship of existing employment visas, at this time.
About Us:
Laserfiche is a global leader in intelligent document management and business process automation, dedicated to helping organizations drive digital transformation. Headquartered in Long Beach, California, Laserfiche empowers businesses of all sizes—from dynamic startups to Fortune 500 enterprises—to accelerate productivity, improve collaboration, and deliver exceptional customer experiences.
Through scalable workflows, customizable digital forms, and AI-powered automation, the Laserfiche platform enables teams to simplify complex processes and operate with greater efficiency. Our no-code solutions empower employees to innovate, adapt quickly, and make data-driven decisions that move their organizations forward.
With a strong global presence and offices across North America, Europe, and Asia, Laserfiche is recognized for its commitment to innovation, quality, and customer success. Our people-first culture fosters professional growth, continuous learning, and collaboration—making Laserfiche a place where talented individuals can shape the future of digital enterprise technology.
Learn more about our team here.
Laserfiche complies with all Equal Opportunity and Affirmative Action regulations. Laserfiche makes all employment decisions – such as recruiting, hiring, training, promotion, compensation, professional development practices, discipline and termination – without regard to race, religion, color, national origin, ancestry, citizenship, sex, pregnancy, age, creed, physical or mental disability, medical condition, genetic characteristic, marital status, veteran status, gender identity/expression, sexual orientation or any other characteristic protected by law, except as may be permitted by law.
Laserfiche provides reasonable accommodations for applicants with disabilities upon request. For more information, please contact Talent Acquisition at https://www.laserfiche.com/contact/ or 562-988-1688.
Pursuant to the California Fair Chance Act, Los Angeles County Fair Chance Ordinance for Employers, and the Los Angeles Fair Chance Initiative for Hiring Ordinance, we will consider for employment qualified applicants with arrest and conviction records. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness, meet client expectations, standards, and accompanying requirements, and safeguard business operations and company reputation.
#LI-Hybrid
Skills Required
- 1 year of experience in sales development, business development, or inside sales
- Proven success in high-volume outbound prospecting environments
- Proficiency with Salesforce, including lead management, activity logging, and opportunity creation
- Experience using sales engagement tools such as Outreach, SalesLoft, or LinkedIn Sales Navigator
- Strong written and verbal communication skills
- Ability to research accounts, identify decision makers, and synthesize findings quickly
- Strong organizational skills and attention to detail
- Ability to manage multiple priorities and maintain consistent follow-up
- Professional communication with prospects and internal teams
- Resilience and comfort with high-volume outreach and rejection
- Bachelor's degree in Business, Marketing, Communications, or a related field
- Equivalent professional experience accepted in place of a degree
- Experience supporting Direct Sales or enterprise-focused sales motions
- Familiarity with SaaS, B2B software, or technology sales
- Experience qualifying inbound leads and executing structured discovery
- Understanding of sales methodologies such as BANT, MEDDIC, or SPIN
- Prior experience supporting enterprise or mid-market sales teams
- Authorization to work full-time in the United States without employer sponsorship
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The Company
What We Do
Laserfiche develops intelligent content management and business process automation software that accelerates how business gets done. Today, Laserfiche is innovating with cloud, machine learning and AI to enable organizations to boost productivity and deliver digital-first customer experiences.
Why Work With Us
Here at Laserfiche, we all share a common curiosity for anything and everything. This brings an all-hands-on-deck approach to our office. Employees quickly become experts in their roles, but more often form cross-functional teams, collaborate at all levels and take on impactful projects from day one.
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