Sales Development Representative

This is a hybrid position with an expected schedule of three (3) days working remotely and two (2) days working from the Company's office in Alexandria.

Position Overview

The Sales Development Representative is responsible for supporting revenue growth by identifying, engaging, and qualifying new business opportunities within the US law firm market. This role focuses on proactive outbound prospecting, early-stage relationship development, and pipeline generation to support the sales organization’s growth objectives.

The SDR collaborates closely with sales and marketing teams to develop qualified opportunities through targeted outreach, account research, and consistent engagement with prospective clients. This position is designed as a developmental pathway toward advancement into a Key Account Manager (KAM) role based on demonstrated performance, capability development, and business needs.

Principal Duties & Responsibilities

• Identify and generate new business opportunities through outbound prospecting activities, including cold calling, email campaigns, LinkedIn outreach, industry events, and referrals
• Schedule discovery meetings and product demonstrations for senior sales team members
• Develop and maintain early-stage relationships with prospective law firms and key stakeholders
• Conduct account research and mapping to identify decision-makers and influencers within target organizations
• Maintain accurate and timely records within the CRM system, including outreach activity, lead qualification status, and pipeline progression
• Partner with marketing and sales teams to support messaging alignment and campaign effectiveness
• Monitor industry trends, competitive developments, and emerging AI technologies impacting the legal and IP sectors
• Provide structured feedback from prospect interactions to support product development and go-to-market strategy improvements
• Work on special projects and other duties as assigned by management

Qualifications & Skills

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential function.

Education and Experience: Bachelor’s degree or equivalent work experience or any combination of education, professional experience, and training provides the following knowledge, skills, and abilities:

1-2 years of experience in B2B sales, lead generation, business development, or related commercial roles

Experience supporting SaaS or technology-enabled services environments

Demonstrated ability to perform high-volume prospecting activities and generate qualified meetings or opportunities

Strong organizational and time management skills with attention to detail

Excellent communication skills with the ability to build rapport and credibility with prospective clients

Resilient and goal oriented, including the ability to manage objections and maintain consistent outreach activity

Proven ability to collaborate across teams and trouble shoot complex issues

Ability to work independently while contributing effectively within a collaborative team environment

Interest in AI technologies and their application within the legal or IP sectors

Fluency in English required

Supervision Received

Supervision is provided by the Director of US Law Firm Sales

Supervision Exercised

No direct reports

Physical/Sensory/Mental Demands

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodation may be given to individuals with disabilities to perform the essential functions.

Regularly standing or sitting, with the ability to collaborate with team members

Frequent use of computers and other office productivity tools

Ability to recall names, details, and project requirements

Maintain strict confidentiality of all information that is or will be confidential and proprietary to Questel or Questel’s clients

Additional Requirements

Verification of identity and criminal records check

Disclaimer

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

Questel

Driven by values of entrepreneurship, respect, and integrity, Questel is committed to growth and social responsibility. We foster an inclusive, equitable workplace where all feel respected and empowered, regardless of background. Questel is an Equal Opportunity Employer, considering all qualified applicants without discrimination based on race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status, disability, or other protected factors.