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Solarwinds Inc. Sales Development Representative in Charlottesville, Virginia


SolarWinds a world leader in the development of IT Service Management software is seeking Business Development Reps to join our existing team in Charlottesville, VA. Successful candidates qualify outbound and inbound leads. BDRs use our target customer profile to research and identify companies that will benefit from our product, identify, contact, and qualify the right decision-makers, and schedule calls and demos with the Sales team.


  • Monitor email and MQL Reports for inbound leads.

  • Schedule initial calls and demos to learn more and qualify the account according to the criteria documented in the Sales Handbook. Involve sales engineers for demos.

  • Surface deal-killers early to avoid wasted time.

  • Qualify inbound marketing leads to ensure they meet our guidelines before passing to Inside Sales Reps.

  • Research prospects for outbound lead generation.

  • Learn, use and refine our Ideal Target Profile to identify companies that may benefit from our product.

  • Research the companies and qualify them in or out based on the results.

  • Identify the best contacts at those companies (accounts) and contact them via email and phone. Personalize your outreach according to the company and the people you are contacting.

  • Create opportunities in Salesforce for accounts you engage and notify your manager of new opportunities.

  • Ensure that Salesforce data is maintained as the system of record.

  • Learn, follow, and improve best practices the sales team has discovered for email templates, timing, etc.

  • Use tools such as LinkedIn, DataFox, SalesLoft and Salesforce to perform your research, communicate, track the results, and schedule follow-ups/reminders.

  • Communicate our sales process with leads before passing off to an Inside Sales Rep.

  • Map out accounts to establish each person’s role and authority in the buying process. Gain as much visibility and access to the correct people as possible to ensure we do not lose winnable deals and we capture the full value of opportunities. Sell high in the hierarchy.

  • Document all activities, tasks, reminders and other data in Salesforce.


  • A. or B.S. in Marketing, Communications or related field

  • Recent Grad to 1+ years of experience

  • Strong writing, communications and interpersonal skills

  • Self-motivated with strong attention to detail

  • Ability to work in a fast-paced, cross-functional team setting

  • A “can do” attitude and enthusiasm to do what is asked to help the team achieve success – no task too large or small!


Location US-VA-Charlottesville

SolarWinds is an Equal Employment Opportunity Employer. SolarWinds will consider all qualified applicants for employment without regard to race, color, religion, sex, age, national origin, sexual orientation, gender identity, marital status, disability, veteran status or any other characteristic protected by law.

Job ID 2020-14214

# Positions 1

Category Sales

Position Type Regular

Business Group Core IT

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