The Customer Development Representative (CDR) is responsible for creating qualified sales opportunities across the full ZEISS Industrial Quality Solutions portfolio. This role focuses on identifying active buyers, engaging prospects, and booking high quality meetings for the sales team.
The CDR leverages advanced sales intelligence platforms, including 6Sense, to identify accounts throughout North America showing buying intent. The CDR then communicates with these prospects to promote ZEISS IQS solutions for precision measurement and quality assurance applications. Engagement occurs through cold calling, email campaigns, LinkedIn outreach, etc... Additionally, the CDR may utilize AI-powered tools to enhance prospecting efficiency, personalize messaging at scale, and optimize engagement strategies.
Key Metrics of the Position: (e.g. Position Reporting, Revenue, Budget, etc.)
- Number of calls/emails made (daily/weekly targets)
- Number of qualified opportunities generated
- Number of meetings/demo scheduled for sales team
- Revenue closed from SDR-generated opportunities
- CRM data accuracy and activity logging compliance
Primary Duties: Customer Development Representative
- Use Sales Intelligence Tools (ie: 6sense, Navigator…), CRM insights, and other research tools to identify accounts showing active interest
- Build targeted prospect lists for priority industries, territories, and account segments
- Run outbound outreach through phone, email, and LinkedIn to start conversations with potential customers
- Qualify inbound and outbound leads based on agreed criteria and ideal customer profiles
- Schedule discovery calls, demos, and follow up meetings for the relevant salesperson
- Research accounts and contacts to ensure every meeting is well prepared
- Maintain accurate and detailed notes, activities, and qualification steps in the CRM
- Work closely with Regional Sales Managers and Product Sales Managers for clean opportunity handoffs and follow up
- Collaborate with Sales and Marketing teams by:
- Sharing insights such as messaging, objections, and market trends
- Helping to refine campaigns and further defining the ICP (Ideal Customer Profile)
- Track conversion metrics from first contact through opportunity qualification
Experience and Education Requirements:
- Bachelor's degree from a four-year college or technical school preferred; OR two years of sales experience; OR equivalent combination of education and experience.
- Experience in an Sales Development, Business / Customer Development, Inside Sales, Customer Support, or other customer facing role
- Comfortable with prospecting, qualifying, and handling early-stage sales conversations
- Strong communication skills and an ability to engage prospects with confidence
- Organized with consistent CRM discipline and attention to detail
- Curiosity to learn ZEISS products, applications, and customer challenges
Nice to have:
- Hands-on experience with 6sense (or similar ABM/intent tools) and modern sales engagement platforms
- Proficiency with CRM (SalesForce / MS Dynamics), Sales Engagement (ie: Outreach / Salesloft), and LinkedIn Sales Navigator
Your ZEISS Recruiting Team:
Holly Greenwood-Mosher
Zeiss provides Equal Employment Opportunity without unlawful regard to an Applicants race, color, religion, creed, sex, gender, marital status, age, national origin or ancestry, physical or mental disability, medical condition, military or veteran status, citizen status, sexual orientation, pregnancy (includes childbirth, breastfeeding or related medical condition), genetic predisposition, carrier status, gender expression or identity, including transgender identity, or any other class or characteristic protected by federal, state, or local law of the employee (or the people with whom the employee associates, including relatives and friends).