Sales Development Representative

The role you'll play

The CB Insights Sales Development Representative (SDR) will create interest in CB Insights and book high-quality, new business opportunities for our Account Executives. Specifically, you will blend web prospecting with phone and email communication. You will handle lead qualification and help convert leads into clients. While it is an entry-level sales position, it is an essential component of the CB Insights sales team, and will report into our SDR Manager. As such, you will be closely mentored and developed by seasoned enterprise sales professionals.

Your Key Responsibilities

• Identify and research target accounts, aligning prospects to the most relevant CB Insights use cases
• Execute high-volume, multi-channel outreach (phone, email, LinkedIn) to meet weekly KPIs
• Qualify inbound leads from marketing campaigns, content engagement, and demo requests
• Schedule introductory platform calls that convert into qualified sales opportunities
• Partner with Account Executives and Customer Success to support opportunity progression and close
• Maintain accurate and up-to-date prospecting activity in the CRM to ensure data integrity and reporting
• Collaborate with Sales and Marketing to refine messaging, targeting, and outreach strategies based on market and prospect insights
• Consistently meet or exceed monthly and quarterly opportunity and demo targets
• Participate in ongoing training to deepen product, industry, and sales expertise
• Share prospect feedback to inform product positioning, messaging, and go-to-market strategy

What you bring to the table

• BA/BS degree (or relevant work experience)
• 2+ years of SDR, sales or relevant experience with a history of overachieving targets around new business acquisition or customer engagement
• Strong communication skills over both phone and email
• Creative problem-solving abilities
• Desire to move up within a sales organization

• #LI-Hybrid
• Please note this is a US-based role.

In addition to base salary listed below, this role is also eligible for commission.:

Compensation $50,000—$60,000 USD

What we're all about

CB Insights is the leader in predictive intelligence on private companies-turning exclusive data on millions of firms into early, trusted signals on future performance and direction. The company pioneered predictive intelligence with its Mosaic Score-the first system to reliably forecast the outlook for a private company-and has since built it into a comprehensive platform of AI and data capabilities. Today, leading strategy, investment, and business development teams rely on CB Insights to identify the right companies, markets, and opportunities before their competitors do.

CB Insights Leadership Principles

• At CB Insights, everyone is expected to be a leader.
• These leadership principles are like an operating system for our culture.
• Use the principles as a practical guide to making decisions.

We are what we repeatedly do. By living the principles outlined below, we will build an outstanding company and do insanely great work.

• Solve customer problems. It's our highest calling. Designing a product? Start from the customer problem it solves. Updating our sales process? Flip it around, and simplify the customer buying process.
• Think BIG! Start small. Great changes start with a first step. Find it. Take it. Build a system around what works. This is the secret to bringing a vision to life.
• Go and see with your own eyes. Meet the customer, use the product, talk to the field. Great systems aren't built from afar.
• Priorities: Choose one. Leaders give the gift of clarity. They find the most important thing and do it. Max power. Top speed.
• Danger zones:
• Bureaucracy. May the best ideas and execution win.
• Complexity. Leaders use frameworks and systems to simplify.
• No commitment. Leaders don't compromise just to get along. Debate. Disagree. But once a decision is made, commit.
• Leaving what's important unsaid or undone. No "circling back."
• Data informs. Insight transforms. Pull the thread. Ask why. Leaders are curious. They use what they learn to create clarity.
• Insist on excellence. Leaders set high standards and overcome obstacles. They do the kind of work they're excited to share with the world.
• Live off the land. Leaders creatively use resources already available to them - especially AI - to execute and automate their work.
• Good judgment. Leaders have it. Where it comes from: insight, listening, first-hand experience. How to apply it: carefully on big, hard to reverse decisions. Swiftly on limited, easy to reverse ones.
• Help others. Leaders know we're building this together.

You'll want to work here if

• You are excited about how AI is transforming tech
• You are hungry for feedback and the chance to grow
• Your instinct is to work smarter not harder
• You love developing as a SME with a strong POV
• You are motivated by challenges and big ideas
• You believe in personal accountability

What we offer

• Industry Insight: over 500k+ people follow our tech newsletter: sign up here
• Holistic compensation: Competitive cash compensation, comprehensive healthcare coverage (PPO, HSA, and FSA options), multiple mental health resources, 401(k) with company match, annual professional development stipend, and generous paid time off.

About Our Pay PracticesWe believe in recognizing and rewarding excellence. Our commitment to fairness means that compensation decisions are informed by qualifications, location, internal equity, and current market data. While we aim to hire at our established Hiring Target, starting pay may vary based on factors such as market rates, the qualified pool of candidates, and individual experience.