Sales Development Representative

The Sales Development Representative (SDR) is an entry-level sales role that generates new business opportunities for IGN’s sales team.

The SDR researches and contacts business decision-makers, qualifies interest, and books first meetings for the assigned Producer or Advisor.

The SDR does not quote, recommend coverage, or close business; success is measured by the number and quality of qualified meetings booked and the new business they influence.

IGN hires SDRs in two lines of business: Employee Benefits and Property & Casualty (P&C). Responsibilities are the same in both; the line of business determines the target market, discovery questions, and team the SDR supports. The role is designed as an approximately two-year development path toward a Business Development Representative or Producer

role.

KEY RESPONSIBILITIES

Prospecting & Outreach

· Research and build target prospect lists by industry, company size, and line of business.

· Conduct outbound outreach by phone, email, and approved social channels.

· Respond promptly to inbound inquiries, marketing leads, and referrals.

Lead Qualification & Discovery

· Hold short discovery conversations to learn about the prospect’s current program, provider, renewal date, and interest in a review.

· Qualify leads against established criteria and determine the appropriate next step.

· Nurture prospects who are not yet ready, timing follow-up to renewal dates and business changes.

Meeting Booking & Handoff

· Book qualified first meetings with the assigned Producer or Advisor.

· Prepare clear handoff notes covering client context, needs, key contacts, and timing.

· Refer coverage, pricing, and plan questions to appropriately licensed colleagues.

CRM & Activity Reporting

· Record all outreach, discovery notes, and next steps accurately in the CRM.

· Track activity and results against weekly, quarterly, and annual targets.

· Share prospect feedback and common objections to help improve messaging.

TEAM SUPPORT & DEVELOPMENT

· Attend weekly department L10 meetings, sales training, and call coaching.

· Participate in company meetings and events.

· Follow company policies and procedures, including the Employee Handbook and privacy and confidentiality requirements.

· Model company values and contribute to a positive culture.

· Perform other related duties as required.

KEY PERFORMANCE INDICATORS (KPI) Core Metrics · Meetings Scheduled > 2/week

This job operates in a professional office environment. This position description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities required of the employee. Duties, responsibilities, and activities may change at any time.