This is a remote position.
Sales Development Representative (SDR)
Lead Generation & Appointment Setting Specialist
Location:Costa Rica (Remote)
About Business Financial Group (BFG)
Business Financial Group (BFG) is a growing U.S.-based accounting, tax, and advisory firm serving small business owners throughout the United States.
Our mission is to help business owners reduce taxes, improve profitability, gain financial clarity, and build stronger businesses through proactive accounting, tax, and advisory services.
We are seeking an energetic, results-driven Sales Development Representative (SDR) to help expand our pipeline of qualified prospects and generate appointments for our Client Finance Managers and Sales Advisors.
This role is ideal for professionals who enjoy starting conversations, building relationships, prospecting, qualifying opportunities, and helping business owners discover solutions to their accounting, tax, and financial challenges.
Position Summary
The Sales Development Representative (SDR) is responsible for generating qualified appointments for BFG's sales team through outbound prospecting and lead nurturing activities.
The SDR will:
- Prospect potential clients
- Conduct outbound outreach
- Qualify leads
- Schedule discovery meetings
- Maintain CRM records
- Nurture prospects
- Support pipeline growth
This is not a closing role.
The SDR's primary objective is to create qualified sales opportunities and schedule appointments for Client Finance Managers and Sales Advisors.
Key Responsibilities
Prospecting & Lead Generation
- Research and identify small business owners and decision-makers
- Build and maintain prospect databases
- Utilize CRM, LinkedIn, referrals, and other lead sources
- Identify qualified prospects that fit BFG's ideal client profile
- Maintain organized prospect lists and lead records
Outbound Prospecting
Conduct outreach through:
- Cold calling
- Email campaigns
- LinkedIn messaging
- Text messaging
- Referral follow-up
The objective is to initiate conversations with business owners and determine whether BFG's services may provide value to their business.
Lead Qualification
- Conduct discovery conversations with prospects
- Identify business challenges, goals, and service needs
- Determine qualification based on BFG guidelines
- Gather relevant prospect information
- Move qualified prospects to the next stage of the sales process
Appointment Setting
- Schedule qualified discovery meetings
- Coordinate calendars with Client Finance Managers and Sales Advisors
- Confirm appointments
- Send reminders and follow-up communications
- Help reduce no-show rates
Lead Nurturing
- Follow up with prospects not yet ready to schedule
- Maintain consistent communication
- Execute follow-up sequences
- Re-engage inactive opportunities
- Keep prospects moving through the sales pipeline
CRM Management
- Maintain accurate records in Zoho CRM
- Log all prospect interactions
- Update lead statuses and notes
- Track outreach activities
- Maintain follow-up schedules
Performance Reporting
Track and report:
- Calls made
- Conversations completed
- Emails sent
- LinkedIn outreach activity
- Qualified appointments scheduled
- Opportunities generated
- Follow-up compliance
Required Qualifications
Minimum 2 years of experience in one or more of the following:
- Sales Development Representative (SDR)
- Business Development Representative (BDR)
- Lead Generation
- Appointment Setting
- Inside Sales
- Outbound Sales
- Customer Success
- Client Relations
Additional requirements:
- Excellent spoken and written English
- Strong phone communication skills
- Comfortable making outbound calls daily
- Strong relationship-building skills
- Ability to overcome objections professionally
- Strong organizational and time management skills
- Ability to work independently in a remote environment
- Reliable internet connection and home office setup
Preferred Qualifications
Experience in:
- Accounting firms
- Tax services
- Financial services
- Insurance
- Mortgage sales
- Business consulting
- Professional services
- B2B sales
Experience using:
- Zoho CRM
- HubSpot
- Salesforce
- LinkedIn Sales Navigator
- Seamless
- Google Workspace
- Microsoft Office
Key Success Factors
The ideal candidate:
- Enjoys speaking with business owners
- Is not afraid of rejection
- Maintains a positive attitude
- Is highly organized
- Follows up consistently
- Learns quickly
- Has strong self-discipline
- Takes ownership of results
- Thrives in a KPI-driven environment
Key Performance Indicators (KPIs)
Typical monthly goals may include:
Activity Metrics
- 1,500–2,000 outbound activities
- 400–600 outbound calls
- 500–800 emails
- Consistent LinkedIn outreach
Results Metrics
- 150–250 prospect conversations
- 50+ qualified appointments scheduled
- Qualified opportunities generated
- CRM accuracy and compliance
KPIs may be adjusted based on lead sources, campaigns, and territory assignments.
Compensation
Base Salary
Competitive salary based on experience and qualifications.
Performance Incentives
Additional incentives may be available based on:
- Qualified appointments generated
- Opportunities created
- Revenue generated from referred prospects
- Achievement of activity and performance goals
Work Schedule
- Full-Time
- Remote
- Must be available during U.S. business hours
- Ability to support multiple U.S. time zones
Hiring Process
Step 1 – Online Application
Submit:
- Resume (PDF format only)
- Salary Expectations
- Location Information
Step 2 – Recorded Video Interview
Selected candidates will complete a recorded interview evaluating:
- English communication skills
- Professional presence
- Confidence
- Relationship-building ability
- Sales aptitude
Step 3 – SDR Skills Assessment
Candidates will complete assessments covering:
Communication Skills
- Verbal communication
- Business email writing
Sales Skills
- Prospect qualification
- Objection handling
- Appointment setting
- Discovery conversations
CRM Skills
- Data entry
- Activity tracking
- Follow-up management
Administrative Skills
- Accuracy
- Attention to detail
Step 4 – Live Interview
Finalists will participate in a live interview with BFG leadership.
Topics include:
- Outbound prospecting experience
- Lead generation methodology
- Appointment-setting performance
- Follow-up discipline
- Career goals
Step 5 – Reference Verification
Final candidate references will be verified prior to offer issuance.
Step 6 – Offer & Onboarding
Selected candidates will receive:
- Formal offer
- Onboarding plan
- Training schedule
- System access setup
Why Join BFG?
At BFG, you will play a key role in helping small business owners connect with trusted financial and tax advisors while building a rewarding career with a growing international organization.
You will have opportunities for professional growth, performance-based rewards, and advancement as BFG continues to expand throughout the United States.
Application Instructions
- Please submit your resume in PDF format only.
- Applications with resumes in formats other than PDF may not be considered.
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