Technical Sales Development Representative (SDR)

• →Build a steady cadence of qualified discovery meetings and plant walkthroughs for the Regional Sales Manager, Business Development Managers (BDMs) and Global Account Managers (GAMs) by identifying manufacturers with meaningful automation opportunities.
• →Run multi-channel outreach sequences (phone, email, LinkedIn), continuously testing messaging and targeting based on conversion data and customer feedback.
• →Book and host the first customer introduction call, where you will:
  • →Introduce Apera and its vision-guided robotics technology
  • →Understand the customer’s process and operational challenges
  • →Ask structured discovery questions about automation needs
  • →Identify whether the opportunity is worth deeper technical exploration. 
• →Conduct early technical discovery conversations with manufacturing and operations leaders, gathering key details such as:
  • →Current picking or handling process
  • →Product variation and complexity
  • →Facility environment
  • →Existing automation
  • →Potential constraints
• →Evaluate whether the opportunity represents a strong technical and business fit for Apera before routing it to the Sales Team.
• →Prepare a clear opportunity brief for the Regional Sales Manager or BDM including:
  • →Customer context
  • →Operational challenge
  • →Early feasibility indicators
  • →Stakeholders involved
  • →Next steps
• →Partner with the Sales Team on account-based prospecting, identifying plants, facilities, and key stakeholders within target manufacturing companies.
• →Source contacts in ZoomInfo (and other systems) and maintain accurate plant, facility, and account structures in HubSpot CRM.
• →Build and maintain segmented prospect lists by industry, manufacturing process, and automation use case.
• →Rapidly learn industrial automation workflows, robotics applications, and machine vision use cases to build credibility with technical buyers.
• →Partner with SDRs and the VP of Marketing to develop high-performing outreach sequences, including adapting messaging for Spanish-speaking manufacturing teams.

 Supporting BDMs on Active Opportunities

• →Partner closely with Regional Sales Managers and BDMs on key accounts and active opportunities
• →Assist with quote coordination and follow-up, ensuring proposals are reviewed and progressing
• →Track proposal status and help schedule quote review meetings and technical follow-ups
• →Maintain visibility on deal progress, customer questions, and next steps
• →Support account expansion by identifying new plants, departments, or contacts within existing customers
• →Help maintain pipeline accuracy and opportunity documentation in CRM

• A typical day includes a mix of outreach and customer conversations, such as:
  • 50+ phone dials
  • 10–25 connects
  • 5–15 discovery conversations
  • 50+ emails sent (mix of automated and personalized)
  • 2–4 qualified intro meetings or discovery calls completed
• Meeting quality matters more than volume, success is measured by opportunities that move into deeper technical discovery with the Sales Team.
• Outreach, reply, and meeting conversion rates improve because you test messaging tied to real manufacturing problems, not generic automation outreach.
• The Sales Team regularly confirms that the meetings you qualify involve real automation opportunities and the right stakeholders.

Example feedback: “These plants actually have the right use case. Let’s schedule walkthroughs while I’m visiting next month.”

You use AI and digital tools to prioritize accounts, summarize discovery conversations, and capture customer insights, while applying sound judgment to qualification decisions.

• Fully bilingual (Spanish / English).
• 3+ years in SDR, BDR, or sales development, preferably selling into manufacturing, automation, robotics, or technical B2B markets.
• Comfortable speaking with operations managers, automation engineers, and plant leaders.
• Curious about how factories work and how robotics can solve operational challenges.
• Able to quickly learn and explain technical concepts at a high level.
• Confident hosting customer meetings and discovery conversations.
• Communicate clearly, ask thoughtful questions, and remain resilient under rejection.
• Work like a scientist: test messaging, analyze results, and iterate.
• Maintain disciplined daily execution: structured outreach, follow-ups, sequence management, and strong CRM hygiene.
• Highly organized and capable of managing multiple sequences and opportunities simultaneously.
• Experience with HubSpot and LinkedIn Sales Navigator is a strong asset.

• Discovery meetings completed
• Percentage of intro calls that convert to qualified opportunities
• Pipeline generated for BDMs and Regional Sales Managers
• Quality and completeness of opportunity briefings
• Speed of follow-up and CRM accuracy

 Career Growth Path

This role is designed as a launchpad into more advanced commercial and technical roles, including:

• Business Development Manager
• Sales Engineer / Solutions Consultant
• Product Specialist