Sales & Customer Success SMB (51-200 employees)

Sales Development Representative at SMB

Generates and qualifies opportunities through outbound and inbound prospecting, feeding the Account Executives' pipeline.

In LATAM SMBs, the Sales Manager reports directly to the owner or CEO

Regional economic cycles directly affect deal closings

Network within the vertical industry has tangible value

Generic profile Startup (1-50 employees) Enterprise (201-1000 employees) Global (1001+ employees)

Ideal OCEAN+ Profile

Openness 68 Conscientiousness 70 Extraversion 84 Agreeableness 51 Emotional Stability 78 Structure & Rhythm 48
Ideal range
Openness
60 75

At SMBs (51-200 employees), openness to trying new channels and sales strategies

Conscientiousness
62 77

At SMBs (51-200 employees), discipline in pipeline management and follow-up

Extraversion
75 93

At SMBs (51-200 employees), the energy to build relationships and close deals

Agreeableness
42 59

At SMBs (51-200 employees), the balance between assertive persuasion and active listening

Emotional Stability
70 86

At SMBs (51-200 employees), resilience in the face of constant rejection and long sales cycles

Structure & Rhythm
38 58

At SMBs (51-200 employees), building long-term relationships with clients

Strengths and Red Flags

Strengths

  • High-cadence outbound prospecting
  • Rigorous lead qualification using BANT/MEDDIC frameworks
  • Managing long-term relationships where personal trust matters more than the formal contract
  • Generating expansion revenue from existing accounts without a dedicated customer success team

Red Flags

  • Abandons follow-up after the first rejection
  • Fails to log activity in the CRM consistently
  • Doesn't document pipeline or activities in a CRM; everything lives in their head
  • Avoids conflict with problematic clients instead of renegotiating terms

Interview Questions

Describe a typical week of prospecting: how many contacts do you attempt, which channels do you use, and how do you prioritize who to contact first?

Evaluates: Conscientiousness and work structure

Tell me about a hard-to-reach prospect you managed to convert into a qualified meeting. What did you do differently?

Evaluates: Creativity and persistence

How do you balance attention to existing accounts with opening new ones?

Evaluates: Time management and pipeline prioritization

Tell me about an account at risk of churn. What did you do?

Evaluates: Emotional intelligence applied to retention

More about Sales Development Representative

Career path, personality archetypes and similar roles in the full profile.

Career Path Archetypes Similar Roles Case Study

This Role in Other Contexts

Generic profile

Sales Development Representative — base profile with no company context

View profile → Startup (1-50 employees)

In LATAM startups, the Sales Manager is often also the first AE

View profile → Enterprise (201-1000 employees)

In LATAM enterprise, personal relationships remain decisive

View profile → Global (1001+ employees)

Must be able to sell upward to HQ in addition to managing local markets

View profile →
View all profiles for SMB →
Professional Services → All solutions →

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