Sales development representative

= 90%; = 8%; does not rely on generic templates
Practitioner
Critical
Prompt Engineering for Sales Workflows
Write effective prompts to generate objection-handling talking points, call prep briefs, partner ecosystem summaries, and competitive positioning content
Uses AI as a daily productivity layer; outputs are polished and business-ready with minimal manual editing
Practitioner
High
Salesforce & CRM Intelligence
Leverage Salesforce AI features (Einstein, activity scoring) to prioritize daily outreach queues, identify stale pipeline, and surface re-engagement signals
Logs 100% of activity within 24 hrs; uses AI-assisted prioritization to focus top-of-funnel energy on highest-probability accounts
Practitioner
High
Critical Evaluation of AI Outputs
Review and validate all AI-generated content — prospect data, outreach copy, research summaries — before acting or sending; flag inaccuracies to the team
Never sends unreviewed AI output externally; identifies and corrects hallucinations in prospect data or company summaries
Practitioner
Non-Negotiable
Examples of AI Fluency in this role include: using Clay or Apollo AI to auto-enrich prospect lists, using Claude or Lavender to personalize email sequences, and using Salesforce AI features to prioritize daily outreach queues.
Key Behavioral Competencies
Competency
Behavioral Indicator
SDR Minimum Bar
AI Fluency
Uses AI-powered tools to research, personalize outreach, and iterate on messaging
Adoptive — actively uses AI tools in day-to-day workflow
Pipeline Ownership
Proactively hunts opportunities; does not wait for inbound flow
Capable — consistent outbound activity against weekly KPIs
Business Acumen
Understands O2 C, P2 P, and supply chain pain points in prospect conversations
Capable — can articulate Cleo's value in business terms
Cross-Cultural Communication
Engages US-based partners and prospects with clarity and cultural fluency
Adoptive — adjusts style across geographies and personas
CRM Discipline
Maintains clean, accurate, up-to-date records in Salesforce
Capable — zero data hygiene exceptions
Growth Mindset
Seeks feedback, iterates on messaging, shares learnings with the team
Capable — demonstrates learning agility from coaching sessions
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