Sales Development Representative

The 20 is a Master MSP and one of the top MSP growth platforms in North America. We help independent MSPs grow faster than they ever could alone — by giving them access to a shared help desk, a managed tool stack, proven sales playbooks, and a national community of peers who are all playing to win.

We're hiring a Sales Development Representative to build the pipeline that powers our growth. This is not a cold-calling factory role. You'll work closely with our AE team and SVP of Sales to develop targeted outreach strategies, follow up on events and conferences with precision, and move qualified MSP prospects from interested to ready-to-buy. The right person for this role understands the MSP space - or is hungry to learn it fast. You're organized, persistent, and energized by the front end of the sales process. You love the hunt.

Why This Role:

• Join a high-momentum sales team at a company that's winning in the MSP market right now

• Competitive base salary with performance-based bonus tied to meetings booked and pipeline created

• Direct mentorship from the SVP of Sales and a team of closers who want to help you develop

• Hybrid flexibility with a collaborative, high-energy office environment in Plano, TX

• Clear path to an AE role for those who perform — we build from within

• Work at the intersection of technology, community, and real business impact

Key Responsibilities:

• Conduct targeted outbound prospecting via phone, email, LinkedIn, and other channels to generate qualified leads for the AE team

• Own post-event and post-conference follow-up with speed and precision — turning booth conversations into booked Growth Consults

• Research and qualify MSP prospects using The 20's ICP (ideal customer profile) criteria

• Book and confirm Growth Consult calls between qualified prospects and Channel AEs

• Maintain accurate records of all prospecting activity, outreach, and outcomes in HubSpot CRM

• Collaborate with the AE team to develop personalized outreach sequences for targeted prospect lists

• Support pipeline hygiene — re-engage stalled leads, identify timing-based reactivation opportunities, and flag at-risk prospects

• Participate in regular team syncs to stay sharp on messaging, objection handling, and ICP updates

• Track and report weekly on meetings booked, event follow-up conversion rates, and pipeline contribution

Required Qualifications:

• 1–3 years of experience in a sales development, inside sales, or business development role

• Experience in the MSP, IT services, or technology channel — you know the language and the landscape

• Proven ability to generate qualified pipeline through outbound prospecting (email, phone, LinkedIn)

• Strong written and verbal communication skills — you can craft an outreach that gets opened and responded to

• Organized and detail-oriented — you track everything, follow up on everything, and let nothing fall through the cracks

• Comfortable working in HubSpot or a similar CRM and maintaining clean data discipline

• Coachable, competitive, and hungry to contribute to a fast-moving sales team

Preferred Qualifications:

• Familiarity with MSP tools and terminology (RMM, PSA, NOC, MRR, CSAT, etc.)

• Experience attending or supporting MSP-focused industry events (DattoCon, IT Nation, N-Able Empower)

• Prior experience in an IGNITE, SDR-to-AE pipeline development program

• Interest in growing into a full-cycle closing role — we promote from within

Benefits:

• Comprehensive benefits, including medical, dental, vision, supplemental coverage, plus HSA/FSA options

• Competitive 401(k) participation with up to 4% contribution match

• Certification reimbursement to support your continued development

• Meaningful opportunities for advancement within a growing organization

• A culture built on drive, accountability, collaboration, and excellence

The statements contained in this job description are intended to describe the general nature and level of work being performed by associates assigned to the job. They are not intended to be interpreted as an exhaustive list of all responsibilities, duties, and skills required of the individual(s) holding this position.