Field Sales Development Representative (SDR) – Events & Conferences

About the role

We’re looking for a quota-carrying Field SDR to drive qualified sales opportunities exclusively through conference-based engagement. This role blends research, outreach, logistics, and in-person representation to maximize ROI from select industry events. You’ll be responsible for sourcing, planning, and executing our presence at high-impact conferences—from pre-event outreach through post-event follow-up—with a performance target of generating 12 qualified sales opportunities per month / per conference.

Candidates must have at least three years of experience in a quota-carrying role in which they generated qualified sales opportunities for a B2B software company.

Key Responsibilities

Conference Selection & Strategy

• Research and evaluate potential conferences based on:
• • Volume of qualified contacts expected to attend.
  • Saturation ratio of qualified vs. unqualified contacts.
• Prioritize events that yield the highest potential for opportunity generation.
• Present data-driven recommendations for event participation to leadership.

Pre-Conference Outreach

• Build target lists of attendees using event tools, sponsor lists, and prospecting platforms (e.g., LinkedIn, ZoomInfo, SalesLoft).
• Execute multi-touch outbound campaigns (email, social, phone) to book meetings at the event.
• Collaborate with Sales Development and Account Executives on outreach strategies and messaging.

On-Site Execution

• Represent the brand professionally and energetically at each event.
• Manage booth setup, staffing, and engagement activities, sometimes attending events alone.
• Facilitate meaningful conversations that lead to qualified sales opportunities.
• Capture detailed notes and follow-up tasks for each qualified sales opportunity or promising interaction.

Post-Conference Follow-Up

• Immediately follow up with qualified leads to secure qualified sales opportunities.
• Ensure clean handoff to the Sales team with context-rich notes.
• Track outcomes and learnings to improve future event performance.

Conference Logistics

• Handle all logistical aspects of event planning:
• • Contacting organizers and securing sponsorships or exhibitor packages.
  • Selecting optimal booth placement and negotiating fees.
  • Coordinating shipping and return of booths, marketing collateral, and giveaways.
  • Managing travel bookings and on-site needs.

Requirements

• 3+ years in a quota-carrying role – whether field marketing, SDR, or event marketing.
• Experience working directly with B2B SaaS Sales or Demand Generation teams.
• Strong analytical skills for conference selection and ROI tracking.
• Excellent project management and vendor coordination experience.
• Comfort with CRM tools, outbound platforms, and LinkedIn Sales Navigator.
• Willingness and ability to travel up to 35% of the time.
• Highly self-motivated and performance-driven with a consistent track record of hitting goals.

Success Metrics

• Monthly quota: 12 qualified sales opportunities created.
• Opportunity-to-conference ratio.
• Pre-booked meetings per event.
• Cost per opportunity generated.

Compensation:

• Base Range: $60,000-80,000
• Commission Range: $40,000-60,000
• On-target Earnings: $100,000-140,000
   

Benefits offered include:

• PTO & Paid Holidays
• Health, Dental, Vision Insurance
• Life Insurance
• STD / LTD

Why Join Us

This role is perfect for someone who loves the energy of conferences, thrives on ownership, and wants to directly impact sales pipeline through field-based demand generation. If you're equal parts planner, hustler, and relationship-builder, we want to hear from you.