Sales Development Representative

Position Summary

The Sales Development Representative (SDR) is responsible for generating qualified sales opportunities for LexisNexis Canada’s New Business team. This role engages legal professionals and in-house counsel through proactive outreach, identifies business needs, creates interest in LexisNexis solutions, and books qualified product demonstrations for Account Executives.

The SDR plays a key role in building a healthy pipeline by researching target accounts, executing structured outreach, maintaining accurate Salesforce records, and ensuring timely follow-up on assigned leads.

Key Responsibilities

• Prospect and qualify solo and small law firms, corporate legal departments, and public-sector organizations through phone, email, LinkedIn, and other approved outreach channels.
• Research target accounts and contacts using sources such as Law Society directories, ZoomInfo, LinkedIn Sales Navigator, and internal databases.
• Conduct discovery conversations to understand a prospect’s legal research, drafting, workflow, and productivity challenges.
• Clearly communicate the value of LexisNexis Canada solutions, including Lexis+ with Protégé, and create interest in a tailored product demonstration.
• Book qualified demos for Account Executives and provide complete, accurate handover notes, including prospect needs, pain points, key contacts, and next steps.
• Manage assigned Salesforce lead tasks within the required service-level agreement and document all activities, outcomes, and lead feedback.
• Maintain accurate lead and account data, including contact information, status, qualification notes, and follow-up dates.
• Execute agreed touch plans and follow-up cadences in partnership with assigned Account Executives.
• Meet or exceed activity, lead-generation, demo-booking, and pipeline contribution targets.
• Participate in call reviews, coaching sessions, team meetings, role plays, and product training to continuously improve performance.
• Share market feedback, competitor insights, and recurring prospect objections with the sales and leadership teams.