This role sits within a growing sales and marketing function and is responsible for driving outbound lead generation and meeting bookings for the company.
The Outbound Sales Development Specialist is a high activity role focused on proactively sourcing leads, engaging decision makers across aged care and disability providers, and converting outbound outreach into qualified meetings booked in the calendar.
You will be responsible for researching prospects online, importing and maintaining lead data in the CRM, running outbound calling and email campaigns, and actively managing the lead pipeline and deal pipeline to ensure consistent progress toward meetings, proposals, and signed clients. This role is ideal for someone who is confident on the phone, organized, KPI driven, and motivated by outcomes.
Responsibilities:
- Outbound Lead Generation and Prospecting
- Proactively identify and source leads using online research, aged care directories, LinkedIn, industry networks, event lists, and public websites
- Build prospect lists aligned to THREEDIGITAL’s ideal customer profile across aged care and disability services
- Identify key decision makers including CEOs, CFOs, COOs, CIOs, IT Managers, Operations Managers, and Quality and Compliance leaders
- Import new leads into the CRM with accurate and complete contact details
- Outbound Calling and Outreach
- Conduct high volume outbound calls to introduce THREEDIGITAL and generate interest
- Use structured call scripts and talk tracks to qualify interest and progress conversations
- Follow up leads consistently via phone, email, and LinkedIn to drive meeting outcomes
- Handle objections professionally and confidently, with a focus on booking the meeting as the next step
- Schedule Meetings and Pipeline Management
- Book qualified meetings directly into Glenn’s diary or the sales team calendar
- Ensure every lead has a clear next step and follow up date scheduled in the CRM
- Maintain an accurate and up to date lead pipeline and deal pipeline
- Move prospects through pipeline stages based on activity and engagement
- Support conversion by ensuring prospects progress from meeting booked through to proposal stage and closed won
- CRM Campaigns and Email Outreach
- Build and execute outbound email campaigns from within the CRM
- Segment lead lists based on service type, organization size, location, and intent signals
- Maintain email hygiene, unsubscribe compliance, and correct CRM tagging
- Track campaign performance and improve messaging based on open rates, replies, and meeting conversions
- Data Quality and CRM Hygiene
- Maintain accurate records for all outreach activity including calls, emails, notes, and outcomes
- Ensure contact details, organisations, and pipeline stages are correct and current
- Regularly clean and enrich CRM data to improve targeting and conversion performance
- Tag and categorise leads correctly to support reporting and future campaigns
- Reporting and Performance Tracking
- Provide weekly reporting on outbound activity and performance
- Track progress against KPIs including calls, emails, meetings booked, and conversion rates
- Monitor pipeline health and identify bottlenecks in lead progression
- Share feedback on messaging, objections, and market insights to improve outbound strategy.
Skills/ Requirements:
- Essential Skills & Experience
- 1 to 3+ years' experience in outbound sales, telemarketing, lead generation, or SDR roles
- Proven experience booking meetings via outbound phone calls and email outreach
- Confidence speaking with senior decision makers and navigating gatekeepers
- Strong experience working in a CRM system and managing pipeline stages
- Ability to work independently in a remote environment and stay accountable to targets
- Technical Skills (Essential)
- CRM experience, ideally Zoho CRM or similar platforms
- Strong written communication skills for outbound email campaigns
- Comfortable using LinkedIn for prospecting and outreach
- Proficiency in Microsoft 365, Google Workspace, or similar tools
- Nice to Have (Highly Regarded)
- Experience selling into aged care, disability, health, or community services
- Understanding of aged care systems such as CMS, CRM, rostering, compliance, finance, and reporting
- Experience with Zoho One applications including Zoho Campaigns, Zoho Desk, Zoho SalesIQ, or Zoho Analytics
- Experience using lead sourcing tools such as Apollo, ZoomInfo, LinkedIn Sales Navigator, or similar
- Experience supporting proposal follow up and sales admin
- Tools & Platforms
- Zoho CRM
- Zoho Campaigns (or CRM email campaigns)
- LinkedIn
- Microsoft 365
- Zoho Bookings or calendar scheduling tools
- Internal documentation and sales enablement resources
- Soft Skills:
- Confident and resilient communicator, comfortable on the phone every day
- Strong follow up discipline and persistence without being pushy
- Highly organised with excellent time management
- KPI driven and motivated by measurable outcomes
- Fast learner with a proactive, self-starter mindset
- Professional, friendly, and trustworthy when representing the company
- Key Performance Indicators (KPIs)/Success Measures:
- Outbound activity volume per week (calls, emails, touches)
- Number of new leads sourced and added to CRM per week
- Meetings booked per week
- Conversion rate from outbound lead to meeting booked
- Conversion rate from meeting booked to proposal sent
- Conversion rate from proposal sent to closed won
- CRM data accuracy and hygiene score (measured through audits)
- Speed to lead contact and follow up compliance
- Pipeline stage progression and deal velocity
