Lead Development Representative (Inside Sales)

Job Locations US-CA-Santa Clara
Job ID


The IT world is evolving. New technologies. New trends. New opportunities. There’s true excitement surrounding the future. That’s where QTS comes in. We’re fearlessly leading the way by redefining what it means to be a data center. We innovate next-generation cloud and hybrid solutions. We deliver a fully-integrated I.T. platform from top to bottom – one enabled by technology and world-class infrastructure. Simply put, we’re defining the curve.


As one of the nation’s largest and fastest growing data center companies, we help manage and protect critical data during a time of unprecedented change. The power of QTS' innovation happens when smart, creative people with a unified vision collaborate to break new ground, solve new problems, and create new solutions to improve lives.


We are powered by our people.


At QTS, we know where IT is going. And we’d like to invite you to join us.




We are seeking a Lead Development Representative (Inside Sales) to be responsible for conducting strategic business development efforts with the objective of introducing/positioning QTS services to key IT decision-makers (VP, C-Level Execs) to create qualified leads for the field Sales team.  This will be associated with setting up an initial meeting between the prospect and the appropriate Sales leader and/or assigned Account Executive.


As a Lead Development Rep you will have the opportunity to support field Sales by prospecting, qualifying, and generating new sales leads. You will employ your highly motivated personality and  "hunter" mentality to proactively identify and develop new business prospects. You will leverage multiple resources including inbound marketing leads, prospect lists, discovery, and individual research.  We are looking for positive, dedicated individuals who will persevere to reach decision makers and exceed performance goals.


Lead Development Reps work within one of three regional QTS sales teams.  Reps report directly to a local sales leader while supporting an entire regional team.

RESPONSIBILITIES, other duties may be assigned

  • Work with Marketing and Sales teams to become knowledgeable in all QTS services. 
  • Develop new business via telephone and mass communication such as email and social media to introduce QTS products and services solution and identify appropriate buyers within the target market
  • Follow up on leads and conduct research to identify potential prospects
  • Nurture leads who are not yet ready to buy via email follow-up and ongoing outreach as appropriate
  • Effectively and persuasively target the value proposition of QTS services to specified pain points for the right buyer profile.
  • Communicate our service differentiation in a clear and compelling way that drives interest and results in marketing qualified leads/initial meetings.  This includes managed service training as well as guideline call-scripts for multiple services and multiple buyer profiles.
  • Work closely with Sales Management to develop targeted call lists and scripts to drive lead generation into new business accounts (i.e. – prospect identification)
  • Maintain daily activities in system of Salesforce.com, tracking interactions with prospects and customers
  • Provide daily/weekly updates to manager on individual activity
  • Prepare and analyze sales pipeline reports and dashboards.
  • Interact regularly with all areas of Marketing and Sales to discuss the lead qualification process, and recommend improvements


  • Bachelor’s degree in Business, Communications, Marketing or other business-related field
  • Two or more years of experience in B2B technology sales
  • One or more years of business development experience in a B2B environment




  • One or more years of experience with Salesforce or another CRM Software preferred
  • One or more years of exposure to or direct experience with the data center industry a plus



  • Organized, detail-oriented individual capable of meeting daily deadlines.
  • Strong verbal, communication and networking skills via phone.
  • A team player who performs well independently.
  • Must be a confident, adaptable self-starter who thrives in an empowered, fast-paced environment.
  • Positive, tenacious, highly motivated and enthusiastic individual
  • Must know how to effectively use enterprise level prospecting database tools
  • Able to research prospects and contacts using historical lead information, Marketing database tools, news and other sources to develop target lists and cold call into those organizations
  • Demonstrated ability to meet and/or exceed determined sales and activity quotas
  • A proven track record of building and maintaining strong client relationships in order to network and develop leads
  • Excellent client service skills with well-honed ability to engage prospects during your calls. 
  • Excellent written and verbal communication skills in order to create and deliver remarkable messaging during your efforts
  • Proficient in MS Office products (Excel, Word, MS Outlook, MS PowerPoint) in order to effectively create documents and messaging content 
  • Strong telephone and prospecting (cold-calling) skills


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