Great Jobs KC

Sales Development and Operations

What is it?

Someone who works in sales development and operations (SDO) plays a crucial role in supporting the sales team within an organization. Their responsibilities can be categorized into two main areas: sales development and sales operations.

Sales Development:

  • Prospecting and lead generation: They identify potential customers (prospects) who might be interested in the company’s products or services. This involves researching target markets, utilizing various prospecting tools, and conducting outreach activities like cold calling, email marketing, and social media engagement.
  • Lead qualification: They assess a prospect’s suitability and potential value to the company. This involves evaluating factors like their budget, decision-making authority, and need for the product or service. Qualified leads are then passed on to the sales team for further nurturing and potential conversion into paying customers.

Lead nurturing: In some cases, SDO professionals may also nurture qualified leads by engaging with them through email sequences, providing informative content, and answering their initial questions to move them further down the sales funnel until they are ready to connect with a sales representative.

Sales Operations:

They help develop and maintain efficient and standardized sales processes that guide the sales team through each stage of the customer journey, from initial contact to closing the deal.

They provide the sales team with the resources and tools they need to be successful, such as product training, sales collateral (like presentations and brochures), and access to customer relationship management (CRM) systems.

SDO professionals collect and analyze sales data to track performance metrics, identify trends, and measure the effectiveness of marketing and sales campaigns. They use this information to generate reports and insights that inform sales strategy and improve overall efficiency.

They may be involved in selecting, implementing, and maintaining various sales technologies like CRM systems, sales automation tools, and data visualization tools to streamline the sales process and improve team productivity.

* Salary Range

$61,400 - $147,000

(entry level – experienced)

* Regional Jobs Available


(3 year forecast)

Length of Training

10 weeks

Type of Training

Online (Self-paced)

Is it Right For You?

Here are some essential skills and qualities for success in SDO roles:

  • Strong communication and interpersonal skills: Effective communication with both prospects and colleagues is crucial for building relationships, qualifying leads, and driving sales.
  • Organization and time management skills: Juggling multiple tasks, managing deadlines, and prioritizing effectively are essential.
  • Analytical and problem-solving skills: Analyzing data, identifying trends, and adapting strategies based on insights are important aspects of the role.
  • Technical skills: Familiarity with sales technologies and CRM systems is often beneficial.
  • Proactiveness and self-motivation: SDO professionals often work independently and take initiative to identify and qualify leads, manage their workload, and stay up to date with industry trends.

Overall, a career in sales development and operations offers diverse opportunities for individuals who are passionate about sales, enjoy building relationships, and possess strong analytical and communication skills. They play a vital role in supporting the sales team and contributing to the organization’s overall sales success.

* Pay Range Data: Occupational Employment Wages Statistics (OEWS). 2023-Q3.
* Demand: Forecast data is based off national projections provided by the BoLS and adapted for regional growth patterns by Chmura.