Job Description

Good Sam Enterprises

Sales Development Representative (SDR)

Department: Good Sam Protection Products & Services

Reports To: Director, Business Development

Location: Englewood, CO, Lincolnshire, IL or Chicago, IL (3 to 5 days in office weekly)

Travel: Up to 10% — trade shows and team events

Good Sam Enterprises is seeking a driven, detail-oriented Sales Development Representative to join our growing Business Development team. This is a foundational role in our commercial engine — responsible for identifying, researching, and qualifying new B2B partner opportunities that fuel the Account Executive's pipeline and drive Good Sam's partner channel growth.

The SDR is the first point of contact for many of our future partners. Through outbound prospecting, targeted outreach, and discovery conversations, the SDR creates qualified opportunities from a broad universe of potential partners — including fleet operators, RV dealership groups, outdoor recreation companies, employer benefit programs, financial institutions, and other organizations that could benefit from offering Good Sam's protection products and services to their customers or employees.

This role reports directly to the Director, Business Development and works in close daily collaboration with the Account Executive — ensuring a consistent, high-quality pipeline flows into active deal pursuit. The SDR also maintains rigorous CRM discipline in HubSpot, ensuring every prospect interaction is tracked and every lead is properly qualified before handoff.

Ideal Candidate

The ideal candidate is a highly motivated, coachable, and organized early-career professional with a genuine passion for sales and business development. They take pride in the quality of their research, the precision of their outreach, and their ability to earn a conversation with a busy decision-maker. They are a team player who communicates proactively, keeps their pipeline meticulously organized, and takes ownership of their metrics.

Key Responsibilities

1. Outbound Prospecting & Lead Generation (50% of Time)

• Identify and research prospective B2B partner accounts across target verticals — including fleet operators, outdoor recreation companies, employer benefit programs, associations, financial institutions, and roadside-adjacent service providers
• Execute high-volume, high-quality outbound outreach via phone, email, LinkedIn, and other channels — personalizing messaging to each prospect's business context and potential partnership fit
• Develop and refine outreach sequences and messaging in collaboration with the Director, Business Development — continuously testing and improving open rates, response rates, and conversion to conversation
• Follow up persistently and professionally with prospects across multiple touchpoints — maintaining momentum without being intrusive
• Stay current on industry trends, competitive landscape, and emerging partner opportunity types to identify new prospecting angles and target segments

2. Lead Qualification & Pipeline Handoff (25% of Time)

• Conduct initial discovery conversations with prospective partners — assessing fit across key criteria including business model, customer base, volume potential, and interest in offering Good Sam products or services
• Ask smart, structured questions to uncover each prospect's pain points, goals, and decision-making process — gathering enough information to enable a strong AE handoff
• Qualify leads against defined criteria established by the Director, Business Development — ensuring only high-quality, well-researched opportunities are passed to the Account Executive
• Schedule and coordinate discovery calls and introductory meetings between qualified prospects and the Account Executive — providing full context and a warm, professional handoff
• Maintain clear handoff documentation in HubSpot — including prospect background, key contacts, qualification notes, and next steps

3. CRM Management & Reporting (15% of Time)

• Maintain a clean, accurate, and up-to-date prospect database in HubSpot — logging all outreach activity, call notes, email correspondence, and qualification status consistently and in real time
• Track personal performance metrics daily — including outreach volume, connection rates, conversations held, and meetings booked — proactively flagging gaps and adjusting activity levels as needed
• Deliver weekly activity and pipeline reports to the Director, Business Development — summarizing outreach performance, qualified leads generated, and any emerging patterns or market signals
• Contribute to ongoing refinement of the ideal partner profile and targeting criteria based on what is and is not converting in the prospecting process

4. Market Intelligence & Team Collaboration (10% of Time)

• Share real-time market intelligence with the Director, Business Development and Account Executive — surfacing prospect objections, competitive insights, industry trends, and new opportunity categories observed through prospecting activity
• Participate in regular team meetings, pipeline reviews, and coaching sessions — bringing prepared updates on prospecting activity, challenges, and learnings
• Collaborate with the Product Development team as needed to build a working understanding of Good Sam's product portfolio and how different products map to different partner types and use cases
• Support trade show preparation and attendance as needed — representing Good Sam professionally and generating new prospect conversations at industry events

Knowledge & Skills Fit

• 0-2 years of sales, business development, or lead generation experience; demonstrated interest in a B2B sales career
• Comfortable with high-volume outbound prospecting — phone calls, cold emails, LinkedIn outreach — and resilient in the face of rejection
• Strong verbal and written communication skills — clear, professional, and personalized in every interaction
• Highly organized and detail-oriented — able to manage a large prospect list, track multiple simultaneous outreach sequences, and keep CRM records consistently up to date
• Curious and coachable — eager to learn Good Sam's product portfolio, partner channel models, and sales methodology
• Proficient in HubSpot or comparable CRM platforms; familiarity with sales engagement tools (e.g., Salesloft, Outreach, Apollo) a plus
• Comfortable operating in a fast-paced, high-growth environment where processes are still being built
• Self-starter who takes ownership of their metrics and proactively looks for ways to improve performance
• Proficient in Microsoft Office Suite — Word, Excel, PowerPoint
• Up to 10% travel required — trade shows and team events
• Genuine interest in the RV, outdoor recreation, or automotive industry a strong plus

What Success Looks Like — Year One

• Consistent weekly outreach volume established and maintained within 60 days of start
• 10-15 qualified leads delivered to the Account Executive per month by end of first 180 days
• HubSpot pipeline maintained accurately and updated in real time throughout the year
• 2-3 partner conversations that progress to active AE-managed opportunities within the first 90 days
• Deep working knowledge of Good Sam's full product portfolio and partner channel models demonstrated within 90 days
• Weekly reporting delivered consistently and on time to the Director, Business Development
• Clear career development path toward Account Executive role identified and in progress by end of year one

Growth Path

This role is designed as an entry point into B2B sales at Good Sam Enterprises. High performers who demonstrate strong prospecting discipline, pipeline quality, and a deep understanding of our product portfolio and partner channel models will be considered for progression to an Account Executive role — taking on quota-carrying responsibilities and owning the full sales cycle for new partner opportunities.

General Compensation Disclosure

The pay range for this role considers several factors in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. At Camping World, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the factors stated. A reasonable estimate of the current range is listed below.

Pay Range:

$23.25-$27.90 Hourly

In addition to competitive pay, we offer Paid Time Off, 401(k), an Employee Assistance Program, Good Sam Roadside Assistance, discounts, paid parental leave (if eligibility is met), Tuition Reimbursement (if eligibility is met), and on the job training opportunities. Full-time associates are offered a comprehensive benefit package including medical, dental, vision and more! Part-time associates are offered access to dental & vision coverage! For more information please visit: www.mycampingworldbenefits.com