Goal templates — Sales Development — P2

Sales Development · Sales Development · P2 — Developing Professional

These are canon-derived frames, not advice: every line is either verbatim JobFrame canon text or a fixed template wrapping it. ⟨target⟩ / ⟨baseline⟩ / ⟨date⟩ are placeholders for the manager to fill in. Nothing here is generated by AI — rows are omitted, never invented, when the canon lacks the underlying field.

SMART goals

One row per canon core output / responsibility this level owns.

JFM responsibility (P2)

Carries harder lead and meeting targets with more autonomy, moving qualified leads through a larger pipeline against quota

Specific: Deliver: "Carries harder lead and meeting targets with more autonomy, moving qualified leads through a larger pipeline against quota"
Measurable: Move the metric this drives from ⟨baseline⟩ to ⟨target⟩ by ⟨date⟩.
Achievable: Scoped to this level's jfm complexity/problem-solving rubric: "Solves moderately complex qualification and outreach problems — sequencing multi-channel touches, navigating org structures to decision-makers — within established cadences."
Relevant: Advances the Sales Development · Sales Development mandate for a P2 — Developing Professional.
Time-bound: ⟨date⟩

JFM responsibility (P2)

Handles an inbound or outbound SDR specialization, fielding more technical qualification conversations on inbound leads to assess fit

Specific: Deliver: "Handles an inbound or outbound SDR specialization, fielding more technical qualification conversations on inbound leads to assess fit"
Measurable: Move the metric this drives from ⟨baseline⟩ to ⟨target⟩ by ⟨date⟩.
Achievable: Scoped to this level's jfm complexity/problem-solving rubric: "Solves moderately complex qualification and outreach problems — sequencing multi-channel touches, navigating org structures to decision-makers — within established cadences."
Relevant: Advances the Sales Development · Sales Development mandate for a P2 — Developing Professional.
Time-bound: ⟨date⟩

JFM responsibility (P2)

Navigates company structures to identify decision-makers and conducts high-level discovery conversations

Specific: Deliver: "Navigates company structures to identify decision-makers and conducts high-level discovery conversations"
Measurable: Move the metric this drives from ⟨baseline⟩ to ⟨target⟩ by ⟨date⟩.
Achievable: Scoped to this level's jfm complexity/problem-solving rubric: "Solves moderately complex qualification and outreach problems — sequencing multi-channel touches, navigating org structures to decision-makers — within established cadences."
Relevant: Advances the Sales Development · Sales Development mandate for a P2 — Developing Professional.
Time-bound: ⟨date⟩

JFM responsibility (P2)

Applies ICP and persona targeting to prioritize the right prospects across multi-channel outreach

Specific: Deliver: "Applies ICP and persona targeting to prioritize the right prospects across multi-channel outreach"
Measurable: Move the metric this drives from ⟨baseline⟩ to ⟨target⟩ by ⟨date⟩.
Achievable: Scoped to this level's jfm complexity/problem-solving rubric: "Solves moderately complex qualification and outreach problems — sequencing multi-channel touches, navigating org structures to decision-makers — within established cadences."
Relevant: Advances the Sales Development · Sales Development mandate for a P2 — Developing Professional.
Time-bound: ⟨date⟩

JFM responsibility (P2)

Refines outreach messaging and channel sequencing based on prospect response data

Specific: Deliver: "Refines outreach messaging and channel sequencing based on prospect response data"
Measurable: Move the metric this drives from ⟨baseline⟩ to ⟨target⟩ by ⟨date⟩.
Achievable: Scoped to this level's jfm complexity/problem-solving rubric: "Solves moderately complex qualification and outreach problems — sequencing multi-channel touches, navigating org structures to decision-makers — within established cadences."
Relevant: Advances the Sales Development · Sales Development mandate for a P2 — Developing Professional.
Time-bound: ⟨date⟩

Copy / print as textshow ▾

1. Carries harder lead and meeting targets with more autonomy, moving qualified leads through a larger pipeline against quota  [source: JFM responsibility (P2)]
   Specific:    Deliver: "Carries harder lead and meeting targets with more autonomy, moving qualified leads through a larger pipeline against quota"
   Measurable:  Move the metric this drives from ⟨baseline⟩ to ⟨target⟩ by ⟨date⟩.
   Achievable:  Scoped to this level's jfm complexity/problem-solving rubric: "Solves moderately complex qualification and outreach problems — sequencing multi-channel touches, navigating org structures to decision-makers — within established cadences."
   Relevant:    Advances the Sales Development · Sales Development mandate for a P2 — Developing Professional.
   Time-bound:  ⟨date⟩

2. Handles an inbound or outbound SDR specialization, fielding more technical qualification conversations on inbound leads to assess fit  [source: JFM responsibility (P2)]
   Specific:    Deliver: "Handles an inbound or outbound SDR specialization, fielding more technical qualification conversations on inbound leads to assess fit"
   Measurable:  Move the metric this drives from ⟨baseline⟩ to ⟨target⟩ by ⟨date⟩.
   Achievable:  Scoped to this level's jfm complexity/problem-solving rubric: "Solves moderately complex qualification and outreach problems — sequencing multi-channel touches, navigating org structures to decision-makers — within established cadences."
   Relevant:    Advances the Sales Development · Sales Development mandate for a P2 — Developing Professional.
   Time-bound:  ⟨date⟩

3. Navigates company structures to identify decision-makers and conducts high-level discovery conversations  [source: JFM responsibility (P2)]
   Specific:    Deliver: "Navigates company structures to identify decision-makers and conducts high-level discovery conversations"
   Measurable:  Move the metric this drives from ⟨baseline⟩ to ⟨target⟩ by ⟨date⟩.
   Achievable:  Scoped to this level's jfm complexity/problem-solving rubric: "Solves moderately complex qualification and outreach problems — sequencing multi-channel touches, navigating org structures to decision-makers — within established cadences."
   Relevant:    Advances the Sales Development · Sales Development mandate for a P2 — Developing Professional.
   Time-bound:  ⟨date⟩

4. Applies ICP and persona targeting to prioritize the right prospects across multi-channel outreach  [source: JFM responsibility (P2)]
   Specific:    Deliver: "Applies ICP and persona targeting to prioritize the right prospects across multi-channel outreach"
   Measurable:  Move the metric this drives from ⟨baseline⟩ to ⟨target⟩ by ⟨date⟩.
   Achievable:  Scoped to this level's jfm complexity/problem-solving rubric: "Solves moderately complex qualification and outreach problems — sequencing multi-channel touches, navigating org structures to decision-makers — within established cadences."
   Relevant:    Advances the Sales Development · Sales Development mandate for a P2 — Developing Professional.
   Time-bound:  ⟨date⟩

5. Refines outreach messaging and channel sequencing based on prospect response data  [source: JFM responsibility (P2)]
   Specific:    Deliver: "Refines outreach messaging and channel sequencing based on prospect response data"
   Measurable:  Move the metric this drives from ⟨baseline⟩ to ⟨target⟩ by ⟨date⟩.
   Achievable:  Scoped to this level's jfm complexity/problem-solving rubric: "Solves moderately complex qualification and outreach problems — sequencing multi-channel touches, navigating org structures to decision-makers — within established cadences."
   Relevant:    Advances the Sales Development · Sales Development mandate for a P2 — Developing Professional.
   Time-bound:  ⟨date⟩

OKRs

Objectives from this level's core outputs; key results only where a real dimension or capability backs them.

JFM responsibility (P2)

Carries harder lead and meeting targets with more autonomy, moving qualified leads through a larger pipeline against quota

From ⟨baseline⟩ to ⟨target⟩ by ⟨date⟩ — tied to: "Carries harder lead and meeting targets with more autonomy, moving qualified leads through a larger pipeline against quota"
Evidence at this level's scope bar: "Defined deliverables / small features" — ⟨target⟩ by ⟨date⟩

JFM responsibility (P2)

Handles an inbound or outbound SDR specialization, fielding more technical qualification conversations on inbound leads to assess fit

From ⟨baseline⟩ to ⟨target⟩ by ⟨date⟩ — tied to: "Handles an inbound or outbound SDR specialization, fielding more technical qualification conversations on inbound leads to assess fit"
Evidence at this level's autonomy bar: "General supervision; reviewed at milestones" — ⟨target⟩ by ⟨date⟩

JFM responsibility (P2)

Navigates company structures to identify decision-makers and conducts high-level discovery conversations

From ⟨baseline⟩ to ⟨target⟩ by ⟨date⟩ — tied to: "Navigates company structures to identify decision-makers and conducts high-level discovery conversations"
Evidence at this level's complexity bar: "Some non-routine problems; applies established patterns" — ⟨target⟩ by ⟨date⟩

JFM responsibility (P2)

Applies ICP and persona targeting to prioritize the right prospects across multi-channel outreach

From ⟨baseline⟩ to ⟨target⟩ by ⟨date⟩ — tied to: "Applies ICP and persona targeting to prioritize the right prospects across multi-channel outreach"
Evidence at this level's impact bar: "Own and immediate-team deliverables" — ⟨target⟩ by ⟨date⟩

JFM responsibility (P2)

Refines outreach messaging and channel sequencing based on prospect response data

From ⟨baseline⟩ to ⟨target⟩ by ⟨date⟩ — tied to: "Refines outreach messaging and channel sequencing based on prospect response data"
Evidence at this level's decision rights bar: "Routine technical choices within guidance" — ⟨target⟩ by ⟨date⟩

Copy / print as textshow ▾

Objective 1: Carries harder lead and meeting targets with more autonomy, moving qualified leads through a larger pipeline against quota  [source: JFM responsibility (P2)]
  KR1. From ⟨baseline⟩ to ⟨target⟩ by ⟨date⟩ — tied to: "Carries harder lead and meeting targets with more autonomy, moving qualified leads through a larger pipeline against quota"
  KR2. Evidence at this level's scope bar: "Defined deliverables / small features" — ⟨target⟩ by ⟨date⟩

Objective 2: Handles an inbound or outbound SDR specialization, fielding more technical qualification conversations on inbound leads to assess fit  [source: JFM responsibility (P2)]
  KR1. From ⟨baseline⟩ to ⟨target⟩ by ⟨date⟩ — tied to: "Handles an inbound or outbound SDR specialization, fielding more technical qualification conversations on inbound leads to assess fit"
  KR2. Evidence at this level's autonomy bar: "General supervision; reviewed at milestones" — ⟨target⟩ by ⟨date⟩

Objective 3: Navigates company structures to identify decision-makers and conducts high-level discovery conversations  [source: JFM responsibility (P2)]
  KR1. From ⟨baseline⟩ to ⟨target⟩ by ⟨date⟩ — tied to: "Navigates company structures to identify decision-makers and conducts high-level discovery conversations"
  KR2. Evidence at this level's complexity bar: "Some non-routine problems; applies established patterns" — ⟨target⟩ by ⟨date⟩

Objective 4: Applies ICP and persona targeting to prioritize the right prospects across multi-channel outreach  [source: JFM responsibility (P2)]
  KR1. From ⟨baseline⟩ to ⟨target⟩ by ⟨date⟩ — tied to: "Applies ICP and persona targeting to prioritize the right prospects across multi-channel outreach"
  KR2. Evidence at this level's impact bar: "Own and immediate-team deliverables" — ⟨target⟩ by ⟨date⟩

Objective 5: Refines outreach messaging and channel sequencing based on prospect response data  [source: JFM responsibility (P2)]
  KR1. From ⟨baseline⟩ to ⟨target⟩ by ⟨date⟩ — tied to: "Refines outreach messaging and channel sequencing based on prospect response data"
  KR2. Evidence at this level's decision rights bar: "Routine technical choices within guidance" — ⟨target⟩ by ⟨date⟩

MBO areas

Key result areas from this level's responsibilities, each with a standard grounded in the canon leveling rubric where one exists.

Area	Standard	Target	Due
Carries harder lead and meeting targets with more autonomy, moving qualified leads through a larger pipeline against quota	Consistent with this level's jfm knowledge-application rubric: "Applies judgment in familiar prospecting contexts, adapting messaging and channel mix to persona and inbound/outbound specialization; handles more technical qualification conversations on inbound leads."	⟨target⟩	⟨date⟩
Handles an inbound or outbound SDR specialization, fielding more technical qualification conversations on inbound leads to assess fit	Consistent with this level's jfm knowledge-application rubric: "Applies judgment in familiar prospecting contexts, adapting messaging and channel mix to persona and inbound/outbound specialization; handles more technical qualification conversations on inbound leads."	⟨target⟩	⟨date⟩
Navigates company structures to identify decision-makers and conducts high-level discovery conversations	Consistent with this level's jfm knowledge-application rubric: "Applies judgment in familiar prospecting contexts, adapting messaging and channel mix to persona and inbound/outbound specialization; handles more technical qualification conversations on inbound leads."	⟨target⟩	⟨date⟩
Applies ICP and persona targeting to prioritize the right prospects across multi-channel outreach	Consistent with this level's jfm knowledge-application rubric: "Applies judgment in familiar prospecting contexts, adapting messaging and channel mix to persona and inbound/outbound specialization; handles more technical qualification conversations on inbound leads."	⟨target⟩	⟨date⟩
Refines outreach messaging and channel sequencing based on prospect response data	Consistent with this level's jfm knowledge-application rubric: "Applies judgment in familiar prospecting contexts, adapting messaging and channel mix to persona and inbound/outbound specialization; handles more technical qualification conversations on inbound leads."	⟨target⟩	⟨date⟩

Copy / print as textshow ▾

1. Area: Carries harder lead and meeting targets with more autonomy, moving qualified leads through a larger pipeline against quota  [source: JFM responsibility (P2) — reused, no distinct responsibility content]
   Standard: Consistent with this level's jfm knowledge-application rubric: "Applies judgment in familiar prospecting contexts, adapting messaging and channel mix to persona and inbound/outbound specialization; handles more technical qualification conversations on inbound leads."
   Target:   ⟨target⟩   Due: ⟨date⟩

2. Area: Handles an inbound or outbound SDR specialization, fielding more technical qualification conversations on inbound leads to assess fit  [source: JFM responsibility (P2) — reused, no distinct responsibility content]
   Standard: Consistent with this level's jfm knowledge-application rubric: "Applies judgment in familiar prospecting contexts, adapting messaging and channel mix to persona and inbound/outbound specialization; handles more technical qualification conversations on inbound leads."
   Target:   ⟨target⟩   Due: ⟨date⟩

3. Area: Navigates company structures to identify decision-makers and conducts high-level discovery conversations  [source: JFM responsibility (P2) — reused, no distinct responsibility content]
   Standard: Consistent with this level's jfm knowledge-application rubric: "Applies judgment in familiar prospecting contexts, adapting messaging and channel mix to persona and inbound/outbound specialization; handles more technical qualification conversations on inbound leads."
   Target:   ⟨target⟩   Due: ⟨date⟩

4. Area: Applies ICP and persona targeting to prioritize the right prospects across multi-channel outreach  [source: JFM responsibility (P2) — reused, no distinct responsibility content]
   Standard: Consistent with this level's jfm knowledge-application rubric: "Applies judgment in familiar prospecting contexts, adapting messaging and channel mix to persona and inbound/outbound specialization; handles more technical qualification conversations on inbound leads."
   Target:   ⟨target⟩   Due: ⟨date⟩

5. Area: Refines outreach messaging and channel sequencing based on prospect response data  [source: JFM responsibility (P2) — reused, no distinct responsibility content]
   Standard: Consistent with this level's jfm knowledge-application rubric: "Applies judgment in familiar prospecting contexts, adapting messaging and channel mix to persona and inbound/outbound specialization; handles more technical qualification conversations on inbound leads."
   Target:   ⟨target⟩   Due: ⟨date⟩

Scorecard

Only perspectives with real canon backing are shown — no Financial or Customer perspective, since nothing in the canon grounds business-financial or customer measures for a role alone.

Internal process

"Carries harder lead and meeting targets with more autonomy, moving qualified leads through a larger pipeline against quota"→ ⟨target⟩ by ⟨date⟩
"Handles an inbound or outbound SDR specialization, fielding more technical qualification conversations on inbound leads to assess fit"→ ⟨target⟩ by ⟨date⟩
"Navigates company structures to identify decision-makers and conducts high-level discovery conversations"→ ⟨target⟩ by ⟨date⟩
"Applies ICP and persona targeting to prioritize the right prospects across multi-channel outreach"→ ⟨target⟩ by ⟨date⟩
"Refines outreach messaging and channel sequencing based on prospect response data"→ ⟨target⟩ by ⟨date⟩

Role calibration

Meets the scope bar: "Defined deliverables / small features"→ ⟨target⟩ by ⟨date⟩
Meets the autonomy bar: "General supervision; reviewed at milestones"→ ⟨target⟩ by ⟨date⟩
Meets the complexity bar: "Some non-routine problems; applies established patterns"→ ⟨target⟩ by ⟨date⟩
Meets the impact bar: "Own and immediate-team deliverables"→ ⟨target⟩ by ⟨date⟩
Meets the decision rights bar: "Routine technical choices within guidance"→ ⟨target⟩ by ⟨date⟩
Meets the leadership bar: "May guide interns"→ ⟨target⟩ by ⟨date⟩

Copy / print as textshow ▾

Internal process
  - "Carries harder lead and meeting targets with more autonomy, moving qualified leads through a larger pipeline against quota"  →  ⟨target⟩ by ⟨date⟩   [source: JFM responsibility (P2)]
  - "Handles an inbound or outbound SDR specialization, fielding more technical qualification conversations on inbound leads to assess fit"  →  ⟨target⟩ by ⟨date⟩   [source: JFM responsibility (P2)]
  - "Navigates company structures to identify decision-makers and conducts high-level discovery conversations"  →  ⟨target⟩ by ⟨date⟩   [source: JFM responsibility (P2)]
  - "Applies ICP and persona targeting to prioritize the right prospects across multi-channel outreach"  →  ⟨target⟩ by ⟨date⟩   [source: JFM responsibility (P2)]
  - "Refines outreach messaging and channel sequencing based on prospect response data"  →  ⟨target⟩ by ⟨date⟩   [source: JFM responsibility (P2)]

Role calibration
  - Meets the scope bar: "Defined deliverables / small features"  →  ⟨target⟩ by ⟨date⟩   [source: level dimension (Scope)]
  - Meets the autonomy bar: "General supervision; reviewed at milestones"  →  ⟨target⟩ by ⟨date⟩   [source: level dimension (Autonomy)]
  - Meets the complexity bar: "Some non-routine problems; applies established patterns"  →  ⟨target⟩ by ⟨date⟩   [source: level dimension (Complexity)]
  - Meets the impact bar: "Own and immediate-team deliverables"  →  ⟨target⟩ by ⟨date⟩   [source: level dimension (Impact)]
  - Meets the decision rights bar: "Routine technical choices within guidance"  →  ⟨target⟩ by ⟨date⟩   [source: level dimension (Decision rights)]
  - Meets the leadership bar: "May guide interns"  →  ⟨target⟩ by ⟨date⟩   [source: level dimension (Leadership)]