Sales Development Representative

Role Overview:

The SDR will be responsible for building and qualifying pipeline in support of the Account Executive (AE), covering prospecting, lead qualification, discovery, and cross-functional collaboration with Marketing.

Key Responsibilities:
Prospecting & Lead Generation:

• Research and identify target accounts/prospects that fit the Ideal Customer Profile (ICP).
• Build and maintain prospect lists in HubSpot.
• Use LinkedIn Sales Navigator as an additional prospecting tool.
• Monitor trigger events (funding rounds, leadership changes, expansions) that signal buying intent.

Outbound Outreach:

• Cold calling, cold emailing, and LinkedIn outreach to generate interest.
• Personalize outreach sequences rather than relying purely on generic templates.
• Follow up persistently (multi-touch cadences) without being pushy.

Inbound Lead Qualification:

• Respond quickly to inbound leads (demo requests, contact form fills, content downloads).
• Qualify leads using a structured framework (e.g., BANT or MEDDIC).
• Filter out poor-fit leads before they reach the AE.

Discovery & Handoff:

• Run short discovery calls to uncover pain points, use case, and buying stage.
• Book qualified meetings/demos onto the AE's calendar.
• Conduct an initial demo of the platform, with the AE joining the call for assistance.
• Provide clean handoff notes so the AE is not starting from zero on the call.

CRM & Pipeline Hygiene:

• Log all activity, notes, and lead status accurately in the CRM.
• Keep lead/contact records updated so reporting and forecasting stay accurate.
• Track own metrics (calls made, emails sent, meetings booked, conversion rates).

Collaboration with Sales & Marketing:

• Work closely with the AE on target account strategy and territory planning.
• Work closely with Marketing to generate ideas for campaigns, ICP targets, and messaging.
• Give feedback to Marketing on lead quality and messaging that is/isn't resonating.
• Participate in call reviews or coaching sessions to improve pitch and objection handling.

Continuous Pipeline Building:

• Consistently fill the top of the funnel so the AE always has a healthy pipeline.
• Re-engage cold/dormant leads periodically.
• Stay current on product positioning, competitive landscape, and messaging.

What We're Looking For:

• 1- 3 years of experience in sales, lead generation, or a similar role (preferably B2B sales experience in IT).
• Understanding of the IT, SaaS, Cloud, or Telco landscape.
• Experience with CRM software (e.g., HubSpot) is a plus.
• Passion about your role and contribution to the company vision.
• Positive attitude towards customers, the company, and colleagues.
• Energy and self-drive - eager to learn and keen to share.
• Exceptional communication skills and the ability to listen carefully.
• Professionalism and tact - hold yourself to high standards.
• Good organizational, time-management, and prioritizing skills.
• Excellent written and verbal English communication skills.
• A result-driven personality.

What We Offer:

• Remote-First Flexibility: Enjoy the flexibility of a remote-first work model while staying connected with your team through a couple of in-office days each week.
• Work with Global Tech Leaders: Collaborate on solutions used by some of the biggest names in the industry, including Adobe, AWS, Cisco, Google, IBM, Microsoft, Lenovo, and Liquid. Your work will help shape how these companies deliver services across the globe.
• Skilled, International Team: Work alongside experienced professionals in a collaborative, multicultural environment. We value technical excellence, clear communication, and mutual support.
• Professional Development: Advance your skills with access to Microsoft certifications and continuous learning opportunities tailored to your role.
• Comprehensive Health Coverage: We provide medical insurance to support your health and well-being.
• Mobile Phone Coverage: Stay connected without worrying about your mobile phone bill - we cover your mobile phone expenses.
• Free Company Lunches: Recharge during the workday with complimentary lunches provided by the company.
• Referral Rewards: Help us grow our team—our employee referral program recognizes and rewards your successful referrals.