Sales Development Representative

What We Value in a New Master

• 2+ years of experience in sales development, business development, or similar roles, in custom software, IT services, or AI/digital transformation.
• Proven and verifiable track record of successfully generating outbound qualified leads and achieving targets/quotas.
• Experience with and deep understanding of the North American market (US & Canada).
• Exceptional communication, negotiation, and interpersonal skills, with the ability to engage with prospects at a director to C-Suite level.
• Strong grasp of custom development lifecycle, IT services sales model, and T&M/Fixed Price engagements.
• Strong research and analytical skills to identify and connect with prospects with tailored messaging around custom development services, with a focus on AI-driven solutions and digital transformations consulting and implementation.
• Hands-on with HubSpot (required), LinkedIn Sales Navigator, HeyReach, Clay, and other sales engagement and enrichment platforms. Demonstrated use of AI tools in daily sales execution.
• Self-motivated, results-oriented, and capable of working independently in a fast-paced environment.
• Advanced English.

How You'll Contribute

• Outbound Prospecting (Primary Focus)
  • Research and identify prospects that fall within our ICP using strategic messaging, calling, and hitting the right channels.
  • Build and maintain high-quality target lists (US & Canada).
  • Collaborate with the sales and marketing teams to design and execute outbound campaigns and optimize outreach strategies.
  • Provide insights and feedback to refine messaging and improve lead-generation tactics.
  • Execute multi-channel outreach (LinkedIn, email, calls). Continuously test and optimize outreach (A/B testing, sequencing, segmentation).
  • Utilize Sales Navigator, HubSpot, Clay (or similar) to identify decision-makers, enrich data, and detect buying signals.
  • Do 1st intro and qualification calls to generate sales-qualified opportunity meetings for Sales / Pre-Sales.
• Inbound Lead Qualification
  • Promptly respond to and qualify inbound leads.
  • Conduct discovery calls to identify business pain, budget/timeline, complexity, and decision-making process.
  • Determine fit against ICP. Move qualified leads to the Sales Manager or Pre-Sales.
• CRM & Process Discipline
  • Maintain, update, and add detailed notations of all interactions with prospects in the CRM (HubSpot). Keep clean activity logs and reports.
  • Track outreach metrics and conversion rates.
  • Provide feedback on ICP and messaging effectiveness to marketing and pre-sales. Contribute to building scalable sales processes.
• AI-Enabled Sales Execution
  • Demonstrate hands-on AI tool use to improve personalization, response rates, sequence generation, and performance analysis.
  • Continuously explore and implement AI tools to boost SDR productivity. Operate with an AI-first prospecting mindset.
• Business acumen
  • Stay informed on industry trends, competitors, and emerging opportunities to position our solutions effectively.
  • Engage in continuous learning on how we can generate more leads and perhaps expand our ICP coverage.
  • Consistently meet and exceed monthly and quarterly targets for lead generation and qualified opportunities.