SFG20

Sales Development Rep

• Build a high-quality pipeline through structured outbound prospecting into target accounts aligned with SFG20’s Ideal Customer Profile (ICP).
• Identify, prioritise, and systematically engage key accounts using multiple channels (phone, email, LinkedIn, strategic research).
• Map organisations to identify stakeholders, decision-makers, and influencers, clarifying account structures and opportunities.
• Run proactive outreach aligned with defined sales plays and industry value propositions.
• Own early-stage opportunity development, moving prospects from initial engagement to qualified pipeline.
• Qualify opportunities using defined frameworks (e.g. MEDDICC/BANT) to ensure pipeline meets clear criteria.
• Validate customer pain points, business drivers, decision processes, and commercial potential.
• Ensure opportunities fit SFG20’s ICP, showing clear need and buying intent.
• Maintain pipeline quality by challenging and disqualifying where needed.
• Secure quality meetings and demonstrations for Account Executives with clear objectives and next steps.
• Provide thorough handovers, including stakeholder mapping, pain points, qualification, and deal context.
• Develop deep understanding of target industries, buyer personas, and use cases.
• Continuously refine account lists using insights, data, and feedback.
• Position as a credible, insight-driven first contact, adding value to each interaction.
• Stay updated on industry trends, competitors, and market dynamics to spot new opportunities.

Sales Development Representative