We are restructuring our Sales function from the ground up and seeking a high-performing Sales Development Representative to help shape and scale our outbound and inbound motion across the North American (primarily) market. This is not a “list-calling” role.
This is an ownership-driven position for someone who understands ICP-based prospecting, uses AI to outperform traditional outreach, and thrives in a highly agile yet structured, high-accountability, high-pace environment. Only true self-drivers with an AI-first adoption mindset will be successful in this role.
You will be responsible for identifying, qualifying, and advancing opportunities for custom software development with a focus on AI-driven solutions. You will be prospecting your own opportunities a lot, as well as working with the incoming leads generated by marketing.
SDR is expected to contribute to the continuous improvement of sales playbooks and help design scalable inbound & outbound infrastructure.
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.
