Sales Development Representative I

The Sales Development Representative I is responsible for prospecting, qualifying and generating new sales leads to support Sales Account Executives (AEs) in assigned territory. The BDR is a highly motivated, self-starter able to identify and develop new business prospects from multiple sources including inbound marketing leads, prospect lists, discovery and individual research. 

As a Sales Development Representative (SDR) at HSI Donesafe, you will be a key player in driving our sales efforts by managing inbound lead qualification and conducting outbound prospecting to high-intent leads. You will be responsible for creating new sales opportunities, scheduling meetings, and building a strong pipeline that contributes directly to our revenue goals.

This role involves a mix of inbound and outbound engagement, focusing on driving conversations with qualified prospects, managing follow-ups, and ensuring the smooth transition of leads through the sales process. Your success will be measured by your ability to meet specific targets for meetings, opportunities, and revenue alongside meeting required activity levels.

Key Accountabilities

• Respond to marketing generated leads - Follow immediately to all inbound leads and cadence these leads to ensure ongoing communication in an effort to set meetings for sales team members.
• Pursue outbound opportunities - Leverage diverse sources of information such as intent data, website visitors, live chat, LinkedIn, events, and marketing campaign engagement to create new outbound opportunities, build connections, and advance relationships through the sales funnel.
• Drive consideration - Guide prospects from awareness and interest to active consideration of both the solution and the brand, ensuring higher conversion rates to opportunities and increasing the likelihood of closing deals.
• Help build relationships - Build trust through a multi-touchpoint process, creating rapport by educating prospects, understanding their pain points, and qualifying needs. The ultimate goal is to foster genuine connections, ensuring prospects feel confident and engaged throughout the process.
• Nurture pipeline - Actively build, maintain, and engage a nurture pipeline of prospects across industries. SDRs will identify each prospect's stage in the nurture process and implement strategies to progress and accelerate the pipeline toward conversion.
• Accelerate sales pipeline - Collaborate closely with the sales team to accelerate the sales pipeline by maintaining active engagement with prospects throughout the process, ensuring seamless coordination and driving momentum toward deal closure.
• Stay engaged through deal close - Work closely with both sales to ensure prospects in the pipeline are actively progressing, focusing on preventing opportunity leakage, drop-offs, and closed-lost scenarios, ultimately supporting the sales team in closing deals.
• Expand revenue - Focus on driving up-sell and cross-sell opportunities after closed-won deals, working to expand revenue from existing customers through continued engagement and strategic follow-up.

Lead Coordination & Allocation 

• Responsible for managing lead capture, qualification and triage of inbound leads across both the partner and inside sales organisations.  
• SDRs are expected to maintain data accuracy by promptly logging all activities, notes, and follow-up engagements into SFDC and related systems in a timely manner.
• Oversee and manage the centralised lead coordination process to ensure inbound enquiry channels are actively managed with leads are correctly allocated under correct sales territories and partners.  
• Qualify and book demo/sales appointments off the back of follow up phone calls or emails to coordinate meeting availability. Qualification based on understanding budgets, decision-making process, need and timeline at minimum.
• Work closely with Field Marketing Manager to ensure success of marketing demand generation campaigns are maximised and supported.  

Lead Generation  

• Engage warm lead prospects generated by marketing and make first contact with those accounts to generate interest – such as leveraging survey engagement, whitepaper, and webinar opportunities.  
• Generate new business opportunities through professional, dedicated prospecting via “warm calling”, email and LinkedIn outreach.  
• Drive uptake and higher response rates across events/webinar registrations, insights surveys & content marketing through phone follow up.  
• Nurture warm prospects previously engaged through webinars, events, content downloads, or marketing led campaigns to opportunity.  
• Help cross-sell and up-sell by leveraging existing customer bases from other product verticals and brands within the HSI portfolio of brands.  
• Re-activate and re-engage un-converted lead opportunities with win-back campaigns. 
• Support lead generation efforts through Live Chat. 
• Participate in marketing led events, trade shows etc. to help generate prospects. 
• Maintain an accurate record of all activities and account information in Salesforce and strategically follow-up with prospects.  
• Develop and nurture connections/relationships with prospects by phone or email 

• Minimum of 3 years of experience in Sales Development or Business Development within B2B SaaS companies.
• Proven track record of successfully prospecting and qualifying mid to enterprise-level markets in the B2B SaaS sector.
• Exceptional communication skills with the ability to articulate complex SaaS products and solutions to senior-level executives.
• Working knowledge of B2B SaaS business models, sales cycles, and industry trends.
• Capable of effectively communicating value propositions for sophisticated SaaS offerings without relying on product demos.
• Self-motivated and driven, with a consistent history of meeting and exceeding performance goals in a B2B SaaS environment.
• Experienced with LinkedIn Sales Navigator and other prospecting tools like ZoomInfo.
• Proficient in Salesforce CRM and other relevant B2B SaaS sales tools.
• Genuine interest in emerging SaaS technologies and their application in solving business challenges.
• Bachelor's degree in Business, Marketing, Computer Science, or a related field preferred.
• Certifications in B2B sales methodologies (e.g., Challenger Sale, MEDDIC) are a plus.

Competencies

• Adaptability - Ability to readily modify approach, respond to, and integrate changes in the fast-paced B2B SaaS market with minimal personal resistance.
• Communication Excellence - Exceptional interpersonal, verbal, and written communication skills, with the ability to articulate complex SaaS solutions to senior-level executives.
• Grit and Resilience - Demonstrates the desire and willingness to go beyond expectations to meet goals, persevering through challenges in the B2B sales cycle.
• Time Management and Prioritization - Effectively balances multiple tasks, prioritizing high-value activities to maximize productivity in a demanding sales environment.
• Initiative and Proactivity - Identifies opportunities, anticipates challenges, and takes action to capitalize on potential leads or resolve issues in the B2B SaaS space.
• Continuous Learning - Proactively deepens knowledge of B2B SaaS products, solutions, and industry trends through self-directed learning, collaboration with subject matter experts, and market research.
• Consultative Selling Approach - Ability to understand client business needs and effectively communicate value propositions of sophisticated SaaS offerings without relying on product demos.