Position Overview

We are looking for a motivated Sales Development Representative to support customer acquisition and revenue growth by identifying prospective business customers, initiating commercial conversations, and qualifying sales opportunities. This position is ideal for a results-driven professional who enjoys prospect research, professional communication, and developing a consistent pipeline of potential clients.

The successful candidate will work closely with account executives, marketing specialists, and business development colleagues to identify target organisations, understand their needs, and arrange qualified sales meetings. The role focuses on building the early stages of the sales pipeline, improving outreach effectiveness, and ensuring that prospective customers receive relevant and professional communication.

Key Responsibilities

• Research target companies, industries, and decision-makers to identify suitable business prospects.
• Generate qualified leads through email outreach, telephone calls, professional networking platforms, referrals, and other approved channels.
• Initiate conversations with prospective customers to understand their business requirements and assess potential fit.
• Qualify leads according to agreed criteria, including customer needs, purchasing authority, business relevance, and sales readiness.
• Schedule introductory meetings and product demonstrations for relevant sales or account management colleagues.
• Maintain accurate prospect information, communication histories, and follow-up schedules within the CRM system.
• Collaborate with marketing teams to align outreach campaigns with target customer segments and commercial priorities.
• Test and refine messaging, outreach sequences, and prospecting approaches to improve engagement and conversion rates.
• Track key performance indicators, including outreach activity, response rates, qualified leads, meetings booked, and pipeline contribution.
• Follow up with prospective customers consistently while maintaining professional communication standards.
• Share prospect feedback and recurring customer objections with sales, marketing, and product teams.
• Contribute to regular sales pipeline reviews and the development of practical lead-generation strategies.

Candidate Requirements

• Degree or diploma in Business, Marketing, Communications, Sales, or a related field; equivalent practical experience is also valued.
• One to three years of experience in sales development, lead generation, customer acquisition, telesales, or B2B customer-facing roles.
• Strong written and verbal communication skills, with the confidence to engage business decision-makers.
• Ability to research prospects, identify customer needs, and communicate value propositions clearly.
• Familiarity with CRM systems and sales prospecting tools.
• Good organisational skills and the ability to manage multiple outreach activities and follow-up schedules.
• A target-oriented approach supported by professionalism, persistence, and accurate recordkeeping.
• Willingness to learn new products, industries, and sales methodologies.
• Professional working proficiency in English; Estonian or other relevant European languages are an advantage.

Ideal Candidate

The ideal candidate is curious, disciplined, and comfortable initiating conversations with new prospects. They can combine structured prospecting with personalised communication and understand that sustainable sales growth depends on lead quality as well as activity volume.

Performance Expectations

Performance will be measured through qualified lead generation, meeting conversion, outreach effectiveness, CRM accuracy, pipeline contribution, and adherence to agreed sales development targets.

Why Join This Opportunity?

This role offers a practical route to developing a career in B2B sales and commercial growth in Estonia. The successful candidate will gain experience in customer acquisition, sales technology, prospect qualification, and pipeline development while contributing to the organisation’s wider revenue objectives.

Are you interested in this position?

Apply by clicking on the “Apply Now” Button below!

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