Company Overview

The organisation supports business growth through structured sales processes that connect interested prospects with relevant products and services. Its customer acquisition function works across marketing and sales to ensure that enquiries are handled promptly, prospective customers receive useful information, and promising opportunities are directed to the appropriate commercial teams.

The organisation recognises that effective lead management requires timely communication, careful qualification, and a clear understanding of customer requirements. Its sales team focuses on building trust during early customer interactions, maintaining reliable records, and improving the conversion of initial enquiries into productive sales conversations.

Role Summary

The Sales Development Representative — Inbound Leads will manage and qualify enquiries generated through websites, marketing campaigns, referrals, events, and other approved channels. The role involves responding to prospective customers, understanding their needs, determining their suitability, and coordinating appropriate next steps with the sales team.

The successful candidate will act as an important early contact for prospective customers, ensuring that enquiries receive professional attention and that relevant information is captured accurately. Through structured discovery conversations and timely follow-ups, the representative will help distinguish high-potential opportunities from enquiries that require additional information or a different type of support.

This position is suited to a detail-oriented communicator who enjoys understanding customer needs, asking relevant questions, and coordinating sales activities. The candidate should be comfortable managing an active enquiry queue, maintaining CRM accuracy, and working collaboratively with marketing and account management colleagues.

Key Responsibilities

• Monitor incoming sales enquiries from websites, email campaigns, referrals, webinars, events, and other approved lead-generation channels.
• Respond to new enquiries promptly and professionally through email, telephone, video calls, or other appropriate communication methods.
• Review available lead information to understand the prospect’s organisation, business context, expressed interests, and initial requirements.
• Conduct preliminary discovery conversations to identify customer challenges, objectives, existing solutions, and potential purchasing needs.
• Qualify inbound leads according to established criteria, including business suitability, level of interest, decision-making involvement, and expected timing.
• Identify opportunities that meet qualification standards and arrange discovery meetings or demonstrations with the appropriate sales representatives.
• Provide prospective customers with accurate introductory information and direct detailed technical or commercial questions to relevant specialists.
• Maintain clear CRM records covering lead sources, contact details, qualification findings, communication histories, and agreed next steps.
• Follow up with prospects who require additional time, information, or internal consultation before progressing to a sales meeting.
• Coordinate with marketing teams to assess lead quality, campaign relevance, enquiry trends, and recurring questions from prospective customers.
• Communicate prospect feedback to relevant colleagues to help improve messaging, lead-generation activities, and the early sales experience.
• Monitor lead response times, qualification rates, meeting conversion rates, and other agreed performance indicators.
• Identify incomplete or duplicate records and support the maintenance of accurate lead information.
• Prioritise enquiries according to agreed service expectations and business rules while ensuring that prospects receive appropriate attention.
• Maintain professional communication standards and follow applicable privacy, data protection, and customer-contact policies.
• Participate in team meetings, coaching sessions, and process reviews to improve qualification methods and customer engagement.

Requirements and Qualifications

• A degree, diploma, or equivalent practical experience in sales, business administration, marketing, communications, or a related area is preferred.
• Experience in inbound sales, customer support, lead qualification, account coordination, or another customer-facing role is advantageous.
• Strong verbal and written communication skills, including the ability to ask focused questions and summarise customer requirements accurately.
• A customer-oriented approach and the ability to build professional rapport during initial conversations.
• Understanding of basic sales qualification, enquiry management, appointment setting, and customer acquisition processes.
• Familiarity with CRM platforms such as Salesforce, HubSpot, Pipedrive, or similar systems.
• Good organisational skills and the ability to manage multiple enquiries, follow-ups, and meeting schedules.
• Ability to distinguish between general information requests and commercially relevant sales opportunities.
• Strong attention to detail when documenting customer information and recording qualification outcomes.
• Confidence communicating with different types of business customers and adapting the approach to their needs.
• Analytical thinking and willingness to review performance indicators to improve lead-handling effectiveness.
• Ability to work independently while coordinating closely with sales, marketing, and customer-facing teams.
• Professional working proficiency in English; Estonian language skills are beneficial when supporting local-language enquiries.

Benefits

• Fully remote working arrangement within Estonia.
• Opportunity to develop expertise in lead qualification, customer discovery, and sales pipeline management.
• Access to CRM systems, communication tools, and structured lead-management processes.
• Collaboration with sales and marketing professionals to improve customer acquisition outcomes.
• Opportunities for professional development in consultative selling, customer communication, and commercial operations.
• A structured working environment with clear responsibilities, defined processes, and regular feedback.
• Opportunities to progress into account executive, sales operations, or other commercial positions based on performance and business requirements.

Application Instructions

Applicants should submit an up-to-date CV highlighting experience in customer communication, inbound enquiry handling, lead qualification, appointment setting, or related sales activities.

Candidates are encouraged to provide examples of how they have managed customer enquiries, organised follow-up activities, maintained CRM records, or helped move prospects towards a defined business outcome. Applicants should also mention any CRM platforms or customer communication tools with which they have experience. No company-specific application contact details are provided in this advert.

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