Company Overview

The organisation is focused on expanding its commercial reach by identifying prospective customers, exploring new market segments, and developing a consistent flow of qualified business opportunities. Its approach to growth depends on structured sales activity, reliable market intelligence, clear communication, and effective collaboration between sales and marketing functions.

This role supports the early stages of the customer acquisition process. It offers an opportunity for a commercially motivated professional to research potential markets, engage relevant business contacts, and help create a reliable foundation for future sales growth. The position is suitable for someone who enjoys prospect research, initiating conversations, identifying customer needs, and turning initial interest into qualified opportunities.

Role Summary

The Sales Development Executive — New Markets will focus on researching target industries, identifying suitable prospective customers, initiating outreach, and qualifying leads for further engagement by the sales team. The role is centred on building a strong and consistent pipeline rather than relying solely on inbound enquiries.

The successful candidate will combine analytical research with practical sales communication. They will investigate potential customer segments, identify relevant decision-makers, personalise outreach messages, conduct initial qualification conversations, and arrange meetings with prospects who demonstrate a suitable level of interest and commercial fit.

Working remotely within Estonia, the executive will maintain accurate prospect records, monitor outreach effectiveness, and contribute to improvements in lead generation and qualification processes. The role requires persistence, attention to detail, professional communication, and the ability to learn about unfamiliar markets and customer requirements.

Key Responsibilities

• Research new industries, customer segments, geographic markets, and business categories that may offer opportunities for commercial expansion.
• Identify organisations that match established customer profiles, taking into account factors such as business activity, potential needs, operational scale, and suitability for the organisation’s offerings.
• Build and maintain prospect lists using appropriate public business information, professional networks, prospecting tools, and approved internal resources.
• Identify relevant contacts within target organisations, including department leaders, purchasing stakeholders, business owners, and other decision-makers.
• Develop personalised outreach messages that explain the purpose of the contact and communicate a relevant business value proposition.
• Conduct structured outbound prospecting through approved channels, including professional email communication, telephone outreach, and online networking.
• Respond professionally to initial enquiries, assess the nature of customer interest, and determine whether further sales engagement is appropriate.
• Ask focused qualification questions to understand the prospect’s current situation, business objectives, potential requirements, purchasing priorities, and expected decision timeline.
• Evaluate prospects against agreed qualification criteria and distinguish between immediate opportunities, longer-term prospects, and contacts that are not currently suitable.
• Schedule introductory meetings, product discussions, or discovery calls for relevant sales colleagues and provide clear notes on the prospect’s needs and background.
• Follow up consistently with prospects who have expressed interest, ensuring that communication remains timely, relevant, and professional.
• Record outreach activity, prospect responses, qualification details, meeting outcomes, and next steps in the organisation’s CRM system.
• Monitor key sales development indicators, such as outreach volume, response rates, qualified leads, meeting conversion, and the progression of opportunities into the sales pipeline.
• Test and refine prospecting approaches, subject lines, messaging, and follow-up sequences based on observed results and approved sales practices.
• Work with marketing colleagues to align prospecting activity with campaign priorities, target customer profiles, and relevant market insights.
• Share feedback about customer objections, common questions, emerging requirements, and market conditions to support improvements in sales messaging and positioning.
• Maintain organised records and protect customer and prospect information in accordance with applicable privacy requirements and internal procedures.

Requirements and Qualifications

• Education in Business, Marketing, Sales, Communications, Economics, or a related field is beneficial but may be supplemented by relevant professional experience.
• Previous experience in sales development, lead generation, customer acquisition, telesales, business research, or a related commercial position is advantageous.
• Strong research skills and the ability to identify relevant organisations and contacts using reliable information sources.
• Excellent written communication skills, including the ability to produce concise, personalised, and professional outreach messages.
• Clear verbal communication and the confidence to initiate business conversations with unfamiliar contacts.
• Good questioning and listening skills, with the ability to recognise customer needs and qualify potential opportunities without making unsupported assumptions.
• A disciplined approach to follow-up, task management, record-keeping, and meeting agreed activity targets.
• Familiarity with CRM platforms, spreadsheets, email tools, online meeting applications, and digital prospecting systems.
• The ability to manage repetitive tasks while maintaining quality, accuracy, and professionalism.
• Resilience when handling unanswered outreach, objections, and changing prospect priorities.
• An analytical mindset and willingness to review performance data to improve sales development outcomes.
• Professional English communication skills; Estonian language ability or additional languages may be valuable for specific markets.
• The ability to work independently, receive feedback constructively, and coordinate effectively with a remote sales team.

Technical Environment

The role may use CRM and lead-management platforms, business research tools, professional networking services, email outreach applications, spreadsheet software, video-conferencing systems, and sales performance dashboards. The successful candidate should be able to maintain structured digital records, follow approved outreach processes, and use activity data to identify areas for improvement.

Benefits

• Remote working within Estonia, with flexibility to organise daily prospecting and follow-up activities.
• Full-time, permanent employment offering continuity and opportunities to develop a career in sales and business development.
• Practical experience in market research, customer acquisition, lead qualification, and commercial communication.
• Opportunities to develop sales technology skills and a stronger understanding of B2B customer behaviour.
• Collaboration with sales and marketing colleagues on market expansion and pipeline development.
• A role where consistent execution, curiosity, organisation, and measurable contribution are valued.
• Opportunities to take on broader sales responsibilities as experience and business needs develop.

Application Instructions

Candidates should submit an up-to-date CV and a tailored application through the organisation’s designated application channel. Applications should describe relevant experience in prospecting, lead generation, customer communication, market research, or other activities that support business growth.

Applicants may include examples of how they researched a target market, approached prospective customers, qualified a lead, or improved an outreach process. Shortlisted candidates may be invited to complete a practical exercise involving prospect identification, outreach preparation, or lead qualification, followed by a discussion about their working methods and suitability for a remote role.

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