Company Overview

The organisation aims to expand its customer base through structured prospecting, targeted outreach, and meaningful engagement with potential customers. Its commercial teams work together to identify suitable prospects, understand business needs, communicate product value, and develop qualified opportunities for the wider sales organisation.

The organisation is seeking a Sales Development Representative to support its lead generation and early-stage sales activities. This role is an important part of the commercial process, helping ensure that sales teams engage with relevant prospects and maintain a consistent flow of qualified business opportunities.

Role Summary

The Sales Development Representative will identify prospective customers, initiate professional contact, qualify potential opportunities, and arrange meetings for account executives or business development managers. The successful candidate will research target organisations, conduct personalised outreach, follow up with interested prospects, and maintain accurate records of engagement activities.

Working remotely from Estonia, the role requires confidence in written and verbal communication, an organised approach to prospect management, and the ability to work toward agreed activity and qualification targets. The ideal candidate will be persistent without being intrusive, comfortable communicating with business decision-makers, and motivated to develop a career in B2B sales.

Key Responsibilities

• Research target markets, industries, organisations, and relevant decision-makers to identify potential customers.

• Build and maintain prospect lists based on agreed customer profiles, commercial priorities, and market segments.

• Conduct outbound prospecting through approved channels, including email, telephone, professional networking platforms, and other appropriate outreach methods.

• Respond to inbound enquiries and assess whether prospective customers align with the organisation’s products, services, and target market.

• Personalise outreach messages based on prospect research, business needs, industry context, and relevant value propositions.

• Initiate conversations with prospective customers to understand their challenges, current arrangements, and potential interest in available solutions.

• Ask relevant qualification questions to assess customer fit, business needs, purchasing timelines, and readiness for further discussions.

• Schedule discovery meetings, demonstrations, or consultations for account executives and other relevant sales colleagues.

• Maintain accurate CRM records, including contact details, outreach history, qualification notes, responses, and agreed next steps.

• Follow up with prospects consistently while respecting communication preferences, applicable marketing rules, and opt-out requests.

• Coordinate with sales and marketing teams to improve lead quality, outreach messaging, targeting, and campaign effectiveness.

• Monitor prospect engagement and conversion metrics, including response rates, qualified leads, meetings booked, and progression to the next sales stage.

• Keep informed about the organisation’s products, services, customer segments, and competitive positioning.

• Share feedback about common prospect objections, customer needs, market developments, and reasons for unsuccessful engagement.

• Support the development and refinement of prospecting scripts, email templates, qualification questions, and outreach procedures.

• Maintain professional communication standards and represent the organisation accurately in every interaction.

• Manage daily prospecting activities, follow-up schedules, and reporting responsibilities in accordance with agreed sales processes.

Requirements and Qualifications

• Bachelor’s degree in Business Administration, Marketing, Communications, Sales, or a related field is beneficial; equivalent practical experience is also valuable.

• Previous experience in sales development, lead generation, telemarketing, customer engagement, or a related role is an advantage.

• Strong written and verbal communication skills, with the ability to initiate professional conversations and explain business value.

• Confidence conducting outbound outreach and engaging prospects who may have limited prior knowledge of the organisation.

• Understanding of lead qualification, prospect research, sales pipelines, and early-stage B2B sales processes.

• Familiarity with CRM platforms such as Salesforce, HubSpot, or equivalent tools.

• Good computer literacy and the ability to use email, spreadsheets, online research tools, and communication platforms.

• Strong organisational skills and the ability to maintain consistent follow-up across a large number of prospects.

• Resilience when handling unanswered outreach, objections, and changing prospect priorities.

• Ability to research organisations and tailor communication rather than relying exclusively on generic messages.

• Attention to detail when entering contact information, recording conversations, and updating opportunity statuses.

• Professional judgement when handling customer data and following applicable privacy and electronic marketing requirements.

• A goal-oriented mindset and willingness to learn sales techniques, product knowledge, and customer qualification methods.

• Professional English proficiency; additional European language skills are an advantage.

• Ability to work independently and coordinate effectively with sales colleagues in a remote environment.

Benefits

• Remote working arrangement within Estonia.

• Opportunity to develop practical experience in B2B prospecting, lead qualification, and commercial communication.

• Exposure to sales strategy, customer acquisition, and marketing collaboration.

• Opportunities to build skills in CRM management, sales reporting, negotiation preparation, and account development.

• A collaborative sales environment with opportunities to learn from experienced commercial professionals.

• The opportunity to contribute directly to pipeline development and the organisation’s customer acquisition efforts.

Application Instructions

Candidates should submit a current CV outlining their experience in sales development, lead generation, customer engagement, or related commercial activities. Applications should highlight communication skills, experience with CRM systems, and the ability to research prospects and maintain an organised outreach process. Candidates may describe examples of qualifying leads, booking meetings, improving outreach approaches, or contributing to sales pipeline growth. Applicants should demonstrate professionalism, resilience, and the ability to work toward measurable objectives in a remote setting.

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