The organisation operates in the financial technology sector, where businesses increasingly rely on digital payment solutions, financial software, and technology-enabled services to improve the way they manage commercial transactions. Reaching the right prospective customers requires a structured approach to market research, targeted outreach, lead qualification, and early-stage relationship development.

A well-managed sales development function helps commercial teams concentrate on prospects who have a genuine need for the organisation’s services. By identifying relevant businesses, understanding their requirements, and arranging meaningful conversations with decision-makers, the sales development team contributes directly to the quality and consistency of the sales pipeline.

The organisation is seeking a Sales Development Representative (SDR) to support its B2B customer acquisition activities. The successful candidate will work with business development and sales colleagues to identify suitable prospects, conduct professional outreach, qualify potential opportunities, and maintain accurate CRM records.

Role Summary

The Sales Development Representative will focus on generating qualified sales opportunities for the organisation’s fintech products and services. The role involves researching target companies, identifying relevant decision-makers, preparing personalised outreach, conducting initial prospect conversations, and arranging meetings for the appropriate sales representatives.

The successful candidate will use a structured approach to outreach across suitable professional channels, including email, telephone, business networking platforms, and approved prospecting tools. They will be expected to understand the organisation’s target customer profiles, communicate its value proposition clearly, and identify whether a prospect’s requirements justify further commercial engagement.

This position is designed for a motivated professional who enjoys communication, research, and relationship building. It offers an opportunity to develop practical sales skills, learn about fintech products and business customers, and contribute to a measurable commercial pipeline within a remote working environment.

Key Responsibilities

• Prospect research: Identify businesses that fit the organisation’s target customer profile by researching industry, company size, operating model, financial technology requirements, and potential purchasing needs.

• Lead identification: Find relevant business contacts, including decision-makers and influencers in finance, operations, technology, payments, procurement, and business management.

• Target account development: Build and maintain organised lists of target accounts, ensuring that prospect information is relevant, accurate, and appropriately sourced.

• Personalised outreach: Create and execute professional outreach campaigns using approved communication channels, adapting messages to the prospect’s business context and likely challenges.

• Initial prospect engagement: Contact prospective customers to introduce relevant services, understand their needs, and establish whether there is a suitable basis for a further discussion.

• Lead qualification: Ask structured discovery questions to assess business requirements, existing processes, potential pain points, decision-making arrangements, timing, and suitability for the organisation’s offerings.

• Meeting generation: Schedule qualified meetings, product discussions, or discovery calls for business development managers and other relevant sales colleagues.

• CRM management: Record outreach activities, prospect responses, qualification details, meeting outcomes, follow-up tasks, and opportunity status in the CRM system.

• Follow-up coordination: Maintain consistent follow-up with prospects who have expressed interest, ensuring that agreed next steps are completed professionally and within appropriate timeframes.

• Sales collaboration: Work closely with account executives and business development managers to refine target segments, improve qualification criteria, and share information gathered during prospect conversations.

• Campaign execution: Support outbound sales campaigns, industry-specific prospecting initiatives, event follow-ups, and other lead-generation activities aligned with commercial priorities.

• Pipeline reporting: Track outreach volume, response rates, meetings booked, qualified opportunities, conversion rates, and other agreed performance indicators.

• Message optimisation: Review prospect responses and campaign performance to identify improvements in messaging, contact selection, timing, and outreach methods.

• Market intelligence: Collect feedback about customer needs, competing solutions, purchasing objections, and common challenges encountered during prospect conversations.

• Professional representation: Communicate accurately and respectfully with prospects, ensuring that product capabilities, commercial terms, and expected outcomes are represented appropriately.

• Data quality and privacy: Follow internal requirements for handling contact information, maintaining CRM accuracy, and conducting outreach in accordance with applicable privacy and marketing rules.

• Continuous learning: Develop knowledge of fintech products, payment workflows, target industries, sales qualification methods, and the organisation’s commercial positioning.

Requirements and Qualifications

• Bachelor’s degree in Business Administration, Marketing, Communications, Finance, or a related field is desirable; relevant practical experience may also be considered.

• Experience in sales development, lead generation, customer acquisition, telemarketing, account support, or another customer-facing commercial role is advantageous.

• Strong written and verbal communication skills, including the ability to write clear and professional prospecting messages.

• Confidence initiating conversations with business contacts and maintaining a professional approach when handling objections or rejection.

• Ability to research companies and identify relevant prospects based on defined customer profiles.

• Basic understanding of B2B sales processes, lead qualification, sales pipelines, and customer relationship management.

• Familiarity with CRM systems such as HubSpot, Salesforce, Pipedrive, or comparable tools is beneficial.

• Ability to manage outreach lists, record activities accurately, and maintain organised follow-up schedules.

• Strong attention to detail when handling prospect information and updating sales records.

• Good time management and the ability to organise daily activities around outreach, meetings, research, and administrative responsibilities.

• A proactive, target-oriented attitude with the ability to learn from feedback and improve performance.

• Comfortable working with performance metrics and using results to refine outreach methods.

• Ability to work independently in a remote environment while communicating regularly with the sales team.

• Familiarity with digital payments, business software, financial services, or fintech products would be an advantage but is not essential.

• Understanding of professional communication standards and responsible handling of business contact data.

• Willingness to develop product knowledge and apply a consultative approach rather than relying solely on generic sales scripts.

Benefits

• Remote working arrangements within Estonia, subject to applicable employment eligibility and organisational requirements.

• Opportunity to build a career in B2B sales, business development, and financial technology.

• Practical exposure to lead generation, prospect qualification, CRM management, and commercial pipeline development.

• Collaboration with experienced sales professionals and business development colleagues.

• Opportunities to strengthen communication, negotiation preparation, research, and customer engagement skills.

• Access to product training, sales coaching, and professional development resources, subject to available programmes.

• A structured environment with clear objectives, performance feedback, and opportunities to improve commercial skills.

• Exposure to fintech market trends, business customer requirements, and the commercial processes involved in selling technology-enabled financial services.

Application Instructions

Candidates should submit an up-to-date CV through the relevant recruitment platform or official hiring channel associated with the vacancy. Applications should highlight any experience in sales, lead generation, customer service, business research, appointment setting, or CRM administration.

Applicants are encouraged to describe examples of customer engagement, outreach campaigns, or lead qualification activities they have supported. Candidates without direct fintech experience should emphasise transferable communication skills, organisation, willingness to learn, and the ability to manage structured commercial activities.

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