Company Overview

The organisation operates in a business-to-business environment focused on developing commercial relationships, identifying prospective customers, and creating opportunities for sustainable revenue growth. Its sales function supports the customer acquisition process by connecting with relevant businesses, understanding their requirements, and introducing solutions that address specific operational or commercial challenges.

The team combines structured prospecting, professional communication, market research, and customer relationship management to build a consistent pipeline of qualified sales opportunities. The organisation values professionalism, accountability, customer-focused communication, and collaboration between sales development representatives, account executives, and marketing professionals.

Role Summary

The Sales Development Representative — B2B Outreach will identify potential business customers, initiate professional conversations, and qualify prospects for the sales team. The role focuses on outbound prospecting, lead generation, initial customer engagement, and the development of a reliable pipeline of business opportunities.

Working remotely, the successful candidate will research target companies, identify relevant decision-makers, conduct outreach through email, telephone, LinkedIn, and other appropriate channels, and determine whether prospects match the organisation’s customer profile. The representative will schedule qualified meetings, maintain accurate CRM records, and collaborate with account executives to support an effective sales process.

This position is suited to a commercially minded professional who enjoys communication, research, and relationship building. The ideal candidate will be organised, persistent without being intrusive, and comfortable working towards measurable activity and pipeline objectives.

Key Responsibilities

• Identify and research prospective business customers within assigned industries, market segments, and geographic territories.
• Build and maintain prospect lists using approved research resources, professional networks, company websites, and business databases.
• Identify relevant decision-makers, including department heads, business owners, procurement professionals, and other potential buyers.
• Conduct outbound prospecting through personalised emails, telephone calls, professional networking platforms, and other approved communication channels.
• Develop tailored outreach messages that communicate the relevance and potential value of the organisation’s products or services.
• Initiate conversations with prospects to understand their business priorities, existing challenges, purchasing considerations, and potential needs.
• Qualify leads using established criteria, including business fit, relevant requirements, decision-making authority, and potential purchase timing.
• Schedule introductory meetings, discovery calls, or product demonstrations for account executives and other relevant sales colleagues.
• Maintain accurate and up-to-date prospect information, outreach histories, follow-up activities, and qualification notes in the customer relationship management system.
• Follow up with interested prospects at appropriate intervals while maintaining professional communication standards.
• Coordinate with marketing teams to align outreach activities with campaigns, target audiences, and available lead-generation resources.
• Collaborate with account executives to communicate prospect insights and support a smooth transition from initial engagement to the next sales stage.
• Monitor outreach activity, response rates, meeting bookings, lead quality, and other agreed performance indicators.
• Test and refine outreach messaging, subject lines, call approaches, and prospecting methods based on observed results.
• Maintain compliance with applicable data protection requirements, direct marketing rules, and internal communication policies.
• Participate in sales meetings, coaching sessions, and pipeline reviews to improve prospecting effectiveness and professional development.

Requirements and Qualifications

• A degree, diploma, or equivalent practical experience in business, marketing, sales, communications, or a related field is preferred.
• Previous experience in sales development, lead generation, customer acquisition, telemarketing, or another customer-facing commercial role is beneficial.
• Strong written and verbal communication skills, with the ability to communicate professionally with business decision-makers.
• Confidence conducting outbound outreach and initiating conversations with people who may not previously know the organisation.
• Understanding of basic B2B sales processes, lead qualification, prospecting, and appointment setting.
• Familiarity with CRM platforms such as HubSpot, Salesforce, Pipedrive, or comparable systems.
• Ability to research companies, identify relevant contacts, and personalise outreach based on business context.
• Strong organisation and time-management skills, particularly when managing follow-ups and multiple prospecting activities.
• Resilience and a constructive approach to rejection, changing priorities, and performance feedback.
• Ability to maintain accurate records and work consistently towards agreed activity and meeting targets.
• Good analytical skills and willingness to use performance data to improve outreach quality.
• Ability to work independently in a fully remote environment while collaborating with sales and marketing colleagues.
• Professional working proficiency in English; Estonian language skills are advantageous when engaging local businesses.

Benefits

• Fully remote working arrangement within Estonia.
• Opportunity to develop practical expertise in B2B sales, prospecting, lead qualification, and commercial relationship building.
• Access to relevant CRM systems, prospecting tools, and sales communication resources.
• Structured onboarding, sales coaching, and opportunities to strengthen professional communication skills.
• Collaboration with account executives, marketing specialists, and other business development professionals.
• Clear performance expectations and opportunities to take on greater sales responsibilities as experience develops.
• Exposure to different business sectors, customer needs, and commercial sales processes.

Application Instructions

Interested candidates should submit an up-to-date CV outlining relevant sales, customer service, prospecting, or business development experience. Applicants are encouraged to describe their experience communicating with prospective customers, managing follow-ups, using CRM platforms, and working towards measurable performance objectives.

Candidates transitioning from customer service, retail, recruitment, or other communication-focused roles are welcome to highlight transferable skills relevant to prospecting and lead qualification. No company-specific application contact details are provided in this advert.

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