Company Overview

The organisation operates within the technology and software sector, supporting businesses that are evaluating digital solutions to improve operational efficiency, customer engagement, collaboration, or business performance. Its commercial function focuses on identifying suitable organisations, understanding their technology requirements, and introducing solutions that address relevant business challenges.

The sales team works closely with marketing, product specialists, and account executives to develop relationships with potential customers and create qualified opportunities. The organisation values consultative communication, an understanding of business technology, accurate prospect research, and a structured approach to managing the early stages of the sales cycle.

Role Summary

The Sales Development Representative — Technology and SaaS will identify and engage prospective business customers who may benefit from software products or technology-enabled services. The position focuses on account research, outbound prospecting, initial discovery conversations, lead qualification, and the creation of opportunities for the sales team.

The successful candidate will learn the organisation’s product offering, understand the business problems it addresses, and communicate its potential relevance to decision-makers. Rather than relying on generic sales messages, the representative will research target accounts, personalise outreach, and ask thoughtful questions to establish whether a prospect has a relevant need.

Working remotely with sales and technical colleagues, the representative will maintain an organised pipeline of early-stage opportunities, document prospect feedback, and coordinate meetings for account executives or product specialists. This role is suitable for someone interested in technology sales who combines commercial initiative with strong research and communication skills.

Key Responsibilities

• Research and identify prospective customers across relevant technology, software, professional services, and other target business sectors.
• Develop target account lists based on agreed industry segments, organisation size, business needs, and customer suitability.
• Identify potential decision-makers and influencers, including technology leaders, operations managers, department heads, and business owners.
• Conduct personalised outbound prospecting through email, telephone, LinkedIn, and other approved business communication channels.
• Develop a practical understanding of the organisation’s software products, service offerings, key features, and customer value propositions.
• Explain the potential business relevance of technology solutions without making unsupported technical or commercial claims.
• Conduct introductory discovery conversations to understand current processes, operational challenges, technology priorities, and potential solution requirements.
• Qualify prospects based on business fit, identified needs, decision-making processes, implementation considerations, and readiness for further discussions.
• Arrange discovery meetings, product demonstrations, or consultations with account executives and appropriate technical specialists.
• Maintain accurate records of account research, prospect interactions, qualification notes, follow-up tasks, and meeting outcomes in the CRM system.
• Coordinate with marketing teams to support account-based campaigns, targeted outreach initiatives, and relevant industry communication.
• Work with account executives to share prospect insights and ensure a clear handover of qualified opportunities.
• Collect and communicate feedback about common customer challenges, objections, product questions, and competing solutions.
• Track prospecting activity, response rates, meeting bookings, lead quality, and pipeline contribution against agreed objectives.
• Refine outreach approaches based on customer responses, campaign performance, and feedback from sales colleagues.
• Keep informed about relevant technology trends and business challenges that may influence the needs of prospective customers.
• Follow approved data-handling practices and applicable marketing, privacy, and customer-contact requirements.

Requirements and Qualifications

• A degree, diploma, or equivalent practical experience in business, information technology, marketing, sales, or a related discipline is preferred.
• Experience in sales development, B2B prospecting, lead generation, customer acquisition, or a technology-related customer-facing role is beneficial.
• Interest in software products, digital services, and the business applications of technology.
• Ability to understand product information and explain its relevance in straightforward business language.
• Strong written and verbal communication skills, with confidence engaging professional stakeholders.
• Understanding of prospect research, outbound outreach, lead qualification, appointment setting, and sales pipeline management.
• Familiarity with CRM platforms such as HubSpot, Salesforce, or Pipedrive and with common sales prospecting tools.
• Ability to research target organisations and tailor communication to their business context.
• Strong organisational skills and the ability to manage multiple accounts, outreach sequences, and follow-up activities.
• Resilience, sound judgement, and the ability to respond constructively to objections and changing prospect priorities.
• Analytical skills and willingness to use sales activity data to evaluate performance and improve results.
• Ability to collaborate effectively with account executives, marketing professionals, and technical specialists.
• Ability to work independently in a fully remote environment and maintain consistent productivity.
• Professional working proficiency in English; Estonian language skills are advantageous for engaging technology businesses in Estonia.

Benefits

• Fully remote working arrangement within Estonia.
• Opportunity to build a career in technology sales, SaaS business development, and B2B customer acquisition.
• Exposure to software products, business technology requirements, and consultative sales practices.
• Access to CRM systems, prospecting resources, product training, and sales enablement materials.
• Collaboration with experienced sales professionals, account executives, and product specialists.
• Opportunities to strengthen skills in discovery conversations, account research, pipeline development, and commercial communication.
• Clear performance expectations, regular feedback, and potential career development into senior sales development or account executive roles.
• A professional environment that encourages customer understanding, continuous learning, and structured sales execution.

Application Instructions

Interested candidates should submit an up-to-date CV outlining relevant sales, business development, customer-facing, or technology-related experience. Applicants should highlight their ability to research prospective customers, communicate business value, manage follow-ups, and maintain accurate sales records.

Candidates with previous experience selling software or digital services are encouraged to describe the types of customers they engaged, the prospecting channels they used, and their responsibilities in qualifying opportunities. Applicants without direct technology sales experience may highlight transferable skills, relevant product knowledge, and their ability to learn complex offerings. No company-specific application contact details are provided in this advert.

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