Tech Stack

Description

You will drive pipeline generation for enterprise and strategic sales through outbound prospecting and inbound lead qualification, using structured discovery conversations to assess fit and convert interest into qualified opportunities. You'll collaborate closely with account executives and marketing to ensure smooth handoffs and continuous improvement.

Requirements

• 1–3 years of experience in inside sales, BDR, SDR, or similar commercial role
• Proven experience qualifying opportunities through structured discovery conversations
• Comfort engaging with senior stakeholders in mid-market to enterprise environments
• Strong written and verbal communication skills
• Experience using CRM systems (e.g., Salesforce) and sales engagement tools
• Preferred: experience supporting Enterprise or Strategic sales teams
• Preferred: familiarity with MEDDPICC or similar qualification frameworks
• Preferred: experience in a global, matrixed organisation

Responsibilities

• Build and progress Stage 2 qualified pipeline for Enterprise and Strategic Sales organisation
• Own discovery conversations for inbound leads with thorough qualification against MEDDPICC criteria
• Execute targeted outbound prospecting into defined Enterprise and Strategic accounts
• Research accounts and stakeholders to develop personalised outreach strategies
• Engage senior decision-makers through email, phone, LinkedIn, etc.
• Book and qualify meetings meeting pipeline quality standards
• Act as first point of contact for inbound interest, run structured discovery calls
• Disqualify leads not meeting qualification criteria with clear rationale
• Partner with Enterprise and Strategic Account Executives for smooth opportunity handoff
• Collaborate with Marketing on lead quality and campaign feedback
• Align with Global BDR organisation on best practices and metrics