Sales Development Representative

This is a fully remote position, open to applicants in Latvia.

📋 Description

• Prospecting & Lead Generation: Research and identify target accounts or prospects that align with the Ideal Customer Profile (ICP).

• Create and uphold prospect lists within HubSpot.

• Utilize LinkedIn Sales Navigator as an additional tool for prospecting.

• Keep track of trigger events (such as funding rounds, leadership changes, and expansions) that indicate buying intent.

• Outbound Outreach: Engage in cold calling, cold emailing, and LinkedIn outreach to spark interest.

• Tailor outreach sequences to be personalized rather than depending solely on generic templates.

• Maintain persistent follow-ups (through multi-touch cadences) without being overly aggressive.

• Inbound Lead Qualification: Respond promptly to incoming leads (including demo requests, contact form submissions, and content downloads).

• Assess leads using a structured framework (e.g., BANT or MEDDIC).

• Eliminate poor-fit leads before they reach the Account Executive (AE).

• Discovery & Handoff: Conduct brief discovery calls to reveal pain points, use cases, and buying stages.

• Schedule qualified meetings/demos on the AE's calendar.

• Perform an initial demo of the platform, with the AE participating in the call for support.

• Provide clear handoff notes so the AE is not starting from scratch during the call.

• CRM & Pipeline Hygiene: Accurately log all activities, notes, and lead statuses in the CRM.

• Keep lead/contact records up to date to ensure accurate reporting and forecasting.

• Monitor personal metrics (calls made, emails sent, meetings booked, conversion rates).

• Collaboration with Sales & Marketing: Partner closely with the AE on target account strategies and territory planning.

• Collaborate with Marketing to generate ideas for campaigns, ICP targets, and messaging.

• Provide feedback to Marketing regarding lead quality and messaging that resonates or doesn't resonate.

• Participate in call reviews or coaching sessions to enhance pitch techniques and objection handling.

• Continuous Pipeline Building: Regularly fill the top of the funnel to ensure the AE always has a robust pipeline.

• Periodically re-engage with cold or dormant leads.

• Stay informed about product positioning, competitive landscape, and messaging.

⛳️ Requirements

• 1-3 years of experience in sales, lead generation, or a similar role (preferably in B2B sales within the IT sector).

• Familiarity with the IT, SaaS, Cloud, or Telco industries.

• Experience with CRM software (e.g., HubSpot) is advantageous.

• A strong passion for your role and commitment to the company vision.

• A positive attitude towards customers, the company, and colleagues.

• High energy and self-motivation—eager to learn and willing to share knowledge.

• Outstanding communication skills with the ability to listen attentively.

• Professionalism and tact—maintain high personal standards.

• Strong organizational, time-management, and prioritization skills.

• Excellent written and verbal communication skills in English.

• A results-oriented mindset.

🏝️ Benefits

• Remote-First Flexibility: Enjoy the benefits of a remote-first work model while remaining connected with your team through a few in-office days each week.

• Work with Global Tech Leaders: Collaborate on solutions utilized by major industry players such as Adobe, AWS, Cisco, Google, IBM, Microsoft, Lenovo, and Liquid.

• Skilled, International Team: Work alongside knowledgeable professionals in a collaborative, multicultural setting.

• Professional Development: Enhance your skills with access to Microsoft certifications and ongoing learning opportunities tailored to your role.

• Comprehensive Health Coverage: We offer medical insurance to support your health and well-being.

• Mobile Phone Coverage: Stay connected without the burden of mobile phone expenses—as we cover your mobile phone costs.

• Free Company Lunches: Recharge during work hours with complimentary lunches provided by the company.

• Referral Rewards: Assist us in expanding our team—our employee referral program recognizes and rewards your successful referrals.