Sales Development Representative

📋 Description

• • As a Sales Development Representative (SDR) at SFG20, you will be at the forefront of our mission to revolutionize building maintenance through innovative standards, software, and expertise. This pivotal front-line sales role is instrumental in identifying and engaging potential customers, introducing them to our cutting-edge solutions that empower people to create and sustain safer buildings. Your primary objective will be to generate new business opportunities, cultivate a robust new business pipeline, and directly drive revenue by expertly setting up product demonstrations for our Account Executives. This role offers a unique opportunity to significantly impact the growth and success of SFG20, contributing to our vision of becoming the leading authority in built environment maintenance.
• • Your day-to-day responsibilities will be centered around a structured, outbound-led approach to pipeline generation. You will be tasked with owning the creation of a high-quality pipeline by systematically prospecting into target accounts that align with SFG20’s Ideal Customer Profile (ICP). This involves identifying, prioritizing, and engaging key accounts through a multi-channel strategy, leveraging phone calls, emails, LinkedIn, and in-depth strategic research. A critical part of your role will be mapping target organizations to identify key stakeholders, decision-makers, and influencers, thereby building a comprehensive understanding of the account structure and uncovering potential opportunities. You will drive proactive outreach campaigns, meticulously aligning them with defined sales plays and industry-specific value propositions. Your ownership extends to the early-stage development of opportunities, skillfully moving prospects from initial contact to a qualified pipeline stage, ensuring a strong foundation for future sales engagement.
• • A significant aspect of your role involves rigorous qualification and alignment with our sales framework. You will be responsible for qualifying opportunities against a defined sales framework, such as MEDDICC or BANT, ensuring that all pipeline entries meet clear, predefined criteria before progression. This requires a deep dive into uncovering and validating customer pain points, understanding their core business drivers, mapping out their decision-making processes, and assessing their commercial potential. You must ensure that all opportunities are not only aligned with SFG20’s ICP but also demonstrate a strong fit, a clear need for our solutions, and realistic buying intent. Maintaining exceptionally high standards of pipeline quality, not just volume, is paramount; you will be empowered to challenge and disqualify opportunities that do not meet these stringent criteria, thereby safeguarding the efficiency and effectiveness of the sales process.
• • Furthermore, you will excel in appointment setting and ensuring seamless opportunity handovers. Your success will be measured by your ability to secure high-quality meetings and product demonstrations for our Account Executives, ensuring each is set with a clear purpose and defined next steps. Following these successful engagements, you will provide meticulously documented handovers, including detailed stakeholder mapping, identified pain points, confirmed qualification criteria, and essential deal context. You will operate as a strategic partner to the Account Executives, fostering continuity and maintaining momentum throughout the sales cycle, ensuring a smooth transition from prospect to qualified lead.
• • Your engagement will also extend to account-based and market activities. You will cultivate a deep understanding of SFG20’s target industries, buyer personas, and core use cases, enabling you to tailor your outreach effectively. You will continuously refine target account lists based on emerging insights, data analysis, and valuable market feedback. Your aim is to position yourself as a credible, insight-led first point of contact, consistently bringing value to every interaction. Staying abreast of industry trends, competitor activities, and broader market dynamics will be crucial for identifying new entry points and untapped opportunities, allowing you to proactively shape our market approach.
• • Finally, you will embody a proactive and results-oriented mindset, demonstrating true ownership. You will operate with a genuine “hunter” mentality, actively self-sourcing opportunities and taking full responsibility for pipeline creation. It will be essential to balance your daily activity with a focus on effectiveness, prioritizing outcomes such as qualified pipeline and revenue impact over mere volume. You will be encouraged to continuously test, iterate, and improve your outbound approaches, seeking ways to increase conversion and engagement rates. This role is designed for individuals who are driven, resilient, and possess a keen commercial acumen, eager to make a tangible impact within a growing and forward-thinking organization.
• • SFG20 is the industry standard for building maintenance, dedicated to providing services and pioneering technologies that empower people to create and sustain safer buildings. Our mission is to make buildings better through our comprehensive standard, advanced software, and deep expertise. We envision becoming the leading authority for built environment maintenance, ultimately protecting and enhancing the quality of life for all. We are committed to fostering an inclusive environment where diversity is celebrated, and everyone feels welcome, safe, and empowered to contribute their best work.
• • In this role, you will gain invaluable experience in outbound sales strategy, pipeline generation, and account management within the technology sector. You will develop a sophisticated understanding of sales frameworks, CRM systems, and modern sales engagement tools. The opportunity to learn about the built environment maintenance industry, its challenges, and SFG20's unique solutions will be significant. You will hone your communication and negotiation skills, build strong relationships with sales professionals, and contribute directly to the company's revenue growth, offering a clear path for professional development and career advancement within a supportive and dynamic team.