Sales Development Representative

Job description

**At Poka, we're changing how the world's industrial teams work — capturing the knowledge of their best people and putting it in every operator's hands.** **Our connected worker platform is purpose-built for manufacturing and the wider industrial world, with industrial AI inside the shift, not on top of it. The result: frontline performance that becomes compounding knowledge and measurable impact — every shift, every site, every region.** **We're proud to support global leaders like Nestlé, Bosch, Mars, and Danone across 3,000+ sites in 70+ countries. And as a fast-growing part of the IFS family, you'll join a team whose daily work directly shapes the platform behind how modern manufacturing gets done.** --- As a Sales Development Representative at Poka, you will be the first point of contact with potential customers in North America. Your role goes far beyond simple lead qualification: you will act as an educator and evangelizer, building understanding of Poka's value, mapping stakeholders, and ensuring opportunities progress with momentum. By combining outbound hunting, strong research, and proactive inbound follow-up, you will help create and advance a high-quality pipeline that fuels Poka's growth. ### What you'll be doing - Research & Map Prospects, by identifying high-potential accounts and stakeholders, and building strong knowledge of their industry, challenges, and priorities to personalize outreach and accelerate consensus. - Drive Outbound, by prospecting, uncovering new opportunities and building a high-quality pipeline. Outbound will be the core focus of this role and where success is measured. - Own Inbound Follow-Up, by responding promptly to marketing-generated leads with tailored messaging, ensuring timely engagement and qualification. - Execute Outreach with Discipline, meeting and exceeding weekly activity goals across calls, emails, and LinkedIn, while tracking key metrics (open rates, reply rates, conversions) to optimize performance. - Perform Lead Qualification through structured conversations that uncover pains, map stakeholders, and apply sales frameworks effectively. - Educate and evangelise prospects, using Poka's product and persona expertise to reframe operational issues into business outcomes and build credibility. - Build Pipeline Momentum by multithreading, re-engaging stakeholders, and rigorously driving next steps to ensure SQLs don't stall. Collaborate closely with Account Executives for seamless handoff, while continuing to support multi-threading and nurturing until opportunities advance. ### What you bring to the table - 2+ years in Enterprise B2B sales (SDR, AE, or Account Manager), ideally in industrial or enterprise SaaS/software. - Exceptional Communication & Presence: Clear and persuasive communicator, with strong active listening skills in English. Able to adapt messaging from frontline workers to executive leaders, building credibility at all levels. - Outbound-Driven: You are energized by cold calling, thrive in outbound sales, and take pride in building new conversations from scratch. - Team Player: You actively contribute ideas to improve processes and messaging within the SDR team, and collaborate cross-functionally to strengthen Poka's outbound program. - Researcher & Storyteller: Skilled at researching accounts and personas, and reframing insights into compelling business narratives that resonate across stakeholders. - Familiarity with sales technology tools such as Salesforce, Outreach, ZoomInfo, and LinkedIn Sales Navigator is a plus. Experience with buyer intent signal tools like 6Sense is highly valued. ### Why Poka Manufacturers are under pressure to capture the knowledge of a retiring workforce, onboard new people faster, and get AI onto the floor in a way operators actually use — and Poka is one of very few platforms that does all three, already trusted at 3,000+ sites. You'll open the door to those conversations with the reach of IFS behind you and the pace and ownership of a growth-stage company, and the pipeline you build will shape how Poka grows across North America. **What we offer:** - Scale-up energy with huge backing and a global yet close-knit team. - Generous vacation policy, additional paid days, and charity day. - Hybrid work policy - Employees who live within a 40 km radius of our Québec City office or a 15 km radius of our Montréal office are required to work in-office two days per week. - 100% remote work if you do not live within the radiuses mentioned above. - A truly flexible schedule that allows you to adapt your work hours. - Group insurance from day one (dental, medication, disability, travel, etc.) with employer contributions, including access to telemedicine and an Employee Assistance Program (EAP). - A retirement savings plan with employer contributions. - A MacBook Pro and a $500 home office allowance upon hiring. - A generous annual learning and development budget to support your growth, plus the tools and opportunities you need to keep progressing in your career. - A rewarding employee referral program for successful hires. - Tasty snacks available at all times in our offices (fresh fruits, snacks, pastries, coffee, tea, etc.) *\*Certain benefits are exclusively accessible to employees in Canada.* *Want to learn more about our culture? Click [HERE](https://2394300.fs1.hubspotusercontent-na1.net/hubfs/2394300/HR%20files/CultureBook-En-screen.pdf).* **Please note:** An understanding of English is essential at Poka, as it is the language used during company-wide meetings and many internal communications, ensuring effective collaboration and decision-making. In addition, as Poka operates in an international environment, English is the primary language for communicating with our clients and partners, enabling us to better serve them and represent Poka in a professional manner.