Sales Development Representative

Job description

Who is addresses industry challenges through vertical-focussed solutions. Leveraging modern technologies like AI and Copilot, we empower organizations to make intelligent decisions and act faster. Our solutions and services are 100% based on Microsoft business applications and the Microsoft Business cloud, and benefit advertising and marketing, accounting, architecture and engineering, consulting, homebuilding, legal, and IT services companies. Through our industry-first approach, we want to put solutions in the hands of people closest to the problem to enable organizations to act faster and make intelligent decisions. Over 800,000 users in 80 countries around the world rely on 's industry-focused expertise to gain value faster, adapt quickly to changes, and build for the future. We have 30+ years of real-world experience, we are an 11-time winner of the Microsoft Dynamics Partner of the Year Award, and we’ve been a part of Microsoft’s elite Inner Circle for 13 years. Our global organization has a 1000-member team across 25 countries. For more information, visit . Why Choose Open, flexible, vibrant, collaborative, and diverse – these are just some of the terms that our employees use to describe the culture at . We believe and encourage innovative and dynamic thinking. Our culture and values give us the extra edge to help us scale greater heights. Led by our Core Values: Agile, Capable, and Committed , which form an integral part of who we are, we constantly strive to provide an inclusive work environment. Our employees come from varied cultural and social backgrounds, and we strive each day to work towards making a great place to work. Values of Contribute towards a working environment that represents “one ” where everyone is seen as an equal, and equality and diversity is championed. Interact with a wide variety of colleagues, customers, and stakeholders at all levels with respect, courtesy, and professionalism. Come as you are, make work fun & others successful, and foster an always learning mentality. About the Role is looking for a driven Sales Development Representative (SDR) to accelerate our growth by identifying and qualifying new sales opportunities with mid-market and enterprise clients undergoing digital transformation. As the first line of communication with a prospect, the ideal SDR has a strong understanding of the sales process and excels at researching, qualifying, and nurturing leads, building new relationships, and setting up Business Development Managers (BDMs) to successfully close deals. The SDR should be a quick learner with strong communication skills, able to ask the right questions to uncover needs, assess fit, and present our solutions in a compelling way. Every potential customer represents an opportunity to boost top-line revenue growth, customer acquisition, and profitability. We are seeking a passionate and driven individual eager to grow our business while being part of a high-performing, collaborative team. Areas of Responsibility Lead Qualification & Discovery: Conduct in-depth qualification of inbound and outbound leads to assess needs, fit, budget, decision process, and timing (BANT or similar frameworks). Represent the company’s products and services, using comprehensive knowledge and research to explain how our solutions meet customer needs and support digital transformation. Generate leads and build relationships by nurturing warm prospects and identifying new sales opportunities through proactive outreach. Manage and maintain a pipeline of qualified prospects and engage BDMs for next steps. Identify best practices and continuously refine the company’s lead-generation and qualification strategies. Utilise Microsoft CRM, 6Sense, LinkedIn, ZoomInfo, cold calls, and email to generate and qualify new sales opportunities. Prepare thoroughly for prospect calls, including company background research and other pertinent information. Build long-term, trusting relationships with prospects to create future opportunities even when immediate needs are not present. Proactively seek new business opportunities in the market and set up meetings or calls between (prospective) customers and BDMs. Provide weekly, monthly, and quarterly reporting on lead qualification metrics to direct manager. Identify trends in prospect engagement, share insights with Marketing and Sales, and provide actionable feedback for campaign improvement. Enter, update, and maintain CRM information on leads, prospects, and opportunities with high accuracy. Skills and Experience Proven experience in a Sales Development, Business Development, or Inside Sales role, ideally within the Microsoft Partner channel with Microsoft Dynamics – BC and/or F&O. Demonstrated ability to qualify leads using structured frameworks such as BANT, including uncovering budgets, decision makers, timelines, and pain points. Strong discovery and questioning skills to identify business needs, assess fit, and position relevant Microsoft Dynamics solutions. Experience making high volumes of outbound calls/emails, nurturing prospects, scheduling meetings, generating interest, and driving qualified opportunities. Familiarity with vertical solutions and the ability to understand industry-specific challenges to guide qualification conversations. Working knowledge of Microsoft Dynamics 365 products, Microsoft Copilot, AI, and the broader Microsoft technology stack is strongly preferred. Commercially minded with the ability to understand business drivers, risks, and how to translate those into upsell or cross-sell opportunities. Track record of consistently exceeding targets for qualified lead generation and opportunity creation. Excellent communication skills (written and verbal), with the ability to build rapport quickly and convey complex ideas simply. Highly organised and process-oriented, with strong CRM discipline (Microsoft CRM experience preferred). Demonstrates resilience, self-motivation, and a strong desire to learn and improve, taking feedback constructively to enhance performance. Team player who collaborates closely with Marketing, Sales, and Delivery teams to improve lead quality and conversion rates. Bachelor’s degree in Business, Marketing, or an equivalent combination of education and experience.