Sales Development Representative (SDR)

Position Title: Sales Development Representative (SDR)

Reports to: Sales Development Director

Location: Ireland (Remote)

Purpose:

As a Sales Development Representative at Compliance & Risks, you will be responsible for the early stages of the sales process for your assigned territory. You will work closely with Business Development Managers, Solution Engineers and the Marketing team within a pod structure, supporting the conversion of marketing generated leads into qualified sales opportunities.

Your primary focus will be following up on inbound MQLs and proactively conducting cold outbound outreach to a defined account base through phone, email, LinkedIn and other channels. You will be expected to consistently initiate cold outreach outside of inbound activity, have meaningful conversations with prospects, understand their industry challenges, clearly communicate our value proposition, and qualify interest. The core objective of the role is to generate and book qualified meetings and pass these opportunities to Business Development for further progression.

Key Responsibilities:

KRA 1 - Sales Activity 

• Proactively conduct cold outbound outreach via phone, email, LinkedIn, voice and video to engage prospects within a defined account base
• Support marketing campaigns by conducting cold outreach and following up on inbound MQLs such as webinars, whitepaper downloads and demo requests to qualify interest and book meetings with the Business Development team
• Qualify prospects through discovery conversations, understanding their needs, challenges, current environment and potential fit with our offering
• Book qualified meetings and conduct a professional handoff to the Business Development team
• Build and maintain a pipeline of engaged prospects through consistent outreach and follow-up, utilising the available tech stack
• Develop a strong understanding of target personas, the challenges they face, and how Compliance & Risks solves those challenges
• Act as a subject matter expert by continuously building knowledge of Compliance & Risks’ products and value proposition to effectively engage and educate prospects

KRA 2 - Collaboration

• Work closely with Business Development to align on target accounts, industries, and job titles, identifying who to engage, when to engage them, and why
• Partner with Marketing by providing feedback on lead quality, campaign performance and messaging, based on direct conversations with prospects in the market
• Contribute to refining what a good quality SQL looks like through ongoing feedback from outreach and discovery conversations
• Share insights from prospect interactions to help improve targeting, messaging and overall go-to-market approach

KRA 3 - Tools, Data, & Prospecting

• Maintain accurate and up-to-date records of all activities, leads, accounts and opportunities within HubSpot and Salesloft, ensuring full CRM hygiene and visibility
• Utilise tools such as LinkedIn Sales Navigator and ZoomInfo to identify target accounts, key stakeholders and build structured account maps
• Proactively research accounts using tools such as ZoomInfo and LinkedIn Sales Navigator to identify relevant signals and triggers at both account and contact level, using these insights to prioritise who to engage, when to engage them, and why
• Leverage the available tech stack to support prospecting, outreach and pipeline development, ensuring consistent and effective activity
• Use LinkedIn to engage prospects through InMails, messages, and voice or video notes, supporting outbound activity through relevant and timely interactions within your defined account base

Demonstration of Values:

All employees should continually promote the legacy of our Company Culture through demonstrating its values:

1. Trust
2. Respect
3. Winning Together
4. Innovation

Experience and Qualifications: 

• 1–2 years’ SDR experience required, ideally within large business or enterprise environments, including engaging multiple stakeholders and multithreading across accounts
• University degree or equivalent post-secondary education desirable, but not essential
• Experience using a modern sales tech stack is highly advantageous, including HubSpot, Salesloft, ZoomInfo, LinkedIn Sales Navigator, Leadfeeder, ChatGPT and Google Suite
• Highly organised, able to work autonomously, with strong attention to detail and quality
• Strong work ethic and results-oriented mindset
• Comfortable operating in a fast-paced, constantly changing environment
• Strong written communication skills and confident phone presence
• Fluent English (native or professional level) is essential; additional European or Asian languages are advantageous

Behavioral Competencies:

• Continuous Learning: Actively seeks feedback, learns quickly, and adapts to new processes, messaging and market changes to improve performance.
• Communication & Active Listening: Engages prospects clearly and confidently, listens to understand needs, and tailors conversations to drive qualification and progression.
• Resilience: Maintains consistency and motivation in the face of rejection, staying focused on activity and targets in a high-volume outreach environment.
• Resourcefulness: Takes initiative in researching accounts, identifying new opportunities, and using all available tools to drive pipeline activity and translate this into results.