Sales Development Representative

About Josys

Josys is an innovative identity security and governance platform designed for AI-driven enterprises. As the adoption of AI expands, identity becomes the fastest-growing and most difficult attack surface to manage. Josys secures and governs all types of identities—human, machine, and AI agents—across enterprise applications to help security and IT teams quickly identify risk, control access, and mitigate identity threats in real time. The platform is trusted by over 1,000 customers globally and transforms identity management from a vulnerability into a strategic strength.

Role Overview

The Sales Development Representative (SDR) will operate as the initial contact for potential clients in the Australian market, focusing on outbound prospecting and inbound lead qualification. This role is crucial to Josys's APAC growth efforts, as it involves initiating conversations that can lead to securing enterprise customers. Success involves consistently scheduling high-quality meetings for Account Executives, maintaining a detailed and well-researched sales pipeline, and continuously improving outreach strategies through data analysis and rapid iteration.

Key Responsibilities

• Conduct high-volume, high-quality outbound prospecting utilizing cold calls, emails, and LinkedIn, leveraging AI-powered tools for personalized and scalable outreach.
• Promptly and rigorously qualify incoming leads against target criteria, ensuring smooth handoff to Account Executives with thorough briefing.
• Research and map target accounts, typically organizations with 200 to 5,000 employees, identifying primary decision-makers in IT, Security, Procurement, and Operations by using AI to shorten research time and gain deeper insights.
• Design and implement multi-channel outreach sequences using tools like Salesforce, HubSpot, LinkedIn Sales Navigator, Lusha, and Smartlead, while keeping a healthy, organized sales pipeline.
• Collaborate closely with Account Executives to align on account strategies, enhance messaging, and maximize conversion from initial contact to booked meetings.
• Maintain meticulous records of all activities and outcomes in the CRM system, leveraging AI-based analysis to improve tactics continually.
• Confidently handle objections by transforming resistance into meaningful conversations and demonstrating how Josys addresses SaaS management challenges.

Qualifications and Skills

• Proven success in a Sales Development Representative or outbound sales position within a SaaS or B2B tech sector, with demonstrated ability to meet targets and build quality pipelines.
• Experience engaging with Australian businesses, with insight into local purchasing patterns and enterprise decision-making processes.
• Proficient in using integrated sales tools such as Salesforce, HubSpot, LinkedIn Sales Navigator, Lusha, and Smartlead.
• Excellent English communication skills, both written and spoken, with the capacity to craft compelling outreach messages.
• Rapid learner who assimilates product knowledge and market feedback quickly and adapts strategies without requiring continuous oversight.
• Comfortable incorporating AI technologies into daily tasks, including research, message formulation, and performance analysis.
• Strong ownership attitude with the ability to self-monitor metrics, identify areas needing improvement, and take initiative for self-correction.