Sales Development Representative

Company Overview

sa.global offers industry-focused solutions leveraging advanced technologies such as AI and Microsoft Copilot to enable organizations in sectors like advertising, marketing, accounting, architecture, engineering, consulting, homebuilding, legal, and IT services to make informed decisions swiftly. With over 800,000 users worldwide, 30+ years of expertise, and multiple awards including Microsoft Dynamics Partner of the Year, sa.global prides itself on a diverse and collaborative work culture driven by its core values—Agile, Capable, and Committed.

Role Summary

The Sales Development Representative (SDR) will focus on driving company growth by identifying and qualifying new sales leads among mid-market and enterprise clients undergoing digital transformation. Acting as the initial point of contact, the SDR will research prospects, assess needs, nurture relationships, and set appointments for Business Development Managers to close deals.

Key Responsibilities

• Perform thorough qualification of inbound and outbound leads using frameworks such as BANT to understand needs, fit, budget, decision-making processes, and timelines.
• Articulate the company's products and services with in-depth knowledge to demonstrate their alignment with customer objectives and digital transformation goals.
• Generate and nurture leads through proactive outreach, maintaining a qualified prospect pipeline and collaborating with BDMs for next steps.
• Utilize tools like Microsoft CRM, 6Sense, LinkedIn, ZoomInfo, cold calls, and email campaigns to identify and qualify sales opportunities.
• Conduct comprehensive research on prospect companies to prepare for calls and meetings.
• Build and sustain long-term trust with prospects, creating future business opportunities even when immediate sales are not possible.
• Provide regular reporting on lead qualification metrics and share insights to refine marketing and sales campaigns.
• Maintain accurate and up-to-date CRM records for leads and opportunities.

Qualifications and Skills

• Previous experience in sales development, business development, or inside sales, ideally within the Microsoft Partner network focusing on Microsoft Dynamics BC and/or F&O.
• Expertise in qualifying leads via structured frameworks like BANT, effectively uncovering budgets, decision makers, schedules, and pain points.
• Strong discovery and inquiry skills to identify customer needs, evaluate fit, and position appropriate Microsoft Dynamics solutions.
• Experience with high-volume outbound communications including calls and emails to nurture prospects and generate meetings.
• Familiarity with industry-specific vertical solutions and challenges.
• Working knowledge of Microsoft Dynamics 365 suite, Microsoft Copilot, AI, and the broader Microsoft technology ecosystem is highly desirable.
• Commercial acumen to recognize business drivers and identify upsell or cross-sell opportunities.
• Consistent record of surpassing targets related to qualified lead generation and opportunity creation.
• Excellent verbal and written communication skills with ability to quickly establish rapport and explain complex concepts clearly.
• Strong organizational skills, attention to process, and CRM discipline (Microsoft CRM experience preferred).
• Resilient, self-driven, eager to learn and improve performance, receptive to feedback.
• Collaborative approach working closely with Marketing, Sales, and Delivery teams to improve lead quality and conversion rates.
• Bachelor's degree in Business, Marketing, or equivalent experience.

Culture and Values

• Commitment to fostering an inclusive environment valuing equality and diversity.
• Encouraging respectful, professional interactions across colleagues, clients, and stakeholders.
• Promoting a fun, authentic work atmosphere and continuous learning mindset.