Senior AI Sales Development Representative (Hybrid)

About ShiftCare

ShiftCare is a notable care management software provider serving disability, aged, and home care sectors across Australia, New Zealand, the UK, and the US. The platform streamlines rostering, client data, compliance, billing, and workforce management, enabling care providers to deliver enhanced outcomes on a large scale. The company is rapidly expanding, emphasizing a high-performance and values-centered go-to-market team to sustain long-term growth.

Overview

This role as a Senior Sales Development Representative (SDR) is a senior individual contributor position within the Sales Development team. The responsibility focuses primarily on managing opportunities from companies with 26+ employees in the upmarket SMB and Mid-Market segment. The candidate will handle roughly 70% inbound and 30% self-generated leads while collaborating closely with Senior Account Executives on complex, longer sales cycles.

Key Responsibilities

• Take full accountability for qualifying and building pipeline leads from the 26+ employee customer segment.
• Achieve personal targets of generating $160,000 in qualified pipeline and contributing $80,000 in overlay annual recurring revenue (ARR).
• Collaborate extensively with Senior Account Executives to enhance the quality of deals, accelerate progression, and improve conversion rates within complex sales environments.
• Implement best-practice lead qualification methodologies for both inbound and outbound sales efforts.
• Ensure meticulous CRM data hygiene, accurate reporting, and forecasting to support sales transparency.
• Participate actively in refining SDR processes, playbooks, and fostering a positive team culture.

Success Metrics

• Regularly meet or exceed personal pipeline and overlay ARR targets.
• Maintain high-quality opportunity management, conversion, and progression specifically in the 26+ employee segment.
• Advance qualification standards to minimize rework for Account Executives.
• Strengthen cross-functional cooperation between Marketing, SDRs, and Account Executives.

Candidate Profile

• A minimum of 2 years’ experience as an SDR, BDR, or similar role focused on pipeline development in B2B SaaS, ideally targeting upmarket SMB and Mid-Market clients.
• Proven history of consistently meeting or surpassing pipeline generation and qualification goals.
• Experience with both inbound lead qualification and outbound prospecting strategies.
• Proficient in discovery and qualification techniques, familiar with frameworks like MEDDICC or BANT.
• Experienced in partnering with Account Executives on protracted sales cycles with multiple stakeholders.
• Competent in using CRM systems and sales engagement platforms, maintaining high standards of pipeline hygiene and detailed reporting.
• Strong verbal and written communication abilities, capable of confidently engaging with senior stakeholders.
• Self-motivated, coachable, resilient, and comfortable adapting in a fast-growing business environment.
• Exposure to healthcare sectors such as disability or aged care is beneficial but not mandatory.

Work Location and Schedule

This hybrid role is based in Sydney, Australia, requiring in-office presence from Tuesday through Thursday, with flexible remote work options on Monday and Friday.

Additional Information

This position offers an exciting opportunity to be part of evolving AI-powered sales methodologies. Successful candidates will leverage AI insights and cutting-edge tools to boost sales pipeline quality and efficiency, contributing to ShiftCare's mission to revolutionize care management through technology.