Senior Sales Development Representative (AI Focus)

About ShiftCare

ShiftCare is a premier care management software provider that supports disability, aged care, and home care services in Australia, New Zealand, the United Kingdom, and the US. Our platform streamlines rostering, client information, compliance, invoicing, and workforce management to promote superior care outcomes at scale. We are expanding rapidly and aim to establish a high-performing, value-centric go-to-market team to sustain long-term growth.

Role Overview

The Senior Sales Development Representative (SDR) is a key individual contributor in our Sales Development team focused on leading pipeline generation for mid-market clients typically with over 26 employees. The role balances approximately 70% inbound leads with 30% self-sourced opportunities and collaborates closely with Senior Account Executives on complex sales cycles.

Primary Responsibilities

• Manage lead qualification and pipeline development within the 26+ employee customer segment.
• Meet specific personal targets, including generating $160,000 in qualified pipeline and contributing $80,000 in overlay Annual Recurring Revenue (ARR).
• Work in close partnership with Senior Account Executives to enhance deal quality, move deals forward, and improve conversion rates across extended sales processes.
• Implement best practice qualification criteria for inbound and outbound lead generation activities.
• Maintain excellent CRM data hygiene, accurate reporting, and precise sales forecasting.
• Drive continuous enhancements in SDR processes, sales playbooks, and foster a positive team culture.

Success Metrics

• Consistent achievement of personal pipeline and overlay ARR goals.
• High quality and progressive opportunity management for mid-market customers.
• Improved lead qualification quality reducing workload rework for Account Executives.
• Strong collaborative alignment between Marketing, SDRs, and Account Executives.

Candidate Profile

• Minimum two years of experience as an SDR, BDR, or similar pipeline-building position within B2B SaaS, preferably targeting upmarket SMB and Mid-Market customers.
• Proven success in regularly meeting or surpassing pipeline and qualification objectives.
• Demonstrated expertise in both inbound lead qualification and outbound prospecting tactics.
• Capable of structured discovery and qualification using methods like MEDDICC or BANT frameworks.
• Strong track record of collaborating with Account Executives on lengthier, multi-stakeholder sales cycles.
• Proficiency with CRM and sales engagement platforms coupled with disciplined pipeline management and reporting.
• Exceptional written and verbal communication skills, with confidence engaging senior-level stakeholders.
• Highly self-motivated, coachable, resilient, and adaptable to a dynamic, fast-growth environment.
• Prior familiarity with disability, aged care, or healthcare sectors is a plus but not mandatory.

Work Arrangement and Location

This position is hybrid based in Sydney, Australia, with office attendance required Tuesday to Thursday at Macquarie Park and flexibility to work remotely on Monday and Friday.

Additional Information

ShiftCare is revolutionizing sales by integrating AI, data insights, and enhanced sales workflows to reshape how opportunities are identified and closed. Join us to leverage technology and data-driven sales strategies that advance your career and contribute to a meaningful impact in care management.