Sales Development Representative
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Job Description
Sales Development Rep role at Axway, focusing on B2B lead generation and qualification. Identifying opportunities and collaborating with sales to set meetings for Account Executives.
Responsibilities:
- Identify new prospective customers and business opportunities (in both inbound and outbound channels)
- Qualify leads through discovery calls, assessing fit (budget, authority, need, timeline)
- Book meetings or product demos with AEs or senior sales team members
- Maintain a robust and up-to-date pipeline in the CRM
- Collaborate cross-functionally with marketing, product, and sales to optimize outreach and messaging
- Provide feedback on lead quality, campaigns, and positioning
- Hit activity metrics (calls, emails, social touches) and conversion goals
- Execute outbound prospecting campaigns (cold calls, email sequences, social outreach) to new accounts and previously unengaged prospects
- Engage inbound leads, evaluate interest, and qualify appropriately
- Conduct initial discovery conversations to uncover pain points, business challenges, and project timelines
- Use tools (LinkedIn Sales Navigator, ZoomInfo, Outreach, etc.) to research and build targeted lists of contacts
- Manage and update lead/contact/account records and status in CRM (e.g. Salesforce)
- Schedule and coordinate follow-up meetings, demos, or evaluations with AEs
- Partner with marketing to leverage campaigns, content, and events in outreach
- Report on key metrics — pipeline growth, conversion rates, activity levels, forecast vs. actual
- Continuously test, refine, and improve messaging, outreach cadences, and targeting strategies
Requirements:
- 1–3 years of experience in B2B sales, inside sales, lead generation, business development, or similar
- Demonstrated success in outbound prospecting and lead generation
- Exceptional verbal and written communication skills
- Strong ability to conduct discovery conversations, ask probing questions, and qualify opportunities
- Comfortable making a high volume of calls and outbound touches daily
- Self-motivated, resilient, coachable, and goal-oriented
- Familiarity with CRM systems (Salesforce preferred) and sales engagement tools
- Ability to learn quickly in a technical domain
- Bachelor’s degree or equivalent
Benefits:
- Professional development opportunities
- Flexible working arrangements
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