All-Bound Sales Development Representative (ADR) - MENA
Skills
About This Role
About The Role
We are seeking an experienced and highly motivated All-Bound Sales Development Representative to own a top-of-funnel pipeline for a designated Shufti region.
In this critical role, you will combine inbound lead qualification and outbound prospecting into a single regional engine that ensures seamless top-of-funnel operations.
You will work directly with the Regional Vice President and Regional Marketing to deliver a unified, localized go-to-market strategy that maximizes market penetration and accelerates revenue growth.
****Key Responsibilities****
****Inbound Lead Management ("The Net")****
- Lead Qualification & Nurturing: Qualify high-intent leads and move them to discovery; nurture mid-intent leads through personalized sequences.
- Re-Engagement: Proactively re-engage ghosted leads to reinvigorate interest and qualify them for sales opportunities.
****Outbound Lead Generation ("The Spear")****
- Target Account Strategy: Collaborate with the Regional VP to develop the regional target list, identifying top accounts in Fintech, iGaming, Neobanks, and regulated institutions.
- Multi-Channel Outreach: Execute multi-channel sequences (email, phone, social, video) with 8–12 touches per prospect using Challenger messaging.
- Market Penetration: Conduct research to identify high-potential accounts, ensure market coverage, and position Shufti as the regional category leader.
- ****Pre-Discovery & Hand-Off ("The Bridge to AE")****
- Pre-Discovery Calls: Conduct initial qualification calls to validate fit and ensure a smooth hand-off to Account Executives.
- Gold Standard Briefing: Create comprehensive dossiers using SPICED/BANT-C methodology so AEs can focus on closing, not qualification.
- ****Cross-Functional Collaboration****
- Partnership with Leadership: Work closely with the Regional VP and Marketing to align on go-to-market strategy, messaging, and tactics.
- Market Insights: Provide feedback on lead quality, prospect sentiment, and regional trends to continuously optimize motion.
****Performance Metrics & KPIs****
- Sales Accepted Leads (SALs): 20+ per month.
- Lead-to-Opportunity Conversion: 35–40%.
- Pipeline Contribution: USD 1.2M – 2.5M annual, depending on region.
- Speed to Lead: 100% of MQLs contacted within 15 minutes.
- Discovery Accuracy: 95% of leads passed to AEs meeting SPICED/BANT-C criteria.
- ****Required Qualifications****
- Experience: 3–5 years in sales development, business development, or lead qualification with a record of exceeding targets.
- Sales Skills: Expertise in both inbound qualification and outbound prospecting across multiple channels.
- Industry Knowledge: Experience in the designated region, ideally in FinTech, iGaming, Neobanks, or regulated verticals.
- Tools: Proficient with CRM (Salesforce/HubSpot), prospecting tools (Sales Navigator, ZoomInfo), and sales automation platforms.
- Communication: Strong written and verbal skills; comfortable engaging C-level executives.
- Approach: Independent operator with a strong sense of ownership and accountability.
- ****Preferred Qualifications****
- Languages: Regionally relevant languages (e.g., Arabic).
- Certifications: Training in modern sales methodologies (Challenger, SPIN, MEDDPICC).
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All-Bound Sales Development Representative ADR - MENA
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Job Description About The Role We are seeking an experienced and highly motivated All-Bound Sales Development Representative to own a top-of-funnel pipeline for a designated Shufti region. In this critical role, you will
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