Sales Development Representative

About the Role

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

• **Experienc**
• e: 3–5 years in sales development, business development, or lead qualification with a record of exceeding targets.
• **Sales Skill**
• s: Expertise in both inbound qualification and outbound prospecting across multiple channels.
• **Industry Knowledg**
• e: Experience in the designated region, ideally in FinTech, iGaming, Neobanks, or regulated verticals.
• **Tool**
• s: Proficient with CRM (Salesforce/HubSpot), prospecting tools (Sales Navigator, ZoomInfo), and sales automation platforms.
• **Communicatio**
• n: Strong written and verbal skills; comfortable engaging C-level executives.
• **Approac**
• h: Independent operator with a strong sense of ownership and accountability.

Preferred Qualifications

• **Languag**
• es: Regionally relevant languages (e.g.
• Arabic/English).
• **Certificatio**
• ns: Training in modern sales methodologies (Challenger, SPIN, MEDDPICC).