Sales Development Representative

About Penbrothers

Penbrothers is an HR & remote talent management partner and one of the fastest growing companies in the Philippines. We provide talented Filipinos with global opportunities in high-growth startups and dynamic companies, from the comfort of their own homes.

About the Client

Our Client is an expense, travel management, accounts payable, and payments solutions company trusted by more than 12 million professionals, including CFOs and finance teams, travel managers, and business travelers. More than 20,000 organizations in 120 countries, from Global 2000 corporations and small-medium businesses, to public sector agencies and nonprofits, count on them to manage expenses with ease, providing user-friendly tools and personalized support.

About the Role

We are looking for a highly motivated and driven Sales Development Representative to join the client's North American Demand Generation team. You will be strategically aligned with key global territories across North America, serving as a critical bridge between marketing and sales. You will be the crucial first point of contact for potential customers, responsible for qualifying leads and setting up high-quality meetings for the Account Executives team, setting the stage for significant business growth.

This role requires a balance of soft sales skills and discovery, moving beyond simple cold calling to understand a prospect's needs and how our client's diverse product set can solve their business challenges. You will be reporting directly to the Director of SDRs for North America, working within a well-established and highly successful team.

Work hours: US EST Hours

Work set-up: Remote

What you'll do

• Lead Management & Speed to Lead: Quickly respond to and qualify instant "hand-raisers" (inbound leads who have requested a demo or contact) to assess their needs and fit for the product.

• Proactive Engagement: Conduct strategic outreach to scored Marketing Qualified Accounts (MQAs) - companies showing intent through online activity, even if they haven't explicitly asked for contact - to initiate discussions and pique their interest.

• Targeted Prospecting: Engage in highly targeted outbound efforts based on strategic plays, such as:

  • Following up on contact lists from industry events and trade shows.

  • Reaching out to users who have recently changed jobs (using tools like User Gems).

  • Targeting accounts identified by Account Executives as strategic growth opportunities.

• Discovery & Pre-Qualification: Conduct deep-dive discovery calls using methodologies like MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion) to understand the prospect's tech stack, needs, organizational size, and overall fit for the client's solutions.

• Pipeline Generation: Successfully book high-quality meetings with Account Executives, ensuring a seamless handover of pre-qualified opportunities. This will be the primary metric for success.

• Process Adherence & Collaboration: Work closely with the North American SDR team, following established playbooks and participating in ongoing training and certification programs (including 'immersology' and 'cold call certification').

• Reporting: Track and manage activities, ensuring a focus on key leading indicators such as call volume and outreach within set priorities.

Expectations:

• Autonomy: SDRs are expected to operate independently on a day-to-day and call-to-call basis to achieve their goals.

• Primary Metrics (Outcomes): Success is primarily measured by total bookings (meetings scheduled) and the quality of those bookings, specifically the percentage that convert into Pipeline-associated "Sales Accepted Opportunities" (SAOs).

• Management Support: Managers provide structured coaching, training, and regular check-ins to support the SDRs, but they do not micromanage the daily execution.

What You Bring

• 3-5 years of proven experience in a Sales Development, Business Development, or a similar inside sales/soft sales role, preferably in a B2B environment.

• Communication: Exceptional verbal and written communication skills in English, with a neutral accent and the ability to easily engage with and build rapport with US-based stakeholders.

• Sales Acumen: A solid understanding of sales processes and the ability to conduct deep discovery and pre-qualification (familiarity with methodologies like MEDDIC is a strong plus).

• Process Orientation: The ability to follow established processes, utilize playbooks, and adapt to different strategic call focuses (event follow-up, MQA calls) on a weekly basis.

• Territory-Specific Fluency:

  • North America Territories: Fluent English with a neutral or definable US or Canadian accent that resonates authentically with prospects in the region you represent.

• Strategic Mindset: The ability to research target accounts, understand business needs, and tailor a compelling value proposition that sparks interest.

• Self-Driven Accountability: Comfort operating with a mid-level of supervision. You are goal-oriented, measured on booking outcomes and SAO quality, and driven to achieve daily and weekly targets independently.

• Proficiency with CRM software (Salesforce, HubSpot) and sales engagement platforms.

Don't meet every single requirement? At Penbrothers we are committed to building a diverse, inclusive, and authentic workplace, so if you're excited about this role but you don't feel 100% aligned with the qualifications, we encourage you to apply anyway. You may just be the right fit for this or other roles.

Hiring Process

We utilize AI tools to enhance our hiring efficiency and ensure a fair evaluation of all candidates. As a result, candidates who passed our initial evaluations should expect an AI Interviewer as a component of our recruitment process. This is supervised by Human Talent Acquisition Experts who will also engage with you throughout your application journey.

What You'll Get

At Penbrothers, we are obsessed with creating positive employee experiences. Here you'll find an environment that nurtures learning and provides opportunities for growth. You'll have the opportunity to make an impact on fast-growing startups and dynamic companies.

• Meaningful work & Growth: We take every opportunity to stretch ourselves and deliver an excellent client experience.

• Employee as our biggest asset: We are genuinely invested in our people's career and welfare.

• Global reach & local impact: Get to work with high-growth startups and dynamic companies from the comfort of your own home.

• Powering global startups: We've created 1,400 Filipino jobs that empower global start-ups to focus on growth.