Sales Development Representative

Purpose

Generate qualified pipeline for Squiz's sales team by identifying, researching, and engaging target accounts through prospecting. Own the top of the funnel - turn cold prospects into warm, qualified opportunities.

Key Responsibilities

Outbound Prospecting

• Identify and research target accounts across key verticals (government, higher education, professional services, not-for-profit)
• Build lists of decision-makers (CMOs, Marketing Directors, CTOs, Digital Leaders)
• Execute multi-channel outreach (email, LinkedIn, phone) using personalized messaging
• Test and iterate messaging based on response rates and feedback
• Maintain consistent daily/weekly activity targets (calls, emails, connections)

Lead Qualification

• Qualify inbound and outbound leads using BANT or similar framework
• Conduct discovery calls to understand prospect needs, pain points, and fit
• Identify buying signals and urgency
• Determine budget authority, decision-making process, and timeline
• Pass qualified opportunities to Account Executives with clear handover notes

Pipeline Management

• Maintain accurate records in HubSpot
• Track and report on key metrics
• Manage outreach sequences and follow-up cadences
• Prioritize high-value accounts and coordinate with Account Executives on target account strategy

Market Intelligence

• Research prospect organizations (tech stack, recent news, initiatives, pain points)
• Gather competitive intelligence and objection patterns
• Share insights with Marketing and Product Marketing to refine messaging and positioning
• Stay current on Squiz products, use cases, and customer success stories

Skills & Experience Required

Essential

• 1-3 years in sales development, business development, or outbound sales role (B2B SaaS or technology preferred)
• Proven ability to prospect into cold accounts and book meetings
• Excellent written communication (emails, LinkedIn messages)
• Strong phone presence and confidence with cold calling
• Resilience and persistence - comfortable with rejection
• Self-motivated and target-driven
• CRM proficiency (HubSpot, Salesforce, or similar)
• Familiarity with sales tools (LinkedIn Sales Navigator, Apollo, Clay, or similar)

Desirable

• Experience selling to Marketing or IT buyers
• Knowledge of DXP, CMS, Martech, or SaaS products
• Background prospecting into government, higher education, or professional services sectors
• Understanding of content management, personalization, or search technologies

Competencies

• Hunter mentality: Proactive, driven, loves the chase
• Curiosity: Asks great questions and genuinely listens
• Resilience: Bounces back from "no" and keeps going
• Adaptability: Tests, learns, iterates on messaging and approach
• Coachability: Takes feedback and improves quickly
• Team player: Collaborates with AEs, Marketing, and Sales Enablement to refine approach

What This Role Is Not Responsible For

This is a sales development and prospecting role focused on generating new pipeline. You will not be responsible for managing existing customer accounts, retention and expansion revenue, post-sale customer success or contract negotiations and renewals.

Those responsibilities sit with our Account Managers and Customer Success team. Your focus is on identifying new prospects, booking qualified meetings, and creating pipeline for the sales team.

What We Offer

• Competitive base salary + uncapped commission/bonus structure
• Comprehensive product and sales training
• Clear progression path to Account Executive or Sales Enablement roles
• Access to best-in-class sales tools and enablement resources
• Collaborative, performance-driven team culture
• Flexible working arrangements

Squiz helps complex, service-led organisations harness the power of digital, improving the services they offer online. 

Founded in 1998, Squiz grew during the rise of the internet. Since then, we have evolved from a simple web content management system into a full digital experience platform (DXP), helping customers make the shift from being content managers to experience creators.

The Squiz DXP brings together content, search, data and applications in one place. To get the most out of the platform, customers can collaborate with our digital experts to design solutions and adapt as demands change.  

We are headquartered in Australia, with teams and customers across the globe, and offices in New Zealand, the United States, the United Kingdom and Poland.