The Role
Respond to inbound inquiries, qualify prospective adventure-travel customers, conduct telephone and written follow-up, maintain accurate HubSpot CRM records, and hand qualified leads to Sales Specialists. The role requires rapid lead response, disciplined follow-up, detailed data entry, cross-department collaboration, and coverage of North American afternoon and evening hours. Strong performers may develop into Sales Executive responsibilities.
Summary Generated by Built In
Sales Development Representative – North America & Europe
About Outdoor Norway
Role Purpose
Key Responsibilities
Rapid Lead Response
Lead Qualification
Sales Handover
HubSpot and Data Quality
Cross-Department Collaboration
Performance Measures
Required Qualifications
Preferred Qualifications
Personal Attributes
Location: Remote – Philippines-based preferred
Employment: Part-time initially, approximately 4–5 hours per day, with the opportunity to increase hours based on performance and seasonal demand
Working hours: Scheduled shifts aligned with North American afternoon and evening hours, including rotating coverage where required
Outdoor Norway is a premium adventure travel company based in Voss, in the heart of Fjord Norway. We create and operate unforgettable outdoor experiences—from daily adventures to multi-day journeys—with a strong commitment to safety, sustainability, quality and meaningful human connection.
As we expand across Europe, North America and Asia, we are strengthening our commercial team so that every inquiry receives a fast, personal and professional response.
The Sales Development Representative is the first commercial contact for potential Outdoor Norway guests. The mission is to respond quickly, speak directly with prospective guests, understand their needs, qualify their purchase potential and create momentum toward a booking.
This is not initially an itinerary-building or closing role. Once an inquiry is properly qualified, it will be handed over to an experienced Sales Specialist who will prepare the itinerary, package or final proposal.
The position offers a potential development path into Sales Executive responsibilities after strong performance and sufficient product knowledge, normally requiring six to twelve months of development.
- Monitor new inquiries from the website, marketing campaigns, email and HubSpot CRM.
- Make the first contact attempt within five minutes for leads received during scheduled working hours.
- Prioritize telephone contact, supported by professional written follow-up.
- Maintain consistent follow-up until the lead advances, enters remarketing or is correctly disqualified.
- Work scheduled hours that allow contact with North American guests during suitable after-work periods.
- Understand the guest’s travel dates, destination interests, group profile, budget, preferred activities and readiness to book.
- Identify whether the inquiry relates to FIT travellers, families, couples, groups, corporate clients, schools or universities.
- Assign the correct CRM status:
- Qualified: Genuine purchase potential with a clear requirement or next step.
- Remarketing: Interested but not yet ready to proceed.
- Disqualified: No longer interested, opted out, invalid or not a suitable fit.
- Identify special requirements, commercial opportunities, risks and urgent requests before handover.
- Transfer qualified inquiries promptly to the appropriate Sales Specialist.
- Provide a complete handover containing requirements, communication history, priorities, concerns and the agreed next step.
- Schedule the next sales conversation whenever appropriate.
- Remain responsible for CRM accuracy after the opportunity is handed over.
- Complete every mandatory CRM property before changing a lead’s stage.
- Log calls, emails, notes, outcomes and next actions on the same working day.
- Keep lead ownership, status, source, activity history and follow-up dates accurate.
- Maintain a clear distinction between pre-sales inquiries, existing-booking support and other general requests.
- Follow Outdoor Norway’s privacy and GDPR procedures.
- Work closely with Sales, Marketing, Product, Operations and Customer Support.
- Share feedback with Marketing regarding campaign quality and common guest questions.
- Request operational or product clarification when needed.
- Participate in product and destination training.
- Percentage of in-shift inquiries contacted within five minutes.
- Contact and conversation rate.
- Inquiry-to-qualified-lead conversion.
- Quality and accuracy of qualification.
- Speed and completeness of sales handovers.
- CRM completeness and same-day activity logging.
- Follow-up discipline and overdue-action rate.
- Contribution of qualified opportunities to completed bookings.
- Internal feedback from Sales, Marketing and Operations.
- Excellent spoken and written English.
- Confident, warm and professional telephone communication.
- Experience in sales development, pre-sales, telesales, customer service, hospitality or travel.
- Strong organizational skills and attention to detail.
- Comfortable working with CRM systems; HubSpot experience is preferred.
- Reliable internet connection with electricity backup and a professional remote-working environment.
- Ability to work independently during North American coverage hours.
- Experience serving North American or European customers.
- Background in tourism, adventure travel, hospitality or experience-based services.
- Experience qualifying inbound digital marketing leads.
- Additional languages are an advantage.
- Proactive and comfortable taking ownership.
- Energetic and confident when making telephone calls.
- Service-minded and genuinely interested in people.
- Persistent without being aggressive.
- Calm and professional under pressure.
- Highly disciplined with follow-up and CRM administration.
- Curious, coachable and eager to develop into a broader sales role.
- Be part of a purpose-driven adventure company
- Work with meaningful products that inspire people
- Grow into Sales, Account Management, or Revenue roles
- Collaborate with an international, passionate team
- Opportunity work remotely
Skills Required
- Excellent spoken and written English
- Confident, warm, and professional telephone communication
- Experience in sales development, pre-sales, telesales, customer service, hospitality, or travel
- Strong organizational skills and attention to detail
- Comfort working with CRM systems
- Reliable internet connection with electricity backup and a professional remote-working environment
- Ability to work independently during North American coverage hours
- Experience serving North American or European customers
- Background in tourism, adventure travel, hospitality, or experience-based services
- Experience qualifying inbound digital marketing leads
- Additional languages
- HubSpot experience
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The Company
What We Do
Outdoor Norway is an adventure-tour operator based in Voss, Norway, creating guided wilderness experiences across Fjord Norway. Its offerings include kayaking, rafting, canoeing, stand-up paddleboarding, mountain biking, hiking, skiing, snowshoeing, and multi-day fjord adventures. The company connects visitors with the region’s rivers, fjords, forests, and mountains through active, memorable experiences led by outdoor professionals, with a strong emphasis on safety, nature, and personal challenge.
