Sales Development Representative

Role purpose

The SDR generates new pipeline through research, referral network mapping and cold calling, converts outbound interest into qualified sales conversations, and acts as the first human sales owner once a prospect responds positively to an outbound campaign. The role is channel-agnostic and can receive leads from LinkedIn/HeyReach, bulk outbound email, AI-led email sequences and other future outbound activity. The SDR owns the 'grunt work' of persistent follow-up, qualification, nurture, meeting setting and sales administration until a genuine need, appropriate fit and realistic next step have been established. Business Development then takes over for higher-value customer discussions, discovery, solutioning, commercial progression and closing.

Key responsibilities

Outbound campaign response management

• Take human ownership when a prospect expresses interest through LinkedIn, bulk outbound email, AI-led email sequences or other assigned outbound campaigns.

• Review the full automated or LinkedIn conversation history before responding, so the transition from automated outreach to human engagement is seamless.

Lead generation and research

• Client network mapping: for clients the Business Development Director confirms are happy with Satellite Office, research key contacts' LinkedIn and social media to identify their real networks (peers, former colleagues, investors, industry groups), and build target lists for referral and warm-introduction campaigns.

• Hiring-signal prospecting: find businesses advertising roles we place (e.g. accountants, customer service, designers) and open conversations about offshoring.

• Cold calling: run outbound calling campaigns to target lists in each market.

• Pipeline reactivation: call through vetted re-engagement lists, such as closed-lost deals from the Old and Cold program.

• Targeted campaigns: research and build lists for specific campaigns, e.g. Filipino director-level and above leaders in a city such as Perth, or across Australia, the US and the UK. Engage them as potential buyers or introducers, since they already understand the value of Filipino talent.

• Use only publicly available information, and follow the suppression list and anti-spam rules for each market.

Lead follow-up and qualification

• Pick up every interested outbound lead within one business day of handover from Marketing, regardless of whether it originated from LinkedIn, bulk email, an AI-led sequence or another approved outbound campaign.

• Move conversations from LinkedIn to email and phone, keeping continuity with earlier messages.

• Run a structured follow-up cadence of emails, calls, voicemails and LinkedIn messages.

• Qualify prospects on need, roles and headcount, timing, decision-making and fit.

• Disqualify leads that do not fit, with a clear reason recorded in HubSpot.

Meeting setting

• Book meetings between qualified prospects and Business Development, and confirm them by calendar invitation.

• Send confirmations and reminders to reduce no-shows, and rebook missed meetings.

• Prepare a short pre-meeting brief for BD: company, contact, LinkedIn history and stated need.

Nurture and pipeline management

• Track "not now" prospects and follow up on the dates they give.

• Keep every lead in HubSpot current: stage, label, quality rating, notes and next-step date.

• Report weekly on leads worked, meetings booked, conversion by stage and reasons for disqualification.

Market and segment coverage

• Cover prospects in Australia, the United States, Canada, the UK and Europe, adjusting hours to reach each market.

• Tailor the approach from Tier 4 (small businesses) to Tier 1 (enterprise), including identifying stakeholders and procurement or RFP steps for larger accounts.

• Feed insights back to Marketing on which messages, personas and segments produce the best conversations.

Sales support

• Prepare indicative costing sheets using the Satellite Office costing template, for BD review.

• Send company overviews, rate cards and supporting materials as requested.

• Support BD with proposal preparation and administrative follow-up after meetings.

Key performance indicators

• Time to first contact after handover: within 1 business day.

• Sales-qualified meetings booked: 6 to 8 per month after ramp-up.

• Meeting no-show rate: under 15%.

• HubSpot accuracy: 100% of leads with a current stage and next-step date.

• Costing sheet turnaround: within 1 business day of request.

• Referral target lists: X client networks mapped per month.

• Outbound calls: X per day.

• Meetings booked from self-sourced leads: X per month (tracked separately from Marketing-sourced meetings).

Skills and experience

• 3 to 5 years in sales development, lead generation, inside sales or a similar client-facing role, ideally for Australian or North American clients.

• Excellent written and spoken English, confident on the phone with business owners and senior managers.

• Experience with a CRM (HubSpot preferred) and LinkedIn for prospecting; HeyReach or LinkedIn Sales Navigator is an advantage.

• Organised and persistent, able to manage many follow-ups and dates without dropping any.

• Strong research and list-building skills, including LinkedIn and social media research.

• Confident cold caller, comfortable opening conversations with business owners and senior executives.

• Comfortable with numbers and spreadsheets, to prepare costing sheets accurately.

• Understanding of outsourcing, offshore staffing or recruitment is an advantage.

• Willing to work a shifted schedule to cover North American hours.

Tools

HubSpot, HeyReach, LinkedIn (Sales Navigator desirable), Microsoft 365 (Outlook, Teams, Excel) and the Satellite Office costing template.