Sales Development Representative

All-Bound Sales Development Representative

About the Role

We are seeking an experienced and highly motivated All-Bound Sales Development Representative to own a top-of-funnel pipeline for a designated Shufti region. In this critical role, you will combine inbound lead qualification and outbound prospecting into a single regional engine that ensures seamless top-of-funnel operations. You will work directly with the Regional Vice President and Regional Marketing to deliver a unified, localized go-to-market strategy that maximizes market penetration and accelerates revenue growth.

Key Responsibilities

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

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

Preferred Qualifications

• Languages: Regionally relevant languages (e.g. Arabic/English).
• Certifications: Training in modern sales methodologies (Challenger, SPIN, MEDDPICC).