Sales Development Representative

About the role

Do you love the challenge of opening doors, starting conversations, and turning cold prospects into warm opportunities?

At SFG20, we're looking for a tenacious, commercially-minded Sales Development Representative to join our growing New Business team.

This isn't a lead-following role. This is a true outbound SDR position where you'll own pipeline generation, build relationships with senior decision-makers, and create opportunities through smart, strategic prospecting.

As the industry standard for building maintenance, we're transforming the built environment through our software, expertise and standards. Now we need someone with a genuine hunter mentality to help us reach even more organisations.

Hybrid role with amazing offices in Manchester No.1 Spinningfields.

Key Responsibilities:

Pipeline Generation (Outbound-Led)

• Build a high-quality pipeline through structured outbound prospecting into target accounts aligned with SFG20’s Ideal Customer Profile ( ICP ).
• Identify, prioritise, and systematically engage key accounts using multiple channels (phone, email, LinkedIn, strategic research).
• Map organisations to identify stakeholders, decision-makers, and influencers, clarifying account structures and opportunities.
• Run proactive outreach aligned with defined sales plays and industry value propositions.
• Own early-stage opportunity development, moving prospects from initial engagement to qualified pipeline.

Qualification & Sales Framework Alignment

• Qualify opportunities using defined frameworks (e.g. MEDDICC/BANT ) to ensure pipeline meets clear criteria.
• Validate customer pain points, business drivers, decision processes, and commercial potential.
• Ensure opportunities fit SFG20’s ICP, showing clear need and buying intent.
• Maintain pipeline quality by challenging and disqualifying where needed.

Appointment Setting & Opportunity Handover

• Secure quality meetings and demonstrations for Account Executives with clear objectives and next steps.
• Provide thorough handovers, including stakeholder mapping, pain points, qualification, and deal context.
• Act as a strategic partner to AEs, ensuring sales process continuity and momentum.

Account-Based & Market Engagement

• Develop deep understanding of target industries, buyer personas, and use cases.
• Continuously refine account lists using insights, data, and feedback.
• Position as a credible, insight-driven first contact, adding value to each interaction.
• Stay updated on industry trends, competitors, and market dynamics to spot new opportunities.

Mindset & Ownership

• Operate with a hunter mentality, self-sourcing and owning pipeline creation.
• Focus on effective outcomes (qualified pipeline and revenue), not just activity volume.
• Consistently test and refine outbound approaches to boost conversion and engagement.

Essential experience

• Proven experience in Sales or Business Development roles with an outbound focus in SaaS , software, or technology environments.
• Demonstrated success generating pipeline through outbound prospecting, with a record of converting target accounts into qualified opportunities.
• Experience working with Ideal Customer Profiles (ICP) and applying account-based prospecting to develop key accounts.
• Strong discovery and qualification skills using structured sales frameworks (e.g., MEDDICC, BANT ).
• Confident communicator, adept at engaging senior stakeholders, building credibility, and leading value-driven discussions.
• Proficient in CRM systems (e.g., Salesforce) and sales engagement tools for managing pipeline, tracking activity, and driving performance.
• Commercially minded, able to identify business needs, align solutions, and prioritise high-value opportunities.
• Resilient, self-motivated, with a strong hunter mentality and comfortable in high-activity, target-driven outbound roles.
• Strong organisational skills and attention to detail in account research, stakeholder mapping, and opportunity tracking.

Desirable

• Experience in Facilities Management (FM), built environment, or property sectors.
• Previous HubSpot experience.

Our interview process is a little different...

Because we're hiring SDRs, we want to see SDR skills in action.

Stage 1: Elevator Pitch Video

Submit a 60-second video introducing yourself and pitching Facilities IQ .

Focus on:

• What Facilities IQ is
• The key benefits and value it offers
• What sets Facilities IQ apart

We're interested in how you communicate, engage, and persuade your audience.

Stage 2: Talent Interview

A conversation with our People Team to learn more about you, your experience and what motivates you.

Stage 3: Walk the Walk

This is where things get interesting.

If you progress, we'll ask you to do what great SDRs do every day:

Prospect.

Create an opportunity.

Secure a meeting.

You'll be given details of our Head of New Business and challenged to land an interview with them using the same creativity, persistence and professionalism you'd use in role.

No gimmicks. No tricks.

Just a chance to demonstrate the skills that make the best SDRs successful.

Because we're looking for people who don't just talk about prospecting - they actually do it.

Additional Information

All candidates must be able to demonstrate a pre-existing right to work and travel within the UK. Unfortunately, we are not able to offer sponsorship. Documentary evidence will be required.

All offers are subject to satisfactory vetting and reference checks.

Our Benefits:

• 26 days holiday + Bank holidays + buy up to 5 days
• Private Medical insurance with BUPA
• Remote/Hybrid first policy
• Employee Assistance programme with WeCare
• ‍‍ Enhanced Family Friendly Benefits
• ️‍♂️ Gym Discounts
• and more!

Equal opportunities for everyone

Diversity and inclusion are our priorities, and we’re ensuring we have lots of support so our people can grow at SFG20 and do their best work!

We embrace diversity by fostering an inclusive environment where everyone feels welcome, safe and able to bring their whole self to work.

We’re an equal opportunity employer. Applicants will be considered for employment without attention to age, ethnicity, religion, sex, sexual orientation, gender identity, family or parental status, national origin, veteran, neurodiversity or disability status.

If there’s anything we can do to accommodate your specific situation, please let us know.