Sales Development Representative (SDR)

Sales Development Representative (SDR)

Reports to: Sales Development Director

Location: Eastern Time Zone, US

About Compliance & Risks - A fast growing Tech Company

Compliance & Risks is the leading provider of market access and product compliance SaaS solutions and is recognized as the leading end-to-end global product compliance solution provider across the technology, consumer goods and retail, industrial goods and life sciences sectors. The company's market leading SaaS platform, C2P, enables uninterrupted market access for enterprises selling products globally by monitoring and managing key product requirements, regulations and standards in their chosen markets. The C2P platform provides the world's most comprehensive database of legislative information, insights and actions, linked to product workflows, to help clients bring products to markets faster with lower risk and ensure ongoing compliance.

The company serves over 220+ global enterprise customers including: GE, Google, Nike, Amazon, Ikea, Bose, Tesla, Vaillant, Unisys, Samsung and Fujitsu.

Job Purpose

As a Sales Development Representative at Compliance & Risks, you will be responsible for the early stages of the sales process for your assigned territory. You will work closely with Business Development Managers, Solution Engineers and the Marketing team within a pod structure, supporting the conversion of marketing generated leads into qualified sales opportunities.

Your primary focus will be following up on inbound MQLs and proactively conducting cold outbound outreach to a defined account base through phone, email, LinkedIn and other channels. You will be expected to consistently initiate cold outreach outside of inbound activity, have meaningful conversations with prospects, understand their industry challenges, clearly communicate our value proposition, and qualify interest. The core objective of the role is to generate and book qualified meetings and pass these opportunities to Business Development for further progression.

Key Responsibilities:

KRA 1 - Sales Activity

• Proactively conduct cold outbound outreach via phone, email, LinkedIn, voice and video to engage prospects within a defined account base
• Support marketing campaigns by conducting cold outreach and following up on inbound MQLs such as webinars, whitepaper downloads and demo requests to qualify interest and book meetings with the Business Development team
• Qualify prospects through discovery conversations, understanding their needs, challenges, current environment and potential fit with our offering
• Book qualified meetings and conduct a professional handoff to the Business Development team
• Build and maintain a pipeline of engaged prospects through consistent outreach and follow-up, utilising the available tech stack
• Develop a strong understanding of target personas, the challenges they face, and how Compliance & Risks solves those challenges
• Act as a subject matter expert by continuously building knowledge of Compliance & Risks' products and value proposition to effectively engage and educate prospects

KRA 2 - Collaboration

• Work closely with Business Development to align on target accounts, industries, and job titles, identifying who to engage, when to engage them, and why
• Partner with Marketing by providing feedback on lead quality, campaign performance and messaging, based on direct conversations with prospects in the market
• Contribute to refining what a good quality SQL looks like through ongoing feedback from outreach and discovery conversations
• Share insights from prospect interactions to help improve targeting, messaging and overall go-to-market approach

KRA 3 - Tools, Data, & Prospecting

• Maintain accurate and up-to-date records of all activities, leads, accounts and opportunities within HubSpot and Salesloft, ensuring full CRM hygiene and visibility
• Utilise tools such as LinkedIn Sales Navigator and ZoomInfo to identify target accounts, key stakeholders and build structured account maps
• Proactively research accounts using tools such as ZoomInfo and LinkedIn Sales Navigator to identify relevant signals and triggers at both account and contact level, using these insights to prioritise who to engage, when to engage them, and why
• Leverage the available tech stack to support prospecting, outreach and pipeline development, ensuring consistent and effective activity
• Use LinkedIn to engage prospects through InMails, messages, and voice or video notes, supporting outbound activity through relevant and timely interactions within your defined account base

Skills & Requirements

• 12 years' SDR experience required, ideally within large business or enterprise environments, including engaging multiple stakeholders and multithreading across accounts
• University degree or equivalent post-secondary education desirable, but not essential
• Experience using a modern sales tech stack is highly advantageous, including HubSpot, Salesloft, ZoomInfo, LinkedIn Sales Navigator, Leadfeeder, and Google Suite
• Highly organised, able to work autonomously, with strong attention to detail and quality
• Strong work ethic and results-oriented mindset
• Comfortable operating in a fast-paced, constantly changing environment
• Strong written communication skills and confident phone presence
• Fluent English (native or professional level) is essential; additional European or Asian languages are advantageous

Demonstration of Values

All employees should continually promote legacy of Company Culture through demonstrating its values:

1. Trust

2. Respect

3. Winning Together

4. Innovation

The Perks:

• A competitive salary, incentive plan, health insurance, pension and more
• Remote working options and a flexible environment that promotes wellness and work life balance
• Freedom to work from any EU location for short periods of time
• An exciting and versatile job with career development opportunities and progression
• The opportunity to work with talented and diverse team in an inclusive work environment
• A learning culture where continued learning & development is supported and encouraged with your own personal Linkedin Learning License.

Company Highlights

• 20-30% YoY revenue growth since 2017
• Established global offices
• Top private equity sponsorship from Luminate Capital Partners
• 60,000+ regulations and standards on the platform
• A marketing leading retention rate over 95%

Compliance and Risks is an Equal Opportunities Employer