Sales Development Representative (MSP/Tech) - South Africa

Position: Sales Development Representative

Salary: 18,000.00 (ZAR) - 22,000.00 (ZAR) per month

Working Hours & Conditions: Aligned with UK hours; full-time (remote)

OVERVIEW:

The Sales Development Representative (SDR) is responsible for creating new sales opportunities through self-sourced outbound activity.

This role is fully focused on generating pipelines from scratch, identifying target accounts, engaging decision makers, and securing qualified meetings for BDR.

There is no reliance on inbound leads or marketing-generated pipelines.

Success in this role comes from discipline, research, persistence, and quality conversations.

RESPONSIBILITIES:

• Self‑Sourced Outbound Lead Generation (Primary Focus):
• Build and manage your own pipeline of target organisations aligned to the client's Ideal Customer Profile (ICP).
• Identify and research key decision makers:
• Managing Directors
• Partners
• COOs
• Heads of IT
• Execute outbound activity including:
• Cold calling
• Targeted LinkedIn outreach
• Personalised email campaigns
• Webinars
• Develop outreach strategies based on:
• Sector trends (e.g. Professional service, Insurance, financial services, logistics)
• Risk and compliance pressures
• Business change signals (growth, hiring, relocation)
• Account-Based Prospecting:
• Focus on quality over volume, targeting the right organisations with tailored messaging.
• Build insight-driven outreach using:
• Company research
• Industry challenges
• Trigger events
• Run structured outreach campaigns across a defined list of accounts.
• Qualification & Appointment Setting:
• Conduct initial qualification conversations to determine:
• Business relevance and fit
• Current IT setup and pain points
• Appetite for change
• Book meetings for BDR only when prospects meet the agreed qualification criteria.
• Ensure every meeting is:
• Relevant
• Well-prepared
• Commercially viable
• Sales Handover & CRM Discipline:
• Provide detailed notes for each meeting, including:
• Business context
• Key challenges or risks
• Stakeholder insight
• Maintain accurate CRM records of all outreach activity, conversations, and outcomes.
• Work closely with the BDR and Pre-Sales team to improve meeting quality and conversion.
• Continuous Improvement:
• Test and refine outreach messaging and approaches.
• Share feedback on:
• What's resonating with prospects
• Objections being encountered
• Market trends and buyer concerns
• Continuously improve personal conversion rates and effectiveness.
  
  

QUALIFICATIONS:

• Essential:
• Experience in B2B sales, ideally IT, MSP, SaaS, or professional services.
• Understanding of cybersecurity, compliance, or IT challenges faced by SMEs.
• Proven ability or strong desire to succeed in outbound sales.
• Confidence in cold calling and engaging senior decision-makers.
• Strong research and targeting skills.
• Resilient, self-motivated, and disciplined.
• Clear, professional communication style.
• Desirable (Preferred but not required):
• Experience with account-based or targeted outbound approaches.
• KPIs & Performance Metrics
• Number of self-sourced qualified meetings booked
• Outreach activity (calls, LinkedIn, email)
• Conversion rates (contact → conversation → meeting)
• Meeting quality (feedback from SDR)
• Pipeline contribution from self-generated activity
  

What Success Looks Like:

• Consistent generation of self-sourced, qualified meetings
• Strong conversion from meeting → opportunity (via BDR)
• High-quality conversations with senior decision-makers
• Increasing effectiveness of outreach over time
• Positive feedback from Tom on meeting relevance and preparation
  
  

What We Offer:

• Competitive base salary + commission based on qualified meetings and pipeline contribution
• Clear progression into BDR roles
• Direct exposure to real sales opportunities and deal progression
• Training in consultative selling and IT services
  

Why This Role is Different:

• Full ownership of your own pipeline
• No dependency on marketing or inbound leads
• Direct impact on revenue generation
• Close partnership with a BDR focused on closing
• Opportunity to build a true outbound sales skillset