About the role:
We are looking for an ambitious and commercially minded Sales Development Representative (SDR) to generate and qualify high-quality sales opportunities for a digital accessibility solutions business.
This is not a high-volume cold-calling role. You will take a consultative approach, engaging senior decision-makers, understanding their digital landscape and business priorities, and identifying where our solutions, consultancy, and training can add value.
You will work closely with Account Executives to turn meaningful discovery conversations into qualified sales opportunities.
Work Setup: Full Remote
Schedule: Mid Shift
Key Responsibilities
- Generate qualified opportunities through outbound prospecting, inbound enquiries, and strategic account research.
- Engage senior stakeholders across Digital, Marketing, IT, Customer Experience, Accessibility, Procurement, and Digital Transformation.
- Conduct structured discovery conversations to understand:
- Websites and digital ecosystems
- CMS and technology platforms
- Digital ownership and governance
- Accessibility maturity and compliance requirements
- Customer and employee digital journeys
- Digital transformation and customer experience priorities
- Identify customer pain points, accessibility risks, compliance challenges, and business opportunities.
- Explain digital accessibility concepts clearly to technical and non-technical stakeholders.
- Qualify opportunities using methodologies such as MEDDICC, SPICED, or BANT.
- Build relationships with multiple stakeholders across target accounts.
- Deliver engaging product introductions and clearly communicate solution value.
- Maintain accurate CRM records, discovery notes, and pipeline updates.
- Collaborate with Account Executives, Marketing, Product, and Customer Success teams.
- Achieve monthly and quarterly pipeline generation targets.
What We're Looking For
- 2–5+ years of experience in B2B SaaS sales, Sales Development, Business Development, or consultative technology sales.
- Proven experience generating and qualifying B2B sales opportunities.
- Experience selling software, SaaS, digital services, or technology solutions.
- Strong experience conducting discovery and consultative sales conversations.
- Confidence engaging senior decision-makers and multiple stakeholders.
- Track record of achieving or exceeding pipeline or sales targets.
- Strong questioning, active listening, and relationship-building skills.
- Ability to translate customer challenges into commercially relevant opportunities.
- Excellent written and verbal communication skills.
- Ability to explain technical concepts to non-technical audiences.
- Self-motivated, organized, resilient, and comfortable working in a target-driven environment.
Digital & Technical Knowledge
You don't need to be a developer, but you should be comfortable discussing:
- Websites and digital ecosystems
- CMS platforms such as WordPress, Drupal, Sitecore, Umbraco, or Kentico
- Digital transformation
- User Experience (UX) and customer journeys
- SEO and digital marketing
- Website governance and technology roadmaps
- Digital accessibility
Tools & Platforms
Experience with:
- Salesforce, HubSpot, or similar CRM platforms
- LinkedIn Sales Navigator
- Sales engagement platforms
- Microsoft 365
- Video conferencing tools
- AI-assisted sales and productivity tools is an advantage
Desirable Experience
Experience within any of the following is an advantage:
- SaaS / Software
- Digital agencies
- Website development
- Accessibility technology
- GovTech / Public Sector Technology
- EdTech
- HealthTech
- Customer Experience (CX) software
Knowledge of WCAG, ADA, European Accessibility Act (EAA), Equality Act 2010, inclusive design, or digital accessibility legislation is advantageous but not required. Full product and accessibility training will be provided.
