Sales Development Representative

Role Purpose

To drive aggressive outbound revenue growth by maintaining total ownership of the sales lifecycle. This role requires a high volume, proactive approach to business development, encompassing everything from initial prospecting and omnichannel outreach to representing the company at live events and finalizing deal closures.

Core Responsibilities

Full Cycle Sales: Manage the complete prospect journey, including lead sourcing, qualification, discovery call handling, negotiation, and deal closing.

Omnichannel Prospecting: Execute strategic, multifaceted outreach campaigns utilizing phone, email, LinkedIn, WhatsApp, and other relevant social media platforms to maximize market penetration.

Field Representation and Networking: Actively attend industry events, expos, and seminars to professionally present AML Watcher, cultivate strategic relationships, and generate high-value business opportunities.

Pipeline Management: Build, nurture, and maintain a robust sales pipeline, ensuring consistent conversion rates from cold outreach to active opportunities.

Daily Call Quota: Execute a minimum of 100 outbound dials per day.

Daily Email Quota: Send a minimum of 75 new and cold emails per day.

Multichannel Engagement: Maintain active, daily outreach via LinkedIn and WhatsApp, tracked via CRM.

Pipeline Targets: Generate 5 qualified discovery meetings per week.

Closing Targets: Successfully maintain a 20 percent close rate on all opportunities.

Partner Recruitment and Onboarding

• Identify, prospect, and recruit referral partners and resellers aligned with AML Watcher's ideal customer profile, including RegTech and compliance consultancies, system integrators, VARs, KYC and onboarding platforms, advisory and audit firms, and MSPs.
• Build and maintain a qualified pipeline of partner prospects across target regions and verticals.
• Own end-to-end onboarding, including partnership agreements, enablement, product training, and go-live.
• Work closely with direct sales, marketing, product, and legal teams.
• Partner with marketing on co-marketing campaigns, webinars, and joint events.
• Represent the company at industry events and RegTech and compliance conferences.
• Keep CRM and partner records accurate, and feed market and competitive insight back to the business.

Key Performance Indicators: Performance will be evaluated strictly against the following quantitative and qualitative targets.

Daily Activity Quotas

• Execute a minimum of 100 outbound dials per day.
• Send a minimum of 75 new and cold emails per day.
• Maintain active, daily outreach via LinkedIn and WhatsApp, tracked via CRM.

Monthly Pipeline Targets

• Generate 12 qualified meetings or SALs per month.
• Achieve 300,000 dollars in verified sales pipeline per month.
• Maintain a 20 percent close rate on all opportunities through close follow-ups with the relevant RVP or AE.

Standard Operating Procedures

• To achieve the KPIs, the following standard workflows must be adhered to daily.

Lead Sourcing and Outreach Execution

• Compile daily prospect lists targeting key decision-makers in the LATAM region.
• Supplement traditional outreach with personalized LinkedIn connection requests and WhatsApp messages.

Call Handling and Deal Progression

• Conduct structured outreach to qualify leads based on established frameworks such as BANT, covering Budget, Authority, Need, and Timeline.
• Handle objections professionally and guide qualified leads directly to the Account Executive team.

CRM Administration and Data Integrity

• Log 100 percent of activities, including calls, emails, social messages, and call notes, into the CRM in real time.
• Create and update deal stages to ensure accurate company-wide pipeline forecasting.

Follow-Up Protocol

• Respond to all prospect inquiries and inbound replies within a strict Service Level Agreement.

Required skills and qualifications

• Excellent communication and interpersonal skills.
• 4 to 5 years of relevant experience in business development, sales, or outbound sales.
• Proven experience in region-specific outreach and market development.
• Strong expertise in selling SaaS products, preferably within the RegTech, FinTech, AML, KYC, or compliance technology industry.
• Strong understanding of the APAC market, including key countries, industries, customer profiles, decision makers, and regional business practices.
• Ability to understand customer requirements and identify relevant business opportunities within the APAC region.
• Hands-on experience with email marketing, including cold email campaigns, prospect segmentation, personalization, follow-up sequences, and campaign performance tracking.
• Strong experience in outbound prospecting through email, LinkedIn, and phone etc.