Sales Development Representative

Skills and Qualifications:

The Sales Development Representative (SDR) plays a vital role in building the company's sales pipeline by 

identifying and qualifying new business opportunities for its digital transformation solutions. These solutions include enterprise automation and application modernization platforms such as Appian and OutSystems, as well as professional services that support organizations in accelerating their digital initiatives.

Beyond basic lead generation, the SDR must demonstrate strong research and analytical skills to identify 

target accounts, understand industry trends, and uncover potential transformation opportunities within 

organizations. This includes analyzing company initiatives, technology investments, and operational 

challenges that can be addressed through workflow automation, low-code development, and AI-enabled 

process optimization.

The ideal candidate must possess excellent communication and interpersonal skills, enabling them to 

confidently engage with business and technology leaders through cold outreach, email campaigns, LinkedIn engagement, and other modern prospecting channels. The SDR should be able to craft compelling messaging that resonates with executives responsible for digital transformation, operations, and IT modernization.

The role also requires high levels of discipline, organization, and persistence. Because pipeline 

development is often a numbers-driven activity, the SDR must be comfortable with structured outreach 

cadences, CRM tracking, and consistent follow-up activities to nurture prospects until they are ready for 

deeper engagement with the sales team.

Additionally, familiarity with Salesforce is highly desirable. Experience using sales engagement platforms, 

and professional networking tools helps the SDR operate efficiently and maintain accurate tracking of 

prospects and activities.

SDR should possess a growth mindset and eagerness to learn. As the first step in a technology sales 

career, the role provides exposure to enterprise sales processes, consultative selling methodologies, and 

digital transformation strategies, preparing the SDR to potentially advance into account executive or 

solution sales roles in the future.

Roles and Responbilities:

1. Prospect and Identify Target Accounts

Research and identify potential organizations that could benefit from the company's digital transformation 

solutions, focusing on industries aligned with the company's strategic priorities.

2. Execute Multi-Channel Outreach Campaigns

Initiate contact with prospective clients through cold calls, personalized emails, LinkedIn outreach, and 

other prospecting channels to generate interest in the company's offerings.

3. Qualify Leads and Schedule Sales Meetings

Engage prospects to understand their business challenges, technology environment, and transformation 

initiatives, and qualify them before scheduling discovery meetings for the sales team.

4. Maintain Accurate CRM and Pipeline Data

Record prospecting activities, lead information, and engagement outcomes in the CRM system to ensure 

visibility and alignment across the sales organization.

5. Support Pipeline Development for Strategic Solutions

Generate qualified opportunities for the sales team by positioning the value of enterprise platforms such as Appian and OutSystems, as well as the company's consulting and implementation services.