About
The Role
We are seeking an experienced and highly motivated All-Bound Sales Development Representative to own a top-of-funnel pipeline for a designated Shufti region. In this critical role, you will combine inbound lead qualification and outbound prospecting into a single regional engine that ensures seamless top-of-funnel operations. You will work directly with the Regional Vice President and Regional Marketing to deliver a unified, localized go-to-market strategy that maximizes market penetration and accelerates revenue growth.
About
The Role
We are seeking an experienced and highly motivated All-Bound Sales Development Representative to own a top-of-funnel pipeline for a designated Shufti region. In this critical role, you will combine inbound lead qualification and outbound prospecting into a single regional engine that ensures seamless top-of-funnel operations. You will work directly with the Regional Vice President and Regional Marketing to deliver a unified, localized go-to-market strategy that maximizes market penetration and accelerates revenue growth.
Key Responsibilities Inbound Lead Management ("The Net")
- Lead Qualification & Nurturing:
Qualify high-intent leads and move them to discovery; nurture mid-intent leads through personalized sequences. - Re-Engagement:
Proactively re-engage ghosted leads to reinvigorate interest and qualify them for sales opportunities.
- Target Account Strategy:
Collaborate with the Regional VP to develop the regional target list, identifying top accounts in Fintech, iGaming, Neobanks, and regulated institutions. - Multi-Channel Outreach:
Execute multi-channel sequences (email, phone, social, video) with 8–12 touches per prospect using Challenger messaging. - Market Penetration:
Conduct research to identify high-potential accounts, ensure market coverage, and position Shufti as the regional category leader.
- Pre-Discovery Calls:
Conduct initial qualification calls to validate fit and ensure a smooth hand-off to Account Executives. - Gold Standard Briefing:
Create comprehensive dossiers using SPICED/BANT-C methodology so AEs can focus on closing, not qualification.
- Partnership with Leadership:
Work closely with the Regional VP and Marketing to align on go-to-market strategy, messaging, and tactics. - Market Insights:
Provide feedback on lead quality, prospect sentiment, and regional trends to continuously optimize motion.
- Sales Accepted Leads (SALs): 20+ per month.
- Lead-to-Opportunity Conversion: 35–40%.
- Pipeline Contribution: USD 1.2M – 2.5M annual, depending on region.
- Speed to Lead: 100% of MQLs contacted within 15 minutes.
- Discovery Accuracy: 95% of leads passed to AEs meeting SPICED/BANT-C criteria.
- Experience:
3–5 years in sales development, business development, or lead qualification with a record of exceeding targets. - Sales
Skills:
Expertise in both inbound qualification and outbound prospecting across multiple channels. - Industry Knowledge:
Experience in the designated region, ideally in Fin Tech, iGaming, Neobanks, or regulated verticals. - Tools:
Proficient with CRM (Salesforce/Hub Spot), prospecting tools (Sales Navigator, Zoom Info), and sales automation platforms. - Communication:
Strong written and verbal skills; comfortable engaging C-level executives. - Approach:
Independent operator with a strong sense of ownership and accountability.
- Languages:
Regionally relevant languages (e.g., Arabic). - Certifications:
Training in modern sales methodologies (Challenger, SPIN, MEDDPICC).
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