Bound Sales Development Representative; ADR - MENA

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.

• 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.
• Outbound Lead Generation ("The Spear") – 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).