Sales Development Representative

About us

SFG
20 is the industry standard for building maintenance. Providing services and pioneering technologies that empower people to create and sustain safer buildings.

Our mission is to make buildings better using our standard, software and expertise. Our vision is to become the leading authority for built environment maintenance that protects and enhances quality of life.

Do you love the challenge of opening doors, starting conversations, and turning cold prospects into warm opportunities?

At SFG
20, we're looking for a tenacious, commercially-minded Sales Development representative to join our growing New Business team.

This isn't a lead-following role. This is a true outbound SDR position where you'll own pipeline generation, build relationships with senior decision-makers, and create opportunities through smart, strategic prospecting.

As the industry standard for building maintenance, we're transforming the built environment through our software, expertise and standards. Now we need someone with a genuine hunter mentality to help us reach even more organisations.

Hybrid role with travel to our Manchester office twice per month.

Pipeline Generation (Outbound-Led)

• Build a high-quality pipeline through structured outbound prospecting into target accounts aligned with SFG
  20’s Ideal Customer Profile (ICP).

• Identify, prioritise, and systematically engage key accounts using multiple channels (phone, email, Linked In, strategic research).

• Map organisations to identify stakeholders, decision-makers, and influencers, clarifying account structures and opportunities.

• Run proactive outreach aligned with defined sales plays and industry value propositions.

• Own early-stage opportunity development, moving prospects from initial engagement to qualified pipeline.

Qualification & Sales Framework Alignment

• Qualify opportunities using defined frameworks (e.g. MEDDICC/BANT) to ensure pipeline meets clear criteria.

• Validate customer pain points, business drivers, decision processes, and commercial potential.

• Ensure opportunities fit SFG
  20’s ICP, showing clear need and buying intent.

• Maintain pipeline quality by challenging and disqualifying where needed.

Appointment Setting & Opportunity Handover

• Secure quality meetings and demonstrations for Account Executives with clear objectives and next steps.

• Provide thorough handovers, including stakeholder mapping, pain points, qualification and deal context.

• Act as a strategic partner to AEs, ensuring sales process continuity and momentum.

Account-Based & Market Engagement

• Develop deep understanding of target industries, buyer personas and use cases.

• Continuously refine account lists using insights, data and feedback.

• Position as a credible, insight-driven first contact, adding value to each interaction.

• Stay updated on industry trends, competitors and market dynamics to spot new opportunities.

Mindset & Ownership

• Operate with a hunter mentality, self-sourcing and owning pipeline creation.

• Focus on effective outcomes (qualified pipeline and revenue), not just activity volume.

• Consistently test and refine outbound approaches to boost conversion and engagement.

• Proven experience in Sales or Business Development roles with an outbound focus in SaaS, software or technology environments.

• Demonstrated success generating pipeline through outbound prospecting, with a record of converting target accounts into qualified opportunities.

• Experience working with Ideal Customer Profiles (ICP) and applying account‑based prospecting to develop key accounts.

• Strong discovery and qualification skills using structured sales frameworks (e.g., MEDDICC, BANT).

• Confident communicator, adept at engaging senior stakeholders, building credibility and leading value-driven discussions.

• Proficient in CRM systems (e.g., Salesforce) and sales engagement tools for managing pipeline, tracking activity and driving performance.

• Commercially minded, able to identify business needs, align solutions and prioritise high‑value opportunities.

• Resilient, self‑motivated, with a strong hunter mentality and comfortable in high-activity, target-driven outbound roles.

• Strong organisational…