Sales Development Representative

Job Title:

Sales Development Representative (SDR)

Location:

Newcastle About Us

We deliver award-winning payroll and HR solutions to over 1,000 clients and are now entering an exciting phase of growth, with a target to scale revenue from £20M to £40M over the next three years.

Our approach to sales is modern and data-driven. We use market insights, buying signals and AI-powered tools to help our teams work smarter, identify high-value opportunities and engage the right decision-makers.

As a Sales Development Representative, you will play a critical role in driving pipeline growth across new business and existing accounts. This is a phone-led role where success comes from building genuine conversations and creating high-quality sales opportunities.

You will work across a balanced mix of inbound lead qualification, outbound prospecting and account expansion, helping to evolve our go-to-market strategy from a historically inbound-led model.

This role reports to the Head of Rev Ops and is based in Newcastle, with a minimum expectation of three days per week in the office.

• Generate new business opportunities through outbound prospecting across phone, email and Linked In
• Qualify inbound leads and convert marketing interest into sales-ready opportunities
• Identify upsell and cross-sell opportunities within existing customer accounts
• Research target accounts, map stakeholders and engage key decision-makers
• Build and manage a consistent pipeline of qualified opportunities
• Collaborate with Sales and Marketing to refine messaging and targeting
• Maintain accurate CRM records and consistently hit activity and pipeline targets

• Target of 12 qualified opportunities per month
• High-performance benchmark of 17 to 19 opportunities, based on current team performance from inbound activity
• Accelerators in place for exceeding targets, including enhanced commission at higher performance levels

• Current team of 2 SDRs and 6 Account Executives
• Role split across inbound, outbound and account expansion, initially balanced and evolving based on individual strengths
• Planned team expansion aligned with growth strategy, with increasing specialisation over time
• Typical progression path to Account Executive within 18 to 24 months, dependent on performance

• Confidence in outbound sales, particularly cold calling and proactive outreach
• Strong communication skills and the ability to build rapport quickly
• High emotional intelligence and natural conversational ability
• A competitive and target-driven mindset with resilience and consistency
• Curiosity and commercial awareness to identify new opportunities
• A data-driven approach to prioritising activity and improving performance
• Experience with CRM systems or sales tools such as Hub Spot or Cognism is beneficial but not essential
• A team-first mindset with a desire to grow in a fast-paced environment

• Hub Spot CRM
• Cognism
• Emerging AI-driven workflow and sales signal systems

• Base salary of £30,000
• Uncapped commission with £10,000 on-target earnings paid monthly
• Accelerators for over performance, including double commission potential
• Hybrid working with a minimum of three days per week in the Newcastle office
• Ongoing sales training, coaching and development
• Access to modern sales tools and technology
• A collaborative, high-performance environment with clear progression opportunities