Sales Development Representative; Outbound

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Reporting To: SDR Manager

Location:

Hybrid, Newcastle office (Tuesday to Thursday in office, Monday and Friday remote)
Full-time
Most iplicit roles are remote-first. This one isn't, so you'll need to be within commuting distance of central Newcastle. The "Why Newcastle" bit below explains the thinking.

iplicit is one of the UK's fastest-growing mid-market finance software platforms, a modern, cloud-native alternative to the legacy accounting systems businesses have outgrown. We sit between entry-level tools like Xero and full enterprise ERP like Net Suite, and we've passed £10M ARR growing over 100% a year for seven years running.

The finance leaders you'll call have put up with clunky old systems for years. Sage 50 falling over at month end, spreadsheets holding the whole thing together. Most have decided that's just how it is, and you're often the first person to show them it isn't. We're the company people switch to, not the one they're trying to get off the phone, and that makes for a very different day.

If you can be the one to truly educate them in the art of the possible, you'll get their attention.

You're not here to pitch. You're here to be curious, work out whether a finance leader has the problems we solve, and earn the next conversation. Every deal we close starts with a conversation, and this role is the first contact between us and the people ready to move on from spreadsheets, legacy systems and software they've outgrown. You'll prospect into a defined market with a proven message, qualify hard, and book meetings that convert, working within our Revenue team alongside Account Executives and Solutions Consulting, and supported by Revenue Operations and Demand Generation.

It's a job with a clear next step. We're growing fast enough that Account Executive seats open regularly, and for most SDRs that promotion is the whole point. You'll be coached towards it from your first week.

An SDR floor has a feel to it, and it's a big part of how people get good at this job. A room of people at your level, all working the same problem, picking each other up on the hard days and passing round whatever's landing. Your manager in there with you, running the floor and in the thick of it too.

That's what we're building in Newcastle from October: a proper northern home for the SDR team, and you'd be one of the first in it, shaping how it feels from day one. Around that room is the wider SDR team working remotely across the UK, so there's always more to learn from than the people beside you. Tuesday to Thursday you're in with the team, Monday and Friday you can work from home as long as your output is maintained, or you can be in the office full-time if you prefer the environment.

Get good here, and the route to Account Executive is real, already walked by people ahead of you.

• Prospect. Build and run outbound sequences (calls, email, social) into finance teams at mid-sized UK organisations, across sectors including charities and trusts, education, construction and real estate, financial services, tech, and professional services. Keep adapting as you learn what's converting.
• Qualify. Get past a polite yes to a real trigger: an audit deadline, a system reaching end of life, a funding round, a finance hire leaving. Know the systems people are moving off (Sage 50, Sage 200, Exchequer, Pegasus Opera and the rest) and where each one hurts. Say so when a lead isn't there.
• Hand over well. Brief the AE properly on context, pain and stakeholders, and track whether your meetings progress.
• Keep the CRM clean. Log as you go, not on a Friday afternoon. Your own numbers show you what's working before anyone must tell you.

Targets are set with your manager and flex with ramp and territory. You'll be measured on qualified meetings booked, how many are held and accepted by the AE, outbound activity as a leading indicator, CRM data quality, and qualified pipeline created or influenced (CARR).

• Min 12 months experience in an SDR, BDR or outbound sales role.
• A confident, structured approach to cold calling, emailing and social prospecting.
• Real discovery and qualification skills, not just passing on volume.
• Comfortable being measured against monthly and quarterly targets.
• Strong communication, enough to hold a finance leader's attention in a first call.
• CRM discipline, ideally Hub Spot.
• Within commuting distance of Newcastle and happy to be in…