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Job details:
- Understand and articulate client's Decision AI platform, value proposition, and impact for enterprise supply chains.
- Research target accounts, identify key stakeholders (Supply Chain, Logistics, Operations, Sustainability, and Finance leaders), and build multi-level engagement strategies.
- Conduct high-quality outbound outreach (calls, emails, and LinkedIn) that sparks curiosity and positions as a thought partner.
- Uncover and qualify prospects’ supply chain challenges, pain points, and desired outcomes through structured discovery.
- Develop a consultative narrative for the customer’s KPIs.
- Collaborate with marketing to tailor outreach sequences and campaigns for industry verticals (Pharma, Automotive, Electronics, Chemicals, etc.).
- Maintain precise and detailed records of all prospect interactions, opportunities, and insights in HubSpot.
- Work closely with Sales Executives to ensure smooth handover and context for late-stage deal progression.
- Contribute to continuous improvement by providing market feedback to product and marketing teams.
- Stay updated on industry trends, competitor offerings, and evolving enterprise supply chain challenges.
Additional Responsibilities (Evolved SDR Scope)
- Account Mapping: Build organisational maps of large enterprises to identify influencers and decision-makers.
- Value Hypothesis Creation: Develop mini value hypotheses for target accounts quantifying potential ROI can deliver.
- Intent Signal Tracking: Monitor account engagement through HubSpot and intent tools to identify warm outreach opportunities.
- Personalised Outreach Development: Leverage AI (ChatGPT) to create tailored assets (emails, one-pagers, call scripts) for each industry or persona.
- Cross-Team Collaboration: Partner with the delivery and product teams to bring field insights back into the value narrative.
- Performance Metrics: Track outcomes beyond meetings booked — e.g., qualified pipeline influenced, engagement rates, and conversion velocity.
What We’re Looking For
- 2+ years of experience in B2B sales development, preferably in SaaS or supply chain technology.
- Proven success in outbound prospecting with a consultative and enterprise-oriented approach.
- Comfortable making dozens of high-quality outreach attempts per day (not just volume, but value-driven).
- Exceptional communication, listening, and storytelling skills.
- Experience working with HubSpot CRM or equivalent tools.
- Self-motivated, high-energy, and proactive in owning your outcomes.
- Bachelor’s degree (Engineering preferred).
- Experience or strong interest in supply chain, logistics, or enterprise software preferred.
- High integrity, strong work ethic, and a passion for learning and growth.
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