The posting
About SEIDOR
SEIDOR is a technology consulting firm that offers a comprehensive portfolio of innovation solutions and services aimed at customer experience, ERP, analytics, employee experience, cloud computing, workplace and cybersecurity, helping organisations to overcome their challenges and achieve their goals.
SEIDOR serves organisations across more than 20 industries, including hospitality, food and beverage, healthcare, retail, manufacturing, wholesale and distribution, and professional services.
SEIDOR's services are aimed at large companies, SMEs, and both the public and private sectors.
SEIDOR is a Platinum SAP Partner and one of the leading global SAP solutions providers, delivering end-to-end services across the SAP portfolio, including SAP S/4HANA, SAP Business Technology Platform and SAP Business One.
Position Overview
SEIDOR is looking for a driven and commercially minded Sales Development Representative (SDR) to support the growth of its SAP ERP business, with a particular focus on identifying and activating businesses that fit SEIDOR's Ideal Customer Profile (ICP) and may have a need for solutions such as SAP Business One and SAP Cloud ERP solutions.
The SDR will be responsible for researching target businesses, identifying relevant decision-makers and influencers, understanding potential business and technology needs, and executing a structured outbound sales process to generate qualified sales meetings.
The role requires a proactive and disciplined approach to prospecting across multiple channels, including email, LinkedIn and telephone, supported by sales intelligence and prospecting platforms such as Apollo, LinkedIn and LinkedIn Sales Navigator.
Apollo will be the primary platform used by the SDR for account and contact research, prospect management, outreach, sequencing, activity tracking and qualification information.
The SDR will work closely with the relevant Sales Executives to ensure that qualified meetings are successfully transitioned into the sales process. The SDR's responsibility is to identify, research, engage, qualify and activate prospects and secure quality meetings for the Sales Executive.
The SDR is not responsible for conducting product demonstrations. Product demonstrations, detailed solution discussions and progression of opportunities beyond the initial meeting will be managed by the relevant Sales Executive and/or solution specialist.
This is an opportunity for an ambitious individual to build a career in technology and B2B sales while developing specialist knowledge of ERP, SAP and business transformation solutions.
Key Responsibilities:
As an Sales Development Representative (SDR), you’ll be the first point of contact for potential customers. Your job is to spark interest, build relationships, and set the stage for successful sales conversations.
Identify and Research Target Accounts
- Identify businesses that align with SEIDOR's Ideal Customer Profile (ICP).
- Research target organisations to understand their industry, size, structure, business model, growth plans and potential technology environment.
- Identify organisations that may be experiencing business challenges that could create a need for an ERP solution.
- Research existing technology environments, where information is available, to identify potential SAP or ERP opportunities.
- Identify potential business triggers that may indicate an organisation is considering a new ERP system, replacing an existing system or improving its current technology environment.
- Build and maintain accurate target-account and prospect lists within Apollo.
Identify Key Decision-Makers
- Identify relevant decision-makers, influencers and stakeholders within target organisations.
- Build contact profiles for individuals involved in finance, operations, IT, executive management and business transformation.
- Use Apollo, LinkedIn and LinkedIn Sales Navigator to identify and research relevant contacts.
- Develop an understanding of each prospect's role, responsibilities and potential business priorities.
- Identify the appropriate stakeholders to engage based on the organisation's structure and potential ERP requirements.
. Execute Structured Outbound Prospecting
- Follow SEIDOR's defined SDR sales process and prospecting methodology.
- Execute structured, multi-touch outbound campaigns using:
- Telephone calls
- Other approved sales engagement activities
- Use Apollo to manage prospecting sequences, outreach and follow-up activity.
- Personalise outreach based on account research, industry context and identified business challenges.
- Maintain consistent and professional follow-up throughout the prospecting cycle.
- Test and refine messaging, call approaches and outreach sequences to improve engagement and conversion.
- Manage prospect activity in accordance with agreed SDR targets and KPIs.
Activate Target Accounts
- Proactively engage businesses that fit the ICP and create awareness of SEIDOR and its SAP ERP capabilities.
- Identify potential triggers that indicate a business may be considering a new ERP system, replacing an existing system or improving its current technology environment.
- Generate interest by connecting the prospect's business challenges to the potential value of SAP ERP solutions.
- Build initial relationships with prospects and establish sufficient interest to progress the conversation.
- Persistently and professionally follow up with target accounts across multiple channels.
- Develop inactive or unresponsive accounts through structured outreach and engagement.
Generate Qualified Sales Meetings
- Secure qualified meetings between suitable prospects and the relevant SEIDOR Sales Executive.
- Ensure meetings are scheduled with the appropriate decision-maker or relevant stakeholder wherever possible.
- Provide the Sales Executive with useful background information before the meeting, including:
- Company background
- Contact details and role
- Reason for engagement
- Identified business challenge or opportunity
- Current technology/ERP environment, where known
- Relevant qualification information
- Key points discussed during prospecting
- Ensure a smooth and professional handover from SDR to Sales Executive.
- Maintain ownership of the prospecting process until the qualified meeting has been successfully secured and handed over.
The SDR is responsible for securing and qualifying meetings and is not responsible for conducting product demonstrations. Product demonstrations and detailed solution presentations will be managed by the relevant Sales Executive or solution specialist.
- Determine whether the prospect has sufficient relevance and potential to warrant a meeting with a Sales Executive.
- Establish the appropriate stakeholder, business need and reason for the meeting.
- Capture relevant qualification information accurately in Apollo.
- Ensure the Sales Executive has sufficient context to conduct a productive first meeting.
Apollo Management and Sales Activity Tracking
- Use Apollo as the primary platform for all SDR prospecting, account research, contact management and sales activity tracking.
- Maintain accurate and up-to-date prospect and account information in Apollo.
- Record all relevant prospecting activity, outreach, responses, qualification information and meeting details in Apollo.
- Manage prospect sequences, follow-up activities and next steps within Apollo.
- Ensure prospect and contact information is accurate, complete and current.
- Use Apollo to manage daily prospecting activity, prioritise accounts and maintain consistent follow-up.
- Ensure all relevant information gathered during the prospecting and qualification process is available to the Sales Executive when a meeting is booked.
- Maintain disciplined use of Apollo in accordance with SEIDOR's defined SDR sales process and activity requirements.
The SDR is not responsible for capturing or maintaining sales opportunity data in HubSpot. HubSpot is used by the relevant Sales Executive following the handover of a qualified meeting/opportunity.
Sales Intelligence and Prospecting Tools
The SDR is expected to effectively utilise the following sales and prospecting platforms:
Apollo
Used as the SDR's primary working platform for:
- Account and contact research
- Prospect identification
- Contact management
- Sales sequences
- Email outreach
- Prospect activity tracking
- Follow-up management
- Qualification information
- Meeting preparation and handover information
Used for:
- Prospect research
- Prospect engagement
- Relationship development
- Understanding professional backgrounds and business roles
LinkedIn Sales Navigator
Used for:
- Account research
- Contact identification
- Targeting
- Prospect discovery
- Monitoring relevant accounts and stakeholders
HubSpot
HubSpot is primarily used by Sales Executives for CRM and opportunity management following SDR handover. The SDR is not expected to duplicate SDR activity or prospect data in HubSpot.
Collaboration with Sales and Marketing
- Work closely with Sales Executives to understand the target market, ICP and current sales priorities.
- Align prospecting activity with SEIDOR's sales strategy and campaigns.
- Provide feedback to Sales and Marketing on prospect responses, objections, market trends and messaging effectiveness.
- Collaborate with Sales Executives to continuously improve the quality of meetings being generated.
- Ensure qualified opportunities and meetings are handed over effectively and professionally.
- Support the Sales team by providing relevant prospect and account intelligence gathered during the SDR process.
Continuous Learning and Development
- Develop a strong understanding of SEIDOR's SAP ERP portfolio and value proposition.
- Build knowledge of SAP Business One and SAP Cloud ERP solutions, including the types of businesses and business challenges they are suited to address.
- Develop an understanding of ERP buying processes and the typical stakeholders involved.
- Stay informed about relevant industry, technology and business trends.
- Participate in sales training, coaching and development programmes.
- Continuously improve knowledge of prospecting techniques, sales methodologies and the effective use of Apollo and other sales tools.
Experience & Education
- Recent graduate, early-career professional or candidate with experience in B2B sales, business development, lead generation or a similar role.
- Previous experience in technology, software, ERP or professional services sales would be advantageous but is not essential.
- Experience using CRM, sales engagement or sales prospecting tools would be advantageous.
- Experience using Apollo, LinkedIn or LinkedIn Sales Navigator would be advantageous.
Communication
- Excellent verbal and written communication skills.
- Confident and professional telephone manner.
- Ability to communicate effectively with business owners, executives and senior decision-makers.
- Ability to ask relevant questions and actively listen to prospects.
- Strong ability to communicate business value rather than simply promoting a product.
- Ability to tailor communication to different industries, businesses and stakeholder profiles.
Commercial & Research Skills
- Strong research and information-gathering ability.
- Ability to understand a company's business model and identify potential areas of need.
- Commercially curious with an interest in how businesses operate.
- Ability to identify potential ERP and business transformation triggers.
- Comfortable working with defined target markets and Ideal Customer Profiles.
- Ability to turn research and information into relevant prospecting messages.
Sales Mindset
- Highly motivated and results-oriented.
- Comfortable with outbound prospecting and making cold calls.
- Persistent and resilient when dealing with rejection.
- Able to follow a structured sales process consistently.
- Competitive, ambitious and motivated by achieving measurable targets.
- Willing to test, learn and continuously improve prospecting techniques.
- Comfortable working towards activity and meeting targets.
Technology & Tools
- Comfortable learning and using digital sales tools.
- Strong working knowledge of LinkedIn.
- Experience with Apollo and LinkedIn Sales Navigator would be advantageous.
- Strong attention to detail when maintaining prospect and account data in Apollo.
- Able to adopt and consistently follow defined digital sales processes.
Key Attributes:
- Excellent communication skills – verbal and written
- Strong research and analytical skills
- Commercially curious
- Confident and personable
- Persistent and resilient
- Results-focused
- Highly organised
- Strong attention to detail
- Ability to prioritise and manage workload
- Comfortable working to targets and KPIs
- Self-motivated and proactive
- Strong interpersonal skills
- Professional and dependable
- Positive attitude and willingness to learn
- Strong self-management skills
- Coachable and receptive to feedback
- Able to work collaboratively with Sales and Marketing
- Comfortable with structured, high-volume outbound prospecting
What Success Looks Like
A successful SDR at SEIDOR will consistently follow the process:
IDENTIFY → RESEARCH → TARGET → ENGAGE → QUALIFY → ACTIVATE → BOOK → HANDOVER
The SDR will build a strong understanding of SEIDOR's ICP, identify the right businesses and stakeholders, research their potential business and technology needs, engage them through relevant and persistent multi-channel outreach, qualify their potential requirements and create high-quality sales conversations for the Sales Executive team.
The ultimate objective of the role is to create a reliable and repeatable pipeline of qualified sales meetings and potential SAP ERP opportunities for SEIDOR.
The SDR will achieve this by making effective use of Apollo, LinkedIn and LinkedIn Sales Navigator, while ensuring that the relevant prospect and qualification information is captured accurately in Apollo for a seamless handover to the Sales Executive.
