• Execute outbound calling campaigns to targeted prospects to generate “sales ready” qualified leads and set appointments for the OutSystems sales team to close new business • Respond to inbound inquiries from prospective customers (phone, email, and web), attaining key data to qualify the prospect, generate “sales ready” leads, and set appointments for the OutSystems sales team to close new business • Learn and execute proven processes to generate new sales opportunities • Strategize with top-producing sales managers • Map prospective accounts around organizational structure, people and existing technology • Engage executives in targeted prospect accounts • Manage and maintain a pipeline of interested prospects • Leverage CRM tools to prospect into specific geographic territories and sectors

• Own lead generation and qualification with minimal supervision, using CRM insights to refine outreach and improve conversion rates. • Schedule events and identify sales opportunities, exercising autonomy and judgment to improve outcomes. • Use dashboards and analytics to track performance, identify trends, maintain pipeline accuracy, and proactively flag data gaps. • Provide insights to sales teams based on market trends and customer behavior; coordinate with internal teams for pricing, contracts, and order fulfillment. • Ensure adherence to internal processes and proactively address issues, receiving instructions only on new assignments. • Collaborate with Account Executives to identify and qualify leads, providing insights and recommendations. • Support prospect activities including lead routing, inbound demand response, CRM tracking, and pricing assistance. • Work cross-functionally with Marketing, Finance, Legal, and GTM Strategy & Operations to ensure seamless execution and compliance.

Job DetailsJob Location: Remote CA - Carlsbad, CA 92011Position Type: Full TimeSalary Range: $40,000.00 - $45,000.00 SalaryJob Shift: DayJob Purpose: The Sales Development Representative (SDR) at Buffini & Company is a part of the Sales Development organization under the Sales Org. Sales Development Representatives (SDR’s) report directly to the SDR Manager. Job Summary: The SDR is responsible for meeting and exceeding company/sales KPI’s and expected monthly, quarterly, and yearly Sales Targets. A successful SDR does this by adhering to and coaching to the sales development process. Duties: (Additional Duties May Be Added As Needed) Meeting/exceeding minimum activity expectations for SDR role. Meeting/exceeding minimum quota expectations for SDR role (63 BC’s held per month). Review personal qualitative metrics and ratios for SDRs including Pipeline metrics, Activities to BC, Prospects added to Sales Force, etc... Track and monitor inbound MQL’s, SQL’s, Business Consultations and Demo Requests assigned to you, to ensure the efficiency of leads. Competencies: Integrity- Does the right thing the right way. Prioritizes honesty, strong morals, and character over own self-interests. Demonstrates integrity in all aspects of the business. Is willing to sacrifice any self-gain to do what is right. Doing what you say, when you say you are going to do it. Leadership- Lead to and adhere to best practices of professionalism, integrity, core values of Buffini & Company, and Core Competencies of the SDR position. Communication & Teamwork- Effective communication and interpersonal skills, both internally and externally. Collaborates well with team members and intradepartmental colleagues. Build strong relationships with other members. Willing to help team members succeed and develop both professionally and personally. Creativity- Constantly looking for unique and new ways to solve challenges and obstacles. Encourages new ideas from self and others. Challenges status quo and always looking to make incremental improvements to processes, best practices, and techniques. Problem Solving- Possesses the ability to navigate dynamic and difficult situations while staying in character and adhering to our core values. Challenges To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Education and/or Experience High School Degree. One (1) year sales experience. Attending Events: Part of the job responsibilities for this position may require the Servant Leader to attend and assist at Company events throughout the year. The position may require travel to locations within the United States or Canada, assisting and working under the direction of the Events Department at the events, working extended hours immediately prior to, during and after the days of an event and interacting with Company clients and event invitees. The Servant Leader is expected to represent the Company in a favorable light before, during and after each event. Physical Demands The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions. Must regularly be required to sit and talk or hear while performing duties. The associate frequently is required to use hands to finger, handle, or feel and reach with hands or arms. The associate is occasionally required to stand and walk. The associate must occasionally lift and/or move up to 10 pounds. Work Environment The work environment characteristics here are representative of those an associate encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions. Qualifications Meeting/exceeding minimum activity expectations for SDR role. Meeting/exceeding minimum quota expectations for SDR role (63 BC’s held per month). Review personal qualitative metrics and ratios for SDRs including Pipeline metrics, Activities to BC, Prospects added to Sales Force, etc... Track and monitor inbound MQL’s, SQL’s, Business Consultations and Demo Requests assigned to you, to ensure the efficiency of leads.

• Execute outbound prospecting into defined ICP accounts across the EMEA region • Engage Maintenance Managers, Reliability Engineers, Operations Leaders, and SAP or IT stakeholders • Run structured, multi-channel outreach using phone, email, and LinkedIn, with a strong emphasis on phone-based conversations • Personalize messaging by industry, role, geography, and operational context • Conduct first-touch discovery calls and qualify opportunities for Sales • Follow up on inbound leads, marketing campaigns, webinars, and industry events • Maintain accurate CRM hygiene and deliver clean, actionable handoffs to Account Executives • Participate actively in coaching, call reviews, role-plays, and performance feedback • Collaborate closely with Sales, Marketing, and Product Marketing teams