Role Description We are looking for a Sales Development Representative (SDR) focused on the SMB segment in Latin America, working 100% remotely. You will be responsible for identifying, qualifying, and generating high-quality sales opportunities. Your main goal will be to prospect across Spanish-speaking LATAM markets and connect potential clients with the sales team. The ideal candidate excels at both outbound and inbound lead generation, thrives in dynamic environments, and is results-driven. You’ll have the opportunity to collaborate with a multicultural team, share insights, and actively contribute to the continual improvement of our sales processes. Responsibilities and Activities: - Make outbound cold calls for at least 5 hours a day using power dialers. - Engage with C-Level and VP executives in mid-market US companies. - Handle objections effectively and maintain high energy throughout the day. - Consistently book at least 2 meetings per day (60 per month). - Log all activities in HubSpot and SalesForce CRM to track progress. - Generate and qualify prospects within the SMB segment in LATAM, utilizing various channels (email, calls, social media). - Develop and execute prospecting strategies, including email sequences and outreach campaigns. - Collaborate with the sales team to ensure a constant stream of high-quality leads and provide feedback on market trends. - Consistently follow up with prospects throughout the sales cycle and schedule high-value meetings for Account Executives. - Measure and optimize performance by tracking key metrics from prospecting efforts and adjusting tactics as needed. - Maintain a continuous learning mindset by participating in training sessions and exploring new prospecting tools and trends. Qualifications - Fluent English (Native or Near-Native level). - Resilient and motivated, able to handle rejection and keep pushing forward. - Comfortable speaking with senior executives (VPs, CFOs, Directors, etc.). - Previous experience in sales or telemarketing is a plus. - Ability to work 9AM - 5PM EST or CST remotely. Virgilio’s Commitment to Inclusion and Workplace Ethics At Virgilio, we celebrate diversity and promote an inclusive work environment. We do not discriminate based on sex, race, ethnicity, sexual orientation, religious beliefs, or any other characteristic. Our goal is to reflect the richness of society and ensure fair, equitable hiring processes. Additionally, we champion well-being within the business ecosystem. We do not offer or support job opportunities that pay below Mexico’s minimum wage, and we strive to partner only with companies that provide fair salaries, an excellent work environment, and optimal working conditions. At Virgilio, we don’t just want to grow — we want to grow the right way.

• Generate qualified pipeline by booking meetings and creating sales-accepted opportunities for the AE team. • Run outbound prospecting across email, phone, LinkedIn, events, and partner signals—structured, consistent, and measurable. • Research accounts and stakeholders (industry, triggers, contract workflows, compliance pressure) and tailor messaging that resonates with enterprise buyers. • Qualify leads using clear criteria (ICP fit, pain, urgency, stakeholders, next steps) and ensure clean handover to AEs. • Collaborate closely with AEs on target lists, account plans, multithreading, and sequencing to break into strategic accounts. • Work with Marketing on campaigns, messaging tests, and content that drives conversion. • Maintain excellent CRM hygiene (HubSpot): accurate notes, stages, next steps, and activity tracking. • Continuously improve outreach by testing subject lines, talk tracks, value angles, and personalization methods. • Travel: Occasional travel within DACH for team sessions, events, or key account meetings.

• Demonstrate basic functionality of our product. • Identify potential clients and generate new business opportunities for the company • Cold call potential clients to generate interest in our products and services • Send out personalized emails and LinkedIn messages to potential clients to nurture leads • Monitor appropriate social media groups/communities for potential leads • Schedule appointments with potential clients for the sales team • Provide accurate and up-to-date information on our products and services to potential clients, and this includes product and service demonstrations using presentation materials • Work with the sales team to develop strategies for lead generation and follow-up • Track progress towards meeting sales goals • Collaborate with the sales team to develop strategies for reaching sales targets • Use customer relationship management (CRM) software to manage leads and sales activities • Stay up-to-date on market trends, competition, and industry developments • Provide regular reports on sales activities and results to management.

• Leverage AI to dynamically adapt playbooks based on real-time intent, ensuring the team isn't just following a static, manual script to drive measurable productivity improvements. • Lead, mentor, and develop a world-class global Sales Development team with clear performance expectations and career pathways. • Define and own the global inbound and outbound Sales Development strategy aligned with quarterly and annual revenue goals to help increase pipeline amounts, win rates, and reduce CaC. • Drive SDR-sourced pipeline targets with accountability for quality, conversion, and ARR impact, not just activity volume. • Champion modern outbound tooling, including sequencing platforms, AI-driven personalization, intent data, and automation • Use data and analytics to refine targeting, messaging, and performance management • Continuously evaluate emerging technologies to increase scale without proportional cost growth • Partner with Marketing, Field Sales, Enablement, and RevOps to streamline lead motion, optimize routing, and increase conversion efficiency. • Own forecasting, capacity planning, performance modeling, and analytics to inform decisions and fuel continuous improvement. • Develop SDR managers as operational leaders who understand both sales economics and how to leverage new tools and trends, and people-first coaching.