• Leading a multilingual, multi-country sales development team across both inbound and outbound motions • Owning pipeline creation across Akamai's Security and Cloud priorities • Collaborating closely with sales, marketing, partner teams, and regional stakeholders • Owning both inbound lead response and outbound prospecting • Demonstrating partner engagement, data-driven coaching, operational rigor, and the ability to manage complexity across multiple APJ markets • Expanding the stakeholder management expectations across sales, marketing, partner teams, operations, enablement, and global SDR leadership

Role Description We are seeking a high-energy, entrepreneurial Founding Sales Development Representative to build the engine that drives our growth. As the first SDR hire at this early-stage startup, you won't just be executing a playbook—you will be writing it. This is a rare opportunity to play a pivotal role in shaping our go-to-market strategy, defining our brand voice, and directly impacting the trajectory of the company. If you thrive in ambiguity and are motivated by the challenge of building a sales function from the ground up, this role is for you. Key Responsibilities - Develop and execute multi-channel outbound prospecting strategies (email, phone, social) to identify and qualify high-value leads. - Architect the foundational outbound sales process, including messaging, sequencing, and CRM organization. - Partner closely with the founders to refine our Ideal Customer Profile (ICP) and iterate on product-market fit based on market feedback. - Conduct high-level discovery calls to understand prospect pain points and communicate the value proposition of our technology. - Manage a clean and organized sales pipeline, consistently meeting or exceeding monthly meeting-set and qualification targets. - Collaborate with the product team to relay customer insights that influence the product roadmap. Qualifications - Proven track record as an SDR or BDR within an early-stage startup environment. - Previous experience as a "Founding SDR" or being among the first three hires in a sales organization. - Extensive experience in B2B SaaS and technical sales environments. - Exceptional written and verbal communication skills with the ability to distill complex technical concepts into clear value propositions. - A self-starter mindset with the resilience and creative problem-solving skills required for 0-to-1 growth. - Proficiency with modern sales stacks (CRM, prospecting tools, and automation platforms). - Direct experience selling AI-driven solutions or working within the AI/ML space. - Experience building sales playbooks and documentation from scratch. - Background in high-growth, venture-backed environments. Benefits - 🌎 Fully remote role with flexible working hours - 🚀 Work with high-growth international companies - 📈 Clear career progression to Account Executive and beyond - 🎯 Performance-based bonuses and incentives - 🤝 Direct hire with global clients (not outsourced) - 🧠 Ongoing training, mentorship, and sales development support

• Build and run high-volume, high-quality outbound across LATAM and the US: cold calls, cold email, LinkedIn, and personalized touches at scale • Prospect autonomously into local government, utilities, and private forestry accounts using a defined ICP • Book and conduct initial discovery calls, then hand off worked opportunities to AEs with full context: pain, stakeholders, budget signal, urgency • Maintain HubSpot hygiene at 100% — every account, every contact, every touchpoint logged • Iterate continuously on sequences and copy based on conversion data • Use AI tools to accelerate research, synthesize transcripts, and improve messaging • Contribute to the improvement of the outbound playbook as a practitioner with first-hand field data

• Research target accounts, merchants, partners, and key decision-makers across priority markets. • Build, manage, and maintain a pipeline of qualified prospects through proactive outbound prospecting. • Generate new business opportunities through cold calling, email outreach, LinkedIn Sales Navigator, networking, and other sales channels. • Conduct discovery conversations to identify merchant needs, payment challenges, and business opportunities. • Qualify leads and schedule meetings for Business Development Managers and senior sales stakeholders. • Support the sales process by assisting with presentations, proposals, service agreements, and merchant onboarding activities. • Develop and maintain strong relationships with prospective clients, merchants, and strategic partners. • Accurately manage prospect data, activities, and pipeline stages within Salesforce and other CRM platforms. • Track prospect engagement, sales activities, and opportunity progression to ensure accurate forecasting and reporting. • Collaborate closely with Business Development Managers and cross-functional teams to drive revenue growth. • Represent the company at international fintech conferences, trade shows, networking events, and industry gatherings. • Generate new merchant and partnership opportunities through conference attendance and relationship-building activities. • Maintain a strong understanding of payment processing, payment gateways, merchant services, fintech solutions, and industry trends. • Consistently achieve and exceed outreach, pipeline generation, and sales performance targets. • Deliver a professional, consultative, and solution-oriented sales experience throughout the buyer journey.