• Research, map, and qualify accounts and decision-makers in priority verticals (law firms, fintechs, credit, risk, compliance, legaltechs, and corporate legal departments), validating fit before outreach. • Execute multichannel cadences — calls, WhatsApp, email, and LinkedIn — with personalized outreach tailored to each vertical and persona. • Conduct opportunity diagnosis: investigate the lead's challenges, measure the impact of pain points, and identify which of our solutions (Background Check, data APIs, or the Jusbrasil Soluções Platform) makes the most sense. • Qualify opportunities methodically using frameworks like BANT (Budget, Authority, Need, Timing) and SPIN (Situation, Problem, Implication, Need-payoff), ensuring each scheduled meeting is well mapped for the sales team. • Schedule qualified meetings and hand off to the Sales Representative, documenting the full context of the conversation, pain points, and next steps. • Keep the CRM impeccable: log interactions, update opportunity statuses, and ensure the quality of data that feeds the team's metrics. • Work alongside artificial intelligence daily — account enrichment, research, and cadence productivity — to prospect at greater scale and precision. • Contribute market intelligence: map competitors, recurring objections, and patterns that help refine messaging and process. • Help structure the operation: propose improvements to cadences, scripts, and processes that will scale the pre-sales team.

• Own top-of-funnel activities to consistently book qualified meetings with target accounts across Europe, aligned with clear monthly and quarterly targets. • Design and execute multi-channel outbound sequences (email, LinkedIn, phone, events) to engage new prospects and revive dormant leads. • Confidently pick up the phone, run discovery calls, and quickly qualify whether a prospect is a good fit for Giskard. • Craft original, thoughtful messages that stand out in crowded inboxes, adapting tone and content to technical decision-makers. • Build a strong understanding of Giskard’s AI security and quality platform so you can confidently articulate the challenges of securing GenAI agents and the value we bring. • Share insights from the field, refine ICP definitions, improve messaging, and contribute ideas for campaigns, content, and events. • Keep all activities, contacts, opportunities and outreach campaigns cleanly documented to ensure reliable visibility into pipeline health and outreach performance.

Role Description As Giskard’s Sales Development Representative, you will be on the front line of our growth, generating qualified pipeline with large enterprises in regulated industries across Europe. Your primary objective is clear: book high-quality meetings with qualified leads among our ideal customer profiles: CISOs, Heads of AI, AI Engineering and Cybersecurity leaders at regulated enterprises deploying large-scale AI agents. Giskard is looking for a highly ambitious & motivated business development professional, with formal training in modern outbound techniques, who is excited to master technical topics and turn them into sharp, compelling outreach in order to book qualified meetings and drive sales. You will work closely with our Enterprise Account Executives to identify target accounts, run multi-channel outbound campaigns, and open doors with senior stakeholders for our sales team. Qualifications - Fluent in English and another European language (German, French, or another major European language); professional proficiency in both. - Formal training in business development/sales development techniques, including cold calling, objection handling, qualification frameworks, and multi-channel outbound. - Hands-on experience using AI-powered qualification tools and sales automation platforms such as n8n, LaGrowthMachine, Lemlist, or Apollo (or similar). - Very creative communication skills: you know how to write messages and build sequences that get replies, and you are comfortable experimenting with new angles and formats. - Strong ability to learn quickly on deeply technical topics, ask the right questions, and translate complex AI and cybersecurity concepts into clear, simple value propositions. - Resilient, competitive, and goal-oriented mindset: you are motivated by targets, you track your own numbers, and you see each “no” as a learning opportunity. - Strong ability to learn and execute quickly, with a coachable, feedback-driven mindset. - Experience with CRM systems (e.g., HubSpot, Salesforce) and a data-driven approach to prioritizing accounts and activities. - Genuine curiosity about Generative AI, AI security, and how enterprises deploy GenAI agents in production. Requirements - Generate pipeline and book meetings: Own top-of-funnel activities to consistently book qualified meetings with target accounts across Europe, aligned with clear monthly and quarterly targets. - Run high-quality outbound: Design and execute multi-channel outbound sequences (email, LinkedIn, phone, events) to engage new prospects and revive dormant leads. - Cold calling & live conversations: Confidently pick up the phone, run discovery calls, and quickly qualify whether a prospect is a good fit for Giskard. - Creative customer-centric communication: Craft original, thoughtful messages that stand out in crowded inboxes, adapting tone and content to technical decision-makers. - Learn deeply technical topics: Build a strong understanding of Giskard’s AI security and quality platform so you can confidently articulate the challenges of securing GenAI agents and the value we bring. - Collaborate with Sales & Product Marketing: Share insights from the field, refine ICP definitions, improve messaging, and contribute ideas for campaigns, content, and events. - Maintain data quality excellence: Keep all activities, contacts, opportunities and outreach campaigns cleanly documented to ensure reliable visibility into pipeline health and outreach performance. Benefits - Base salary: 30-40 K€ per year, based on experience. - Variable salary: up to 20 K€ per year, based on performance. - Remote-flex work environment with a complete remote office setup (MacBook, external monitor, keyboard, mouse, and more). - Comprehensive health insurance through Alan. Recruitment Process - Fit interview: 15 minutes. - Case study exercise, to be completed within 10 days. - Case study interview with role-play: 45 minutes. - Final interview at the Paris office: 45 minutes. Team Background & Values Giskard is an equal opportunity employer. We're committed to building a diverse team and don't discriminate on the basis of gender, race, religion, color, national origin, sexual orientation, age, marital, veteran, or disability status. The founding team is made of experienced AI professionals (Data Scientists, AI Researchers, and AI Engineers) with 25+ years of experience in enterprise AI across defense, finance, technology, manufacturing, infrastructure, and health. Good engineering, customer-centricity, and transparent collaboration are core values for how our company operates.

Role Description Estamos em busca de um novo Sales Development Representative (SDR) para nosso time de Vendas, em busca de impulsionar a empresa e nossos clientes para o próximo nível! - Prospectar e Qualificar Leads: Identificar e entrar em contato com potenciais clientes por meio de diferentes canais (e-mail, telefone, redes sociais, etc.). - Gerar Oportunidades de Vendas: Realizar o primeiro contato com leads e qualificá-los para a equipe de vendas, garantindo que eles estejam alinhados com nossos critérios de qualificação. - Desenvolver Relacionamentos: Construir e manter relacionamentos com leads, entender suas necessidades e apresentar soluções que atendam às suas expectativas. - Acompanhamento e Follow-up: Monitorar e acompanhar leads em diferentes estágios do funil de vendas, garantindo que cada oportunidade seja bem gerida. - Colaborar com a Equipe: Trabalhar em estreita colaboração com os times de vendas e marketing para otimizar estratégias e processos de prospecção. - Faça parte da Expansão do Mercado Brasileiro: Ajude-nos a entender o cenário, desenvolver novas estratégias e estabelecer a Factorial como a solução líder! Qualifications - Experiência prévia em vendas, atendimento ao cliente ou função similar é uma vantagem. - Experiência anterior em RhTech é um diferencial. - Excelentes habilidades de comunicação verbal e escrita. - Capacidade para construir relações e influenciar pessoas. - Escuta ativa e habilidades de apresentação são fundamentais. - Proatividade e orientação para metas. - Capacidade de se adaptar rapidamente a novas informações e mudanças no mercado. - Familiaridade com ferramentas de CRM e software de prospecção é um diferencial. - Curso superior em áreas como administração, comunicação, publicidade ou marketing é um diferencial. Requirements - Animado em contribuir ativamente para melhorias e evolução constantes. - Habilidade para trabalhar de forma autônoma e gerenciar seu tempo eficientemente. Benefits - Plano de saúde e odontológico. - Vale refeição. - Auxílio Home-office. - Wellhub/Totalpass. - Auxílio-creche. - Aula de Idiomas in-company. - Alto crescimento, ambiente multicultural e amigável.