- Research and identify high-potential B2B prospects within the Romanian market. - Execute high-volume outbound prospecting via cold calling, email sequencing, and LinkedIn outreach. - Qualify inbound leads and book discovery meetings for the Account Executive team. - Articulate the company's value proposition clearly in both Romanian and English. - Maintain meticulous records of lead interactions and pipeline stages within the CRM. - Collaborate with marketing and sales leadership to refine messaging and outreach strategies.

• Conduct high-volume outbound prospecting via cold calling, email sequencing, and social selling to decision-makers in Poland. • Qualify inbound leads and manage a consistent pipeline of meetings for the Account Executive team. • Localize sales messaging to ensure it resonates with the cultural and business nuances of the Polish market. • Maintain meticulous records of prospect interactions and lead statuses within the CRM. • Collaborate with marketing and sales leadership to refine outreach strategies based on real-time market feedback.

• Own an individual pipeline target through inbound and outbound prospecting to exceed quarterly pipeline targets across marketing and sales. • Execute multi-channel outreach across email, phone, LinkedIn, events, and other digital channels. • Research target accounts using ICPs, buying signals, contact intelligence, and intent data. • Build relationships with Finance, Security, and IT decision-makers to generate qualified pipeline. • Lead by example through consistent execution and strong prospecting results. • Coach teammates on messaging, objection handling, call execution, and prospecting best practices. • Support onboarding, enablement, and ongoing skill development. • Share successful plays, learnings, and best practices across the team. • Help build and execute scalable outreach strategies and sequences, and provide monthly plays including enriched accounts and contacts, talk tracks, sequences and goals working with the head of demand generation. • Attend and provide consultation on weekly calls with sales and marketing to improve sales-generated pipeline generation. • Develop prospecting strategies from 5x5 using ABM tactics to improve conversion rates in our top tier accounts. • Partner with Sales, Marketing, and Revenue Operations to improve lead flow, routing, and handoff processes. • Support process improvements and implement best practices for prospecting, qualification, and pipeline generation. • Help maintain reporting and dashboards to track activity, pipeline, and conversion metrics. • Ensure CRM hygiene and consistent use of sales engagement tools. • Identify opportunities to improve team productivity, execution, and overall performance.

Role Description We're looking for a driven, hands-on Senior Sales Development Representative to serve as a team lead as a player-coach for our SDR team. In this role, you'll generate qualified pipeline while helping optimize team performance, improve outbound execution, and support the day-to-day operations of the SDR function. Reporting to the Head of Demand Generation, you'll work closely with Sales, Marketing, and Revenue Operations to execute scalable prospecting strategies, improve processes, and help the SDR team consistently achieve its goals. Responsibilities - Pipeline Generation - Own an individual pipeline target through inbound and outbound prospecting to exceed quarterly pipeline targets across marketing and sales. - Execute multi-channel outreach across email, phone, LinkedIn, events, and other digital channels. - Research target accounts using ICPs, buying signals, contact intelligence, and intent data. - Build relationships with Finance, Security, and IT decision-makers to generate qualified pipeline. - Player-Coach Leadership - Lead by example through consistent execution and strong prospecting results. - Coach teammates on messaging, objection handling, call execution, and prospecting best practices. - Support onboarding, enablement, and ongoing skill development. - Share successful plays, learnings, and best practices across the team. - Operational Excellence - Help build and execute scalable outreach strategies and sequences, and provide monthly plays including enriched accounts and contacts, talk tracks, sequences and goals working with head of demand generation. - Attend and provide consultation on weekly calls with sales and marketing to improve sales-generated pipeline generation. - Develop prospecting strategies from 5x5 using ABM tactics to improve conversion rates in our top tier accounts. - Partner with Sales, Marketing, and Revenue Operations to improve lead flow, routing, and handoff processes. - Support process improvements and implement best practices for prospecting, qualification, and pipeline generation. - Help maintain reporting and dashboards to track activity, pipeline, and conversion metrics. - Ensure CRM hygiene and consistent use of sales engagement tools. - Identify opportunities to improve team productivity, execution, and overall performance. Qualifications - 3-5 years of Sales Development, Business Development, or Pipeline Generation experience. - Consistent track record of exceeding pipeline goals. - Experience with both inbound and outbound prospecting. - Proficiency with HubSpot, Outreach, Gong, Nooks, ZoomInfo, Clay, Leadfeeder, or similar sales technologies. - Strong organizational, communication, and collaboration skills. - Experience in cybersecurity, fintech, or enterprise SaaS. - Experience supporting enterprise sales organizations and complex buying cycles. Who You Are - Self-motivated with a strong sense of ownership and accountability. - Resilient, resourceful, and energized by prospecting. - Data-driven mindset with experience in managing KPIs and driving accountability. - A team player who’s passionate about sales and helping others succeed. - Comfortable working in a fast-paced, high-growth startup environment. Benefits - Competitive base salary plus commission. - Comprehensive medical, dental, and vision benefits. - 401(k) plan. - Flexible PTO. - The opportunity to help shape and scale the SDR function while building your own career at a rapidly growing Series A company.