Sales Development Representative - Outbound Leads

Responsibilities

• 60% Outbound Prospecting & Pipeline Development
• Own outbound prospecting across mid-market and Fortune 1000 accounts, building a model for best-in-class outreach execution. - Build targeted, multi-channel outreach campaigns across email, phone, LinkedIn, and other platforms to engage senior decision-makers at complex organizations.
• Conduct discovery conversations that uncover business pain, priorities, decision-making authority, and fit with the ideal customer profile (ICP), for our Money Movement product line.
• Clearly articulate the Money Movement value propositions and tailor messaging to the specific needs and context of enterprise prospects.
• Utilize tools such as LinkedIn Sales Navigator, Apollo.io, Breeze Intelligence, and AI-enabled outreach platforms to build targeted prospect lists and increase outreach efficiency.
• Partner closely with Sales and Marketing to ensure seamless opportunity handoff and alignment on qualification criteria, converting outbound interest into qualified pipeline.
• Provide valuable prospect insights and market feedback to Product, Engineering, and Marketing teams to inform go-to-market decisions and messaging.
• 20% Inbound Qualification
• Develop and maintain expertise in the lead-to-opportunity creation process, serving as a subject matter expert for the team.
• Conduct in-depth discovery calls with Enterprise-level prospects, focusing on understanding complex business needs, pain points, and strategic objectives.
• Employ consultative questioning techniques to uncover key decision-makers, budget considerations, timelines, and competitive landscapes.
• Leverage and manage automation and AI-driven tools to enhance lead prioritization, qualification efficiency, and data accuracy within the inbound process.
• Clearly articulate the Money Movement value propositions and tailor them to the specific needs of Enterprise prospects.
• Work closely with Marketing, Sales, Sales Operations, Product, and Engineering teams to ensure seamless opportunity handoff and alignment on qualification criteria.
• Provide valuable prospect insights and market feedback to Product and Engineering teams to inform product development and roadmap decisions.
• Work with sales and marketing to improve lead quality.
• 20% Reporting & Pipeline Management
• Partner with Marketing Operations and Sales Development leadership to track and report on key performance metrics including outreach volume, meeting creation, and pipeline contribution.
• Collaborate with Sales Development leadership to continuously improve Business Development processes and procedures in support of consistency, scalability, and alignment with Sales and Marketing objectives.
• Work cross-functionally with Sales, Marketing, and Sales Operations to identify process improvement opportunities and address pipeline gaps.
• Maintain adherence to internal SLAs for opportunity handoff, ensuring high standards of responsiveness and follow-through.
• Stay current on industry trends, competitive landscape, and regulatory changes within the payments and fintech space.
• Knowledge and Experience:
• 5+ years of successful outbound business development experience in payments, fintech, or B2B SaaS
• Proven track record of generating high-quality outbound pipeline and converting business development leads into qualified sales opportunities
• Experience working in SDR teams, with a demonstrated ability to share knowledge and help elevate team performance
• Polished communicator who can engage credibly and confidently with senior decision-makers at complex organizations
• Proficiency with modern outreach and sales intelligence tools, including LinkedIn Sales Navigator, Apollo.io, and AI-enabled prospecting platforms
• Proven experience leveraging automation and AI to increase outreach quality, efficiency, and lead prioritization
• Motivated self-starter with strong business acumen and the ability to work independently in a fast-moving environment
• Ability to build and foste

Additional Information

Drive significant pipeline growth for Dwolla by leading outbound prospecting efforts targeting mid-market and enterprise accounts. As a collaborative member of an established and growing Sales Development function, you will learn from teammates, contribute positively to the broader SDR team, and help elevate performance through knowledge sharing. In this role, you will execute the full outbound development lifecycle, from campaign strategy and execution to discovery conversations and pipeline handoff, while contributing to and supporting existing processes and structure that enable the team to consistently perform at a high level. You will partner closely with Sales and Marketing to align outbound efforts with NMI's Money Movement enterprise growth strategy, leveraging modern AI and automation tools to increase speed, quality, and impact across all outreach channels. Attendance within the Cape Town office for US Working Hours is required for this role. Office location: Cape Town, V&A.

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