Sales Development Representative, Wikimedia Enterprise

About the role

We're looking for a Sales Development Representative who can translate Wikimedia Enterprise's unique value proposition into a qualified pipeline. You'll be the first point of contact for enterprise prospects, including technology companies, AI labs, media organizations, and large scale platforms. You'll play a critical role in helping us grow commercial revenue that directly funds the Wikimedia mission. This is a detail-oriented, outbound-heavy role. You'll need to understand technical data products and API based offerings to speak credibly with both business, product, and engineering stakeholders, and work closely with Account Executives and Product to move the right conversations from cold outreach to discovery. Strong candidates will bring commercial instincts, a structured approach to prospecting, and genuine curiosity about the enterprise data landscape. We're also looking for someone with extensive experience tracking and managing a sales pipeline in Hubspot.

Responsibilities

• Outbound Prospecting & Pipeline Generation
• Own outbound prospecting for a defined set of verticals (ICP), build and execute high-quality multi-touch sequences across email, phone, LinkedIn, and video.
• Research and prioritize target accounts in collaboration with Account Executives, identifying the right stakeholders-product, engineering, legal, finance, procurement-for complex enterprise deals.
• Develop tailored outreach messaging that connects each prospect's specific use case to our platform, whether that's enriching LLM training data, powering search, or building knowledge intensive products.
• Build toward clear pipeline generation targets: qualified meetings booked and opportunities created, tracked monthly and quarterly.
• Discovery & Qualification
• Run initial discovery calls to understand prospect needs, data use cases, technical requirements, and organizational structure.
• Qualify opportunities using a structured framework (MEDDIC) and hand off to Account Executives with a thorough, well documented summary.
• Ask insightful and qualifying questions about technical integration and API workflows; partner with Solutions Engineers when deeper technical dialogue is needed.
• HubSpot & Sales Operations
• Advanced HubSpot user and admin-comfortable building and managing outreach sequences, drip campaigns, pipelines, reports, and automated workflows from day one. Uses engagement signals to prioritize follow up and keeps prospecting moving along the pipeline.
• Iterates on sequences and templates using A/B testing, open-rate data, and conversion metrics.
• Produces weekly activity reports that go beyond the numbers: what's working, what isn't, and where deals are (or aren't) moving in the pipeline.
• Collaboration & Market Intelligence
• Collaborate closely with Account Executives, Product, and Marketing to align on target accounts, messaging, and campaign follow up.
• Feed competitive intelligence and prospect feedback back into the GTM playbook with conversations as a direct source of market signal.
• Stay current on the enterprise data landscape: AI/ML training data, knowledge graphs, search infrastructure, and open-data ecosystems.
• What You Bring
• Required
• 2 to 4 years of experience in a B2B SDR, BDR, or inside sales role, ideally selling SaaS, data products, APIs, or developer platforms to enterprise accounts
• Demonstrated track record of meeting or exceeding outbound pipeline targets in a structured, metrics driven environment
• Advanced HubSpot proficiency: you've built sequences, managed workflows, created custom reports and dashboards, and can onboard colleagues on best practices
• Ability to engage both technical (engineering, data science) and business (product, legal, procurement) stakeholders with contextually appropriate messaging
• Strong written communication skills; you can craft a crisp, personalized cold email that earns a reply
• Alignment with Wikimedia's open knowledge mission, why it matters, and why it differentiates us in the market

Requirements

• Experience at a nonprofit, mission driven organization, or open-source company
• Proficiency with additional sales tools: Apollo, LinkedIn Sales Navigator, Outreach, Gong
• Experience with MEDDIC, SPIN, or other enterprise qualification methodologies

Additional Information

About Wikimedia Enterprise Wikimedia Enterprise is the commercial data platform of the Wikimedia Foundation-the nonprofit behind Wikipedia projects. We provide organizations with reliable, high volume, low latency access to the world's largest open knowledge dataset through a suite of enterprise grade APIs. Our customers include leading AI companies, search engines, media companies, technology platforms, and research institutions that depend on structured, trustworthy knowledge at scale. Unlike most commercial data vendors, everything we build is rooted in a 20-year-old mission: free knowledge for every human being. That's not a marketing tagline - it shapes how we hire, how we sell, and how we treat our customers.

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