Strategic Sales Development Representative

About the role

For over 25 years, Global Relay has set the standard in enterprise information archiving with industry-leading cloud archiving, surveillance, eDiscovery, and analytics solutions. We securely capture and preserve the communications data of the world's most highly regulated firms, giving them greater visibility and control over their information and ensuring compliance with stringent regulations. Though we offer competitive compensation and benefits and all the other perks one would expect from an established company, we are not your typical technology company. Global Relay is a career-building company. A place for big ideas. New challenges. Groundbreaking innovation. It's a place where you can genuinely make an impact - and be recognized for it. We believe great businesses thrive on diversity, inclusion, and the contributions of all employees. To that end, we recruit candidates from different backgrounds and foster a work environment that encourages employees to collaborate and learn from each other, completely free of barriers. Your role: We are looking for a high-energy, detail-oriented Sales Development Representative (SDR) to join our Strategic Accounts team. In this role, you will be the engine behind our enterprise growth, identifying and engaging key stakeholders at some of the world's largest organizations. Working in the fast-paced Compliance Technology (RegTech) space, you will help global firms navigate complex regulatory landscapes by introducing them to our market leading cutting-edge AI enabled end to end compliance solutions. As an SDR at Global Relay, you'll be the first point of contact for prospective customers and a key driver of pipeline for the Strategic Accounts team. You'll work closely with an experienced and highly motivated team to identify and qualify high-potential leads, set up meaningful conversations and meetings, and support sales activities through the customer journey.

Responsibilities

• Sales Handoff & Pipeline Hygiene
• Work closely) with the Strategic Accounts Team to prospect through high-touch outreach campaigns, and qualify leads based on criteria such as interest, authority, and buying timeline before passing to Sales.
• Conduct initial discovery calls to understand prospect pain points and challenges and articulate the Global Relay value proposition to prospects across Legal, Compliance, Technology.
• Maintain meticulous records of all interactions and lead data within Salesforce, including lead source, campaign attribution, and status updates.
• Event Lifecycle Support
• Research and qualify attendee lists before industry conferences and events, prioritizing accounts and contacts that match our Ideal Customer Profile (ICP).
• Enter all attendees into Salesforce and prepare briefing notes for Sales.
• Conduct pre-event outreach (phone, email, LinkedIn) to generate interest and schedule meetings for Sales.
• Support on-site activity by assisting with booth lead capture, coordinating scheduled meetings, and ensuring accurate Salesforce tagging.
• Post-event, follow up with attendees to nurture leads and transition qualified opportunities to Sales.
• Marketing Campaign Alignment
• Track event leads' engagement with marketing campaigns (emails, webinars, nurture tracks) and ensure Sales visibility.
• Share relevant marketing materials (case studies, product sheets, videos) with prospects to enhance outreach.
• Provide feedback to Marketing on which campaigns, events, and messages generate the highest quality leads.
• Analytics & Reporting
• Support event ROI measurement by tracking leads generated, meetings booked, and pipeline created.
• Monitor conversion rates from event leads to opportunities, surfacing insights for improvement.
• Build and maintain simple Salesforce reports and dashboards that provide transparency to both Marketing and Sales leadership.
• Cross-Functional Collaboration
• Participate in regular Sales and Marketing syncs to share updates, insights, and feedback from events and campaigns. These teams are based across NYC and London locations.
• Document and circulate best practices (effective outreach scripts, objection handling, email templates) to improve team performance.
• Capture anecdotal customer and prospect feedback from events to inform product positioning and marketing messaging.
• About you:
• 1 - 2 years experience in sales, lead generation, or business development (SaaS or Fintech experience is a major plus).
• Exceptional written and verbal communication skills with the ability to simplify complex technical concepts.
• A "hunter" mentality with a proven track record of hitting or exceeding monthly quotas, and operating to deadlines.
• Familiarity with modern sales stacks (Salesforce, LinkedIn Sales Navigator, and ZoomInfo).
• A genuine interest in the regulatory environment, risk management, or financial technology.

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