About the role
Lead Nurturing & Business Development | Remote | South Africa
Position Overview
We are looking for an experienced Sales Development Representative (SDR) to join a growing US-based commercial furniture business. This is a full-time remote opportunity focused on B2B outbound sales, lead nurturing, prospect qualification and business development.
The successful candidate will work with company-provided, enriched lead lists and engage US-based decision makers across the hospitality, events, education, religious and municipal sectors.
This is not an entry-level SDR role. The ideal candidate will have at least 3 years of B2B outbound sales experience, be confident conducting unscripted calls with senior decision makers, and be highly self-managed with the ability to manage their own pipeline and reporting without close supervision.
Requirements
Key Responsibilities
- Manage and work through company-provided B2B lead lists to generate qualified sales opportunities. - Conduct outbound prospecting through cold calling, email, LinkedIn and SMS. - Nurture longer sales-cycle opportunities until prospects are genuinely sales-ready. - Qualify prospects based on business need, buying intent, timing, decision-making authority and potential opportunity value. - Build relationships with US-based decision makers, including:
- General Managers - Facility Directors - Purchasing and Procurement Officers - Parks and Recreation Directors - School Administrators - Church Administrators - Event and Venue Managers
- Handle objections confidently and maintain natural, unscripted conversations. - Identify qualified opportunities and hand them over to Territory Sales Representatives. - Maintain accurate and detailed CRM records for all prospect interactions and opportunities. - Follow up consistently with prospects and manage multiple opportunities through different stages of the sales cycle. - Use sales intelligence and prospecting tools to research accounts and personalise outreach. - Use AI tools to support prospect research, personalisation, summarisation and productivity. - Provide regular reporting on activity, pipeline progression, qualified opportunities and follow-up requirements. - Work independently and proactively without requiring constant supervision or prompting. - Potentially support opportunities further through the sales process, with closing ability considered a strong advantage.
Key Performance Indicators
Success will not be measured purely by call or appointment volume.
The primary focus will be on:
- Number and quality of qualified opportunities generated. - Opportunities accepted by the Territory Sales Representatives. - Quality and accuracy of qualification. - Consistent pipeline development and lead nurturing. - CRM accuracy and documentation. - Follow-up discipline. - Self-managed reporting and communication. - Ability to maintain a consistent outbound activity level. - Contribution to revenue-generating opportunities.
Requirements
Experience
- Minimum 3 years' experience in B2B outbound sales, SDR, BDR, lead generation, lead nurturing or inside sales. - Proven experience generating qualified opportunities for an outside or field sales team. - Experience selling into the US market is highly advantageous. - Experience working with longer B2B sales cycles is preferred. - Experience within SaaS, BPO, commercial services, furniture, hospitality, events or other B2B environments is advantageous. - Previous fully remote experience is strongly preferred.
Communication
- Fluent, professional spoken English is essential. - Must have clear, neutral and easily understood English suitable for speaking with US-based decision makers. - Strong telephone presence and confidence communicating without relying heavily on scripts. - Excellent objection handling, rapport building and questioning skills. - Ability to communicate professionally with senior business decision makers.
A voice sample or recorded call example is required with every candidate submission.
Self-Management
The successful candidate must be highly independent and capable of managing their own workload.
You should be able to:
- Manage your own daily pipeline and priorities. - Work effectively without constant supervision. - Proactively report on activity and progress. - Identify when follow-up is required without being prompted. - Maintain consistent productivity while working remotely. - Demonstrate strong accountability and ownership.
Sales & Technology Skills
Experience with the following tools is advantageous:
- EspoCRM or comparable CRM platforms - RingCentral or similar cloud-based diallers - LinkedIn Sales Navigator - ZoomInfo - Apollo.io - Mautic or other marketing automation platforms - ChatGPT and other AI productivity/research tools - Magento 2
Candidates do not need experience with every platform, but should demonstrate strong overall CRM, sales technology and prospecting-tool proficiency.
Working Hours
Monday to Friday
US Eastern Time: approximately 09:00–17:00 ET
South African Time: approximately 15:00–23:00 SAST, shifting to approximately 16:00–00:00 SAST during US winter time.
Candidates must be comfortable and able to maintain this schedule on a long-term basis.
Short-term or temporary evening availability will not be suitable.
Remote Working Requirements
Candidates must have:
- A dedicated, quiet home office. - Reliable high-speed internet. - A suitable computer/laptop and professional working environment. - Reliable backup power for outages/load shedding, such as an inverter or UPS. - Mobile internet/data failover. - A demonstrated ability to remain operational during power or connectivity interruptions.
Candidates will be required to confirm their internet and backup power arrangements in writing.
Benefits
What We Offer
- Full-time remote position. - Opportunity to work with an established US business. - Direct exposure to the US B2B market. - Long-term growth opportunity. - Initial one-month trial period, followed by ongoing employment based on performance. - Potential for additional opportunities as the business expands. - Potential commission structure linked to performance.
Recruitment Process
Shortlisted candidates may be required to complete:
- CV and experience screening. - One-way video introduction. - Voice sample or recorded sales call. - Interview. - Potential live/mock sales call or blind role-play. - Final client interview.
Candidates should be prepared to demonstrate their ability to conduct a natural, unscripted B2B sales conversation and qualify a prospect effectively.
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