Sales Development Representative

ShiftCare Inc.; Sydney; On-site; AUD 80,000 - 110,000; Full time

Job summary

ShiftCare is an AI-powered care management platform and growth-focused company in Australia seeking a Senior Sales Development Representative to own qualification and pipeline creation for the 26+ employee segment.

You will consistently deliver a personal target of $160K in qualified pipeline and $80K in overlay ARR contribution, partnering with Senior Account Executives to improve deal quality and progression across complex sales cycles.

Qualifications

• 2+ years of SDR/BDR experience in B2B SaaS.
• Proven track record in meeting or exceeding pipeline targets.
• Experience prospecting into upmarket SMB & Mid-Market.
• Ability to qualify and create qualified pipeline with discipline.

Responsibilities

• Own qualification and pipeline creation for 26+ employee segment leads and opportunities.
• Consistently deliver a personal target of $160K in qualified pipeline and $80K in overlay ARR contribution.
• Partner closely with Senior Account Executives to improve deal quality, progression, and conversion across complex sales cycles.
• Apply best-practice qualification standards across inbound and outbound motions.
• Maintain high standards of CRM hygiene, reporting, and forecasting accuracy.
• Contribute to the continuous improvement of SDR processes, playbooks, and team culture.

Skills

B2B SaaS experience

Pipeline generation

CRM proficiency

Target achievement

Tools

CRM software

Job description

ShiftCare is an AI-powered care management platform for disability, aged care and home care providers across Australia, New Zealand, the United Kingdom and the United States. AI is built into how care businesses run, from voice-to-text progress notes and smart carer matching to automatically refilling cancelled shifts, alongside rostering, client records, compliance and billing. The result is less admin, faster decisions and one connected operation in place of the paper and disconnected systems that slow providers down.

Our platform has scheduled over 100 million hours of care and supported more than 200,000 participants. Now we’re embedding AI deeper across the entire workforce, so providers spend less time on admin and more time on care. We’re growing rapidly and looking for people who want to build what care management looks like next.

ShiftCare started in Sydney in 2016 with a simple belief: the people who dedicate their lives to caring for others deserve better technology. We’re a values-driven team focused on long-term, sustainable growth. If you want meaningful work where you can see your impact in real time, this is the place for you.

Overview

The Senior Sales Development Representative is a senior individual contributor role within the Sales Development team. This role holds primary ownership of opportunities within the 26+ employee customer segment (upmarket SMB & Mid-Market), with an expected split of approximately 70% inbound and 30% self-generated pipeline, working closely with Senior Account Executives on longer, more complex sales cycles.

Fast-track your sales career by supporting our fast growing Mid-Market customer base.

Key Responsibilities

• Own qualification and pipeline creation for 26+ employee segment leads and opportunities
• Consistently deliver a personal target of $160K in qualified pipeline and $80K in overlay ARR contribution
• Partner closely with Senior Account Executives to improve deal quality, progression, and conversion across complex sales cycles
• Apply best-practice qualification standards across inbound and outbound motions
• Maintain high standards of CRM hygiene, reporting, and forecasting accuracy
• Contribute to the continuous improvement of SDR processes, playbooks, and team culture

How Success Is Measured

• Consistent achievement of personal pipeline and overlay ARR targets
• Quality, conversion, and progression of opportunities within the 26+ customer segment
• Improved qualification standards and reduced rework for Account Executives
• Strong cross-functional alignment between Marketing, SDRs, and Account Executives

About You

• 2+ years of experience in an SDR, BDR, or similar pipeline generation role within B2B SaaS, ideally prospecting into upmarket SMB & Mid-Market
• A proven track record of consistently meeting or exceeding pipeline and qualification targets