Sales Development Representative

Josys; Sydney; On-site; AUD 60,000 - 90,000; Full time

Job summary

Josys in Sydney is seeking a Sales Development Representative to drive outbound prospecting and qualify inbound leads across Australia. You will be the first voice prospects hear and build a high-quality pipeline to feed the Account Executives.

You will research target accounts, map decision-makers, and execute multi-channel outreach using Salesforce, HubSpot, LinkedIn Navigator, Lusha, and Smartlead. Strong English communication and a learning mindset are essential to succeed in our

Qualifications

• Demonstrated success in an SDR or outbound sales role within a SaaS or B2B technology environment.
• Hands-on experience selling into Australian businesses and understanding local buying behaviours.
• Proficiency with Salesforce, HubSpot, LinkedIn Navigator, Lusha and Smartlead.
• Excellent written and verbal English communication; ability to craft effective outreach.

Responsibilities

• Run high-volume, high-quality outbound prospecting across cold calling, email, and LinkedIn.
• Qualify inbound leads quickly and hand off to Account Executives with clear context.
• Research and map target accounts (200–5,000 employees), identifying key decision-makers.
• Execute multi-channel outreach sequences using the specified CRM and sales tools.
• Collaborate with Account Executives to align on strategy and improve conversion at each stage.
• Maintain CRM accuracy and analyze data to improve performance.

Skills

SDR experience

Australian market

Sales tools

English communication

AI-assisted workflows

Ownership mindset

Tools

Salesforce

HubSpot

LinkedIn Navigator

Lusha

Smartlead

Job description

Sales Development Representative (SDR)

Location: Sydney, Australia

About Josys

Josys is a modern AI-native identity security and governance platform. Enterprise AI adoption has made identity the fastest-growing attack surface, and the hardest to govern. Josys discovers, governs, and secures every identity - human, machine, and AI agent - across every application in the enterprise, allowing security and IT teams to surface risk, control access, and remediate identity threats in real-time. Trusted by over 1,000 organizations and MSPs worldwide, Josys turns identity from the fastest-growing attack surface into an autonomously governed advantage.

For more information, visit josys.com.

Overview

As a Sales Development Representative at Josys, you'll be the first voice prospects hear - responsible for driving outbound prospecting and qualifying inbound leads across the Australian market. This role sits at the growth edge of our APAC expansion, where every conversation you initiate can open the door to a new enterprise customer. Success here means consistently booking high-quality meetings for Account Executives, maintaining a sharp and well-researched pipeline, and continuously refining your outreach through data and fast iteration.

Role Expectations

• Run high-volume, high-quality outbound prospecting across cold calling, email, and LinkedIn - using AI-powered sequencing and personalisation tools to dramatically increase relevance and reply rates at scale.
• Qualify inbound leads with speed and rigour, accurately assessing fit against target criteria and ensuring seamless, well-briefed handoffs to Account Executives.
• Research and map target accounts - typically companies with 200-5,000 employees - identifying key decision-makers across IT, Security, Procurement, and Operations using AI to compress research time and surface sharper insights.
• Build and execute multi-channel outreach sequences using Salesforce, HubSpot, LinkedIn Sales Navigator, Lusha, and Smartlead, maintaining a healthy and well-structured pipeline at all times.
• Partner closely with Account Executives to align on account strategy, refine messaging, and maximise conversion from first touch to booked meeting.
• Track all activity and outcomes meticulously in CRM, then use that data - alongside AI-assisted analysis - to identify what's working, cut what isn't, and continuously improve conversion at every stage.
• Handle objections with confidence and curiosity, turning resistance into dialogue and building genuine interest in how Josys solves real SaaS management problems.

Required Qualifications

• Demonstrated success in an SDR or outbound sales role within a SaaS or B2B technology environment - you've hit targets, iterated on what didn't work, and know what a quality pipeline looks like.
• Hands-on experience selling into or prospecting Australian businesses, with a clear understanding of local buying behaviours and enterprise decision-making dynamics.
• Practical fluency with sales tools including Salesforce, HubSpot, LinkedIn Sales Navigator, Lusha, and Smartlead - you know how to make these work together, not in isolation.
• Strong written and verbal communication in English, with the ability to craft outreach that cuts through noise and earns a response.
• A genuine learning velocity - you absorb new product knowledge, market context, and feedback quickly, and you adapt your approach without needing to be told twice.
• Comfort using AI tools in your daily workflow - for research, message drafting, performance analysis, or anything else that makes you faster and sharper.
• An ownership mindset: you track your own numbers, diagnose your own gaps, and don't wait for a manager to tell you what to fix.