Sales Development Representative (Software & Services)

Factor; Sydney; On-site; AUD 70,000 - 95,000; Full time

Benefits offered by this job

Monthly mental health days

Career progression into Account Execut

Job summary

Factor is seeking a results-driven Sales Development Representative (SDR) to generate new business opportunities across Factor's software and services portfolio. This high-volume outbound role emphasizes cold calling, prospecting, qualification, and meeting generation with senior decision-makers in enterprise accounts.

You will work to exceed activity targets while communicating Factor's value proposition and coordinating with Account Executives for smooth handovers.

Qualifications

• Experience in outbound sales environments targeting enterprise oups
• Proven track record of meeting or exceeding activity targets
• Strong ability to uncover customer needs and map to solutions

Responsibilities

• Make a minimum of 80 outbound calls per day to generate opportunities
• Book at least 5 qualified meetings per day for the sales team
• Qualify prospects using BANT and discovery interviews
• Maintain accurate CRM records of prospects, accounts, and engagements
• Collaborate with marketing to align campaigns and target lists

Skills

High-volume cold calling

Sales development

CRM proficiency

Excellent communication

Prospect qualification

Tools

Salesforce

HubSpot

LinkedIn Sales Navigator

Job description

Factor is an exclusive membership organisation dedicated to empowering and enabling enterprise leaders. We provide executives with unparalleled access to cutting-edge research, networking opportunities, technology platforms, and innovative services designed to support personal and professional growth.

Our portfolio spans software and technology solutions, research and advisory services, executive engagement platforms, data and insights, and services that help organisations better connect with, understand, and engage senior enterprise decision-makers.

Role Overview

About Us

Factor is an exclusive membership organisation dedicated to empowering and enabling enterprise leaders. We provide executives with unparalleled access to cutting-edge research, networking opportunities, technology platforms, and innovative services designed to support personal and professional growth.

Our portfolio spans software and technology solutions, research and advisory services, executive engagement platforms, data and insights, and services that help organisations better connect with, understand, and engage senior enterprise decision-makers.

We are seeking a highly motivated and results-driven Sales Development Representative (SDR) – Software & Services to generate new business opportunities for Factor's growing software and services portfolio.

This is a high-volume outbound sales role with a strong emphasis on cold calling, prospecting, qualification, and meeting generation. You will engage senior decision-makers across enterprise organisations, identify relevant business challenges, introduce Factor's software and service solutions, and secure qualified meetings for the sales team.

The successful candidate will be commercially driven, confident on the phone, comfortable selling technology and services, and motivated by clear activity and performance targets.

Key Responsibilities

Cold Calling & Outbound Prospecting

• Make a minimum of 80 outbound calls per day to prospective customers.
• Book a minimum of 5 qualified sales meetings per day.
• Use email, LinkedIn, and other outbound channels to supplement phone-based prospecting.
• Confidently communicate Factor's software and services value proposition to senior decision-makers.
• Navigate objections, identify pain points, and create interest in further conversations with Factor.
• Develop relationships with relevant stakeholders across target enterprise accounts.
  

Lead Generation & Qualification

• Research and identify prospective customers and target accounts using a range of sales intelligence tools and platforms.
• Identify the appropriate decision-makers and buying stakeholders within target organisations.
• Qualify prospects based on business need, relevance, authority, timing, and commercial opportunity.
• Conduct initial discovery to understand existing processes, challenges, priorities, and potential use cases.
• Maintain accurate prospect, account, activity, and opportunity information within the CRM.
  

Pipeline Generation

• Consistently generate qualified sales opportunities for Factor's software and services sales pipeline.
• Work towards weekly and monthly targets across outbound activity, meetings booked, qualified opportunities, and pipeline generated.
• Build and maintain a healthy pipeline of prospective customers across assigned territories and market segments.
• Schedule introductory calls, discovery meetings, product demonstrations, and commercial discussions for Account Executives and senior sales leaders.
• Proactively follow up with prospects to progress opportunities through the early stages of the sales cycle.
  

Software & Services Sales

• Develop a strong understanding of Factor's software products, services, target customers, use cases, and competitive positioning.
• Clearly articulate how Factor's solutions can address specific customer challenges and deliver measurable business value.
• Tailor messaging and outreach according to the prospect's organisation, role, industry, and potential use case.
• Identify opportunities for multiple Factor solutions within target accounts.
• Stay informed on relevant technology, enterprise, and industry trends to improve the quality of prospect conversations.
  

Sales Collaboration

• Work closely with Account Executives and sales leadership to develop account strategies and outbound campaigns.
• Provide detailed and accurate handovers for qualified opportunities.
• Collaborate with marketing and other internal teams on campaigns, messaging, target account lists, and lead-generation initiatives.
• Share prospect feedback, objections, competitive intelligence, and market insights with the wider commercial team.
• Maintain disciplined follow-up and communication throughout the prospecting and qualification process.
  

Key Skills & Qualifications

• Proven experience in sales development, business development, software sales, SaaS sales, technology sales, or high-volume cold calling.
• Demonstrated ability to consistently achieve outbound activity and meeting-generation targets.
• Excellent verbal communication skills with a confident, persuasive, and professional phone presence.
• Comfortable engaging senior business and technology decision-makers.
• Strong discovery and qualification skills with the ability to identify genuine business needs.
• Excellent organisational and time-management skills.
• Experience using CRM platforms such as Salesforce or HubSpot.
• Familiarity with prospecting and sales intelligence platforms such as LinkedIn Sales Navigator is advantageous.
• Strong commercial mindset and desire to exceed individual targets.
• Ability to work independently while thriving within a fast-paced, performance-driven sales environment.
• Previous experience selling software, SaaS, technology, data, research, or professional services is highly regarded.
  

What We Offer

• Competitive salary and commission structure that rewards high performance.
• Clear targets and significant earning potential for consistently strong performers.
• The opportunity to build a career in software and services sales.
• Exposure to senior decision-makers across leading enterprise organisations.
• Training and development across prospecting, discovery, software sales, and enterprise selling.
• Clear progression opportunities into Account Executive and other senior commercial roles.
• Monthly mental health days off to support well-being.
• A fast-paced, ambitious, and collaborative working environment.
  

Who You Are

You are a tenacious and commercially minded salesperson who enjoys prospecting, cold calling, and creating opportunities from scratch.

You are comfortable picking up the phone, speaking with senior decision-makers, handling rejection, and continuing to push towards your targets. You are curious enough to understand a prospect's business challenges and confident enough to demonstrate why a Factor solution deserves their attention.

You don't wait for opportunities to come to you. You create them.

If you want to develop your career in software and services sales and thrive in a high-performance outbound environment, this is an opportunity to make a significant impact at Factor.