Senior AI Sales Development Representative (Hybrid)

ShiftCare; Sydney; On-site; AUD 90,000 - 130,000; Full time

Job summary

ShiftCare in Sydney is seeking a Senior Sales Development Representative to own 26+ segment qualification and pipeline. You’ll partner with Senior Account Executives on complex, multi‑stakeholder deals and drive inbound and outbound motions.

You will consistently hit pipeline targets, maintain CRM hygiene, and contribute to playbooks and process improvements in a fast‑growing, AI‑driven go‑to‑market organisation.

Qualifications

• 2+ years in an SDR/BDR or similar pipeline role in B2B SaaS, targeting upmarket SMB & Mid-Market
• Proven track record of meeting or exceeding pipeline/qualification targets
• Experience with inbound and outbound prospecting and discovery frameworks (MEDDICC/BANT)
• Proficiency with CRM and sales engagement tools; strong pipeline hygiene and reporting

Responsibilities

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

Skills

Pipeline generation

CRM proficiency

Sales tools

MEDDICC knowledge

BANT knowledge

Tools

CRM platforms

Sales engagement tools

Job description

AI-Powered Sales Development & Smarter Pipeline Growth

Join ShiftCare as we bringAI, data, and intelligent sales workflowsinto the way we identify, qualify, and convert opportunities. In this role, you’ll combine strong sales expertise with AI-powered insights and modern prospecting tools to build higher-quality pipeline, sharpen qualification, and help our Mid-Market customers discover smarter ways to manage their care operations.

Location:Hybrid, Sydney, Australia (Tuesday to Thursday in-office; Monday and Friday flexible)

Region:Australia

Department:AU Inbound Sales

Reports to:Sales Director & SDR Team Leader

About ShiftCare

ShiftCare is a leading care management software platform supporting disability, aged care, and home care providers across Australia, New Zealand, the United Kingdom, and the United States. Our platform helps care providers manage rostering, client records, compliance, billing, and workforce operations more efficiently, enabling better care outcomes at scale.

ShiftCare is growing rapidly and is focused on building a high-performing, values-driven go-to-market organisation to support long‑term, sustainable growth.

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.
• Demonstrated experience across both inbound lead qualification and outbound prospecting motions.
• Strong discovery and qualification skills, with familiarity with structured frameworks such as MEDDICC or BANT.
• Experience partnering with Account Executives on longer, multi‑stakeholder sales cycles.
• Proficiency with CRM and sales engagement tools, with strong pipeline hygiene and reporting habits.
• Excellent written and verbal communication skills, with the ability to engage senior stakeholders confidently.
• A self‑directed, coachable, and resilient approach, comfortable operating in a fast‑growing environment.
• Exposure to the disability, aged care, or broader healthcare sector is advantageous but not essential.

Build the Future of AI-Enabled Sales

At ShiftCare, we’re not just growing our sales team—we’re evolving how sales is done. If you’re an ambitious SDR who thrives on ownership, enjoys working with complex customers, and is excited to useAI and technology to work smarter and sell better, this is an opportunity to accelerate your career while making a meaningful impact.