Sales Development Representative (intl.)

Insight Global; Ottawa; On-site; CAD 55,000 - 75,000; Full time

Job summary

Insight Global is seeking a driven Sales Development Representative to support outbound prospecting and lead qualification for our client base. You will convert marketing leads into opportunities and proactively target accounts aligned with the ICP, primarily supporting EMEA and reporting to the Virtual Sales leader.

You will conduct multi-channel outreach, research accounts, and maintain a robust pipeline while collaborating with sales and marketing to refine messaging and campaigns.

Qualifications

• 2-4 years of experience in sales development or inside sales
• Experience with outbound prospecting strategies and qualification frameworks (e.g., BANT, MEDDIC)
• Experience with CRM and outreach platforms (Salesforce, Gong, Salesloft, Outreach.io)
• Strong written and verbal communication, professional and engaging style
• Self-starter who can work independently and prioritize effectively
• Experience engaging with technical and business stakeholders across industries
• Team player open to feedback and continuous improvement

Responsibilities

• Conduct outbound prospecting via email, phone, LinkedIn to generate interest and schedule discovery meetings
• Research target accounts and identify key stakeholders
• Build and maintain a healthy multi-vertical pipeline of qualified leads
• Collaborate with sales/marketing to align messaging and campaigns
• Maintain accurate records in Salesforce and Gong; update progress and pipeline status
• Participate in pipeline reviews and provide progress, challenges, and successes
• Meet or exceed monthly and quarterly activity and pipeline targets
• Refine outreach messaging based on performance insights and buyer behavior
• Represent the company in a professional, consultative manner

Skills

Outbound prospecting

Communication skills

Independent work

Stakeholder engagement

Tools

Salesforce

Gong

Salesloft

Outreach.io

Job description

Job Description

We're looking for a driven and adaptable Sales Development Representative (MDR) to support one of our clients with outbound prospecting. You'll help build pipeline by converting marketing-generated leads into qualified opportunities, while also proactively reaching out to targeted accounts that align with the client's ideal customer profile. This role is ideal for someone with sales development experience within SaaS, exposure to diverse buying groups, and a strong motivation to learn, adapt, and grow within the Collaboration business. The role will focus on supporting EMEA customers and report to the Virtual Sales leader.

Key Responsibilities:

• Conduct outbound prospecting through email, phone, LinkedIn, and other channels to generate interest and schedule discovery meetings
• Research target accounts and identify key stakeholders across buying groups
• Build and maintain a healthy pipeline of qualified leads across multiple verticals
• Collaborate closely with sales and marketing teams to align messaging, targeting strategies, and campaign execution
• Maintain accurate and up-to-date records of activities, contacts, and lead status in Salesforce and Gong
• Participate in regular pipeline reviews and provide timely updates on progress, challenges, and successes
• Consistently meet or exceed monthly and quarterly activity and pipeline generation targets
• Help refine outreach messaging and sequences based on performance insights and buyer behavior
• Represent the company in a professional and consultative manner during all interactions

Skills and Requirements

Must haves:

• 2-4 years of experience in a sales development, business development, or inside sales role
• Solid understanding of outbound prospecting strategies and qualification frameworks (e.g., BANT, MEDDIC, etc.)
• Experience working with CRM tools like Salesforce and outreach platforms (e.g., Gong, Salesloft, Outreach.io, or similar)
• Strong communication skills - both written and verbal - with a professional and engaging style
• Self-starter mentality with the ability to work independently and prioritize effectively
• Comfortable engaging with technical and business stakeholders across various industries
• A team player who's open to feedback and eager to continuously improve

Nice to Haves:

• 2-4 years of experience in a sales development, business development, or inside sales role
• Solid understanding of outbound prospecting strategies and qualification frameworks (e.g., BANT, MEDDIC, etc.)
• Experience working with CRM tools like Salesforce and outreach platforms (e.g., Gong, Salesloft, Outreach.io, or similar)
• Strong communication skills - both written and verbal - with a professional and engaging style
• Self-starter mentality with the ability to work independently and prioritize effectively
• Comfortable engaging with technical and business stakeholders across various industries
• A team player who's open to feedback and eager to continuously improve

We are a company committed to creating diverse and inclusive environments where people can bring their full, authentic selves to work every day. We are an equal employment opportunity/affirmative action employer that believes everyone matters. Qualified candidates will receive consideration for employment without regard to race, color, ethnicity, religion, sex (including pregnancy), sexual orientation, gender identity and expression, marital status, national origin, ancestry, genetic factors, age, disability, protected veteran status, military or uniformed service member status, or any other status or characteristic protected by applicable laws, regulations, and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request to [e-mail].