Sales Development Representative

Axway; Madrid; On-site; EUR 30,000 - 46,000; Full time

Job summary

Axway is seeking an SDR to serve as the top-of-funnel engine for the sales team in Madrid. You will prospect, engage, and qualify leads, setting meetings for Account Executives and driving revenue growth.

You will learn the product, market, and buyer challenges, shaping messaging that drives engagement. Responsibilities include outbound campaigns, engaging inbound leads, discovery conversations, researching contacts, CRM updates, scheduling follow-ups, and collaborating with marketing.

Qualifications

• 1–3 years in B2B sales, inside sales, or lead generation.
• Proven outbound prospecting and lead generation success.
• Exceptional verbal and written communication.
• Ability to conduct discovery conversations and qualify opportunities.
• Comfortable making high volumes of outbound calls daily.
• Self-motivated, resilient, coachable, and goal-oriented.
• Familiar with CRM systems (Salesforce preferred) and sales engagement tools.
• Ability to learn quickly in a technical domain.

Responsibilities

• Execute outbound prospecting campaigns (cold calls, email sequences, social outreach) to new accounts and unengaged prospects.
• Engage inbound leads, evaluate interest, and qualify appropriately.
• Conduct initial discovery conversations to uncover pain points, business challenges, and project timelines.
• Use tools to research and build targeted lists of contacts.
• Manage and update lead/contact/account records and status in CRM (e.g. Salesforce).
• Schedule and coordinate follow-up meetings, demos, or evaluations with AEs.
• Partner with marketing to leverage campaigns, content, and events in outreach.
• Report on key metrics — pipeline growth, conversion rates, activity levels, forecast vs. actual.
• Continuously test, refine, and improve messaging, outreach cadences, and targeting strategies.

Skills

Outbound prospecting

Lead generation

Verbal communication

Written communication

Discovery conversations

CRM familiarity

Sales engagement tools

Time management

Education

Bachelor's degree or equivalent

Tools

Salesforce

LinkedIn Sales Navigator

ZoomInfo

Outreach

Job description

As an SDR at Axway, you will serve as a critical top-of-funnel engine for our sales team. You will prospect, engage, and qualify leads, setting up meetings for our Account Executives (AEs) and helping to drive revenue growth. You’ll operate on the front lines, learning the product, market, and buyer challenges, and shaping the messaging that drives engagement.

Responsibilities

• Execute outbound prospecting campaigns (cold calls, email sequences, social outreach) to new accounts and previously unengaged prospects
• Engage inbound leads, evaluate interest, and qualify appropriately
• Conduct initial discovery conversations to uncover pain points, business challenges, and project timelines
• Use tools (LinkedIn Sales Navigator, ZoomInfo, Outreach, etc.) to research and build targeted lists of contacts
• Manage and update lead/contact/account records and status in CRM (e.g. Salesforce)
• Schedule and coordinate follow-up meetings, demos, or evaluations with AEs
• Partner with marketing to leverage campaigns, content, and events in outreach
• Report on key metrics — pipeline growth, conversion rates, activity levels, forecast vs. actual
• Continuously test, refine, and improve messaging, outreach cadences, and targeting strategies

Qualifications

• 1–3 years of experience in B2B sales, inside sales, lead generation, business development, or similar
• Demonstrated success in outbound prospecting and lead generation
• Exceptional verbal and written communication skills
• Strong ability to conduct discovery conversations, ask probing questions, and qualify opportunities
• Comfortable making a high volume of calls and outbound touches daily
• Self-motivated, resilient, coachable, and goal-oriented
• Familiarity with CRM systems (Salesforce preferred) and sales engagement tools
• Ability to learn quickly in a technical domain

Preferred

• Experience selling software, SaaS, enterprise technology, or IT infrastructure
• Understanding of APIs, data integration, cloud, or related technology domains
• Experience working with marketing or product teams on messaging
• Exposure to enterprise accounts or selling to senior decision-makers (C-level, VPs)
• Bachelor’s degree or equivalent

Company Overview

At Axway, we’re more than a company—we’re a pioneer. For 25 years, we’ve been empowering organizations to achieve digital transformation and unlock innovation. With a presence in 100 countries, 11,000+ customers, and a global team of over 1,400+ passionate professionals, Axway is driving the future of enterprise integration.

We’re on a mission to be the leader in our space, empowering our customers with secure, mission-critical software to manage and deliver impactful business outcomes from all their digital business interactions.

Axway is a proud member of 74Software. Learn more about how Axway is transforming the future: https://www.axway.com/en

We are committed to providing equal opportunities for all and ensuring a fair and inclusive recruitment process. We do not discriminate on the basis of age, disability, gender, sexual orientation, origin, religion, or any other characteristic protected by law.