EMEA SDR - Drive B2B SaaS Pipeline & Outreach

Pontoon; Greater London; On-site; GBP 17,000 - 24,000; Full time

Job summary

Pontoon is seeking a driven Sales Development Representative to power outbound prospecting and pipeline generation across the EMEA region. The successful candidate will convert marketing-generated leads into qualified opportunities while proactively identifying target accounts that match our ICP.

This role requires experience in B2B SaaS sales development, strong communication, and the ability to engage diverse buying groups across technical and business functions.

Qualifications

• Experience in sales development or a similar outbound B2B role.
• Proven ability to generate and qualify leads in a SaaS environment.
• Familiarity with BANT or MEDDIC qualification frameworks.
• Proficient in Salesforce and sales engagement tools (Gong, Salesloft, Outreach.io).
• Excellent written and verbal communication with stakeholders across functions.
• Strong research, organisational, prioritisation and time-management skills.

Responsibilities

• Outbound Prospecting: conduct targeted outreach through email, telephone, LinkedIn, and other channels to generate interest and arrange discovery meetings.
• Account Research: identify target accounts and engage key decision-makers and stakeholders.
• Pipeline Generation: build and maintain a healthy pipeline of qualified leads across multiple industries and market segments.
• Lead Qualification: assess prospect requirements, business challenges, and buying readiness using frameworks such as BANT and MEDDIC.
• Sales and Marketing Collaboration: work closely with sales and marketing teams to align messaging, improve targeting, and support campaign execution.
• CRM Management: maintain accurate records of prospect interactions, activities, contacts, and lead status using Salesforce and Gong.
• Performance Management: participate in pipeline reviews, report progress, identify challenges, and consistently work towards agreed monthly and quarterly targets.
• Continuous Improvement: analyse outreach performance and buyer behaviour to refine messaging, prospecting sequences, and engagement strategies

Skills

Outbound prospecting

Lead qualification

Pipeline generation

CRM management

Stakeholder engagement

Time management

Self-motivated

Tools

Salesforce

Gong

Salesloft

Outreach.io

Job description

Pontoon is seeking a driven Sales Development Representative to power outbound prospecting and pipeline generation across the EMEA region. The successful candidate will convert marketing-generated leads into qualified opportunities while proactively identifying target accounts that match our ICP.

This role requires experience in B2B SaaS sales development, strong communication, and the ability to engage diverse buying groups across technical and business functions.