Sales Development Representative

Littlepay; Greater London; Hybrid; GBP 30,000 - 45,000; Full time

Benefits offered by this job

Notion access

Slack access

Claude access

Google Workspace access

Jira access

Health insurance

Job summary

Littlepay is hiring a Sales Development Representative to accelerate growth across markets. You will identify prospective customers, engage key decision-makers and develop qualified opportunities for the sales pipeline.

Collaborate with Commercial and Marketing to pursue ABM campaigns, and manage outreach through channels like email, LinkedIn and phone, building relationships across complex buying groups.

Qualifications

• Experience in a SaaS, fintech, payments or B2B technology environment.
• Exposure to complex B2B sales environments involving multiple stakeholders.
• Understanding of public sector procurement processes, tender cycles and the complexities of selling into regulated environments.
• Strong written and verbal communication skills, with the confidence to engage professional stakeholders.
• Ability to conduct consultative discovery conversations, identify customer challenges and navigate complex stakeholder relationships.
• Familiarity with account-based marketing or targeted outbound prospecting.
• A proactive, organised and results-oriented approach to work.

Responsibilities

• Research and identify prospective customers within Littlepay’s priority markets and target account segments.
• Research public sector organisations, procurement structures and relevant tender opportunities to identify potential routes to commercial engagement.
• Identify key decision-makers, influencers and buying groups within target organisations.
• Build relationships with stakeholders across complex buying groups, including public authorities, operators and procurement teams.
• Execute targeted outbound prospecting through email, LinkedIn, telephone and other appropriate channels.
• Develop personalised outreach based on account priorities, business challenges and Littlepay’s value proposition.
• Build relationships with prospective customers and identify opportunities for further commercial engagement.
• Engage prospective customers through consultative conversations to understand their business challenges, operational needs, procurement requirements and potential fit with Littlepay's solutions.
• Qualify inbound and outbound prospects against agreed Ideal Customer Profiles (ICPs) and qualification criteria, identifying potential commercial opportunities.
• Arrange qualified discovery meetings, document opportunity details and ensure a smooth handover to the Commercial team.
• Work closely with Marketing to support account-based marketing (ABM) programmes and targeted go-to-market campaigns.
• Follow up on engagement from priority accounts, campaigns and marketing activities.
• Share prospect feedback and market insights to improve targeting, messaging and campaign effectiveness.
• Coordinate outreach with wider Marketing activity to ensure a consistent and relevant customer experience.
• Maintain accurate account, contact and prospecting activity records in HubSpot.
• Track outreach, engagement, qualification outcomes and next steps.
• Support the development and maintenance of accurate target-account and buying-group information.
• Monitor prospecting performance and contribute to regular pipeline reporting.
• Follow agreed processes for lead qualification, opportunity creation and handover.

Job description

About Us

We’re Littlepay - a growing fintech headquartered in Melbourne with operations in the UK, EU, LATAM, USA, and Australia. Our payments platform enables our customers to pay for public transport using any payment card, mobile wallet, or wearable device. Processing over USD 1 billion a year in 19 countries and continuing to expand globally, we’re proud to move more people through better payment experiences.

About The Role

We’re looking for a motivated and commercially curious Sales Development Representative (SDR) to help accelerate Littlepay’s growth into new markets.

Working closely with our Commercial and Marketing teams, you’ll play an important role in identifying prospective customers, engaging key decision-makers and developing qualified opportunities for our sales pipeline.

This is an opportunity to join a growing business, develop your B2B sales expertise and contribute directly to our commercial growth ambitions.

You’ll be part of a coordinated go-to-market approach, combining account based marketing, targeted prospecting and commercial engagement to build relationships with organisations that can benefit from Littlepay’s technology.

What You’ll Do

Prospecting & Account Development

• Research and identify prospective customers within Littlepay’s priority markets and target account segments.
• Research public sector organisations, procurement structures and relevant tender opportunities to identify potential routes to commercial engagement.
• Identify key decision-makers, influencers and buying groups within target organisations.
• Build relationships with stakeholders across complex buying groups, including public authorities, operators and procurement teams.
• Execute targeted outbound prospecting through email, LinkedIn, telephone and other appropriate channels.
• Develop personalised outreach based on account priorities, business challenges and Littlepay’s value proposition.
• Build relationships with prospective customers and identify opportunities for further commercial engagement.

Lead Qualification & Opportunity Generation

• Engage prospective customers through consultative conversations to understand their business challenges, operational needs, procurement requirements and potential fit with Littlepay's solutions.
• Qualify inbound and outbound prospects against agreed Ideal Customer Profiles (ICPs) and qualification criteria, identifying potential commercial opportunities.
• Arrange qualified discovery meetings, document opportunity details and ensure a smooth handover to the Commercial team.

Marketing & Campaign Collaboration

• Work closely with Marketing to support account-based marketing (ABM) programmes and targeted go-to-market campaigns.
• Follow up on engagement from priority accounts, campaigns and marketing activities.
• Share prospect feedback and market insights to improve targeting, messaging and campaign effectiveness.
• Coordinate outreach with wider Marketing activity to ensure a consistent and relevant customer experience.

CRM & Pipeline Management

• Maintain accurate account, contact and prospecting activity records in HubSpot.
• Track outreach, engagement, qualification outcomes and next steps.
• Support the development and maintenance of accurate target-account and buying-group information.
• Monitor prospecting performance and contribute to regular pipeline reporting.
• Follow agreed processes for lead qualification, opportunity creation and handover.

What We're Looking For

• Experience in a SaaS, fintech, payments or B2B technology environment.
• Exposure to complex B2B sales environments involving multiple stakeholders.
• Understanding of public sector procurement processes, tender cycles and the complexities of selling into regulated environments.
• Strong written and verbal communication skills, with the confidence to engage professional stakeholders.
• Ability to conduct consultative discovery conversations, identify customer challenges and navigate complex stakeholder relationships.
• Familiarity with account-based marketing or targeted outbound prospecting.
• A proactive, organised and results-oriented approach to work.
• Confidence researching organisations, identifying stakeholders and developing tailored outreach.
• Ability to manage multiple accounts, activities and priorities effectively.
• Comfortable working with CRM systems and using data to manage and improve performance.
• A collaborative mindset and willingness to work across Commercial and Marketing teams.

Our Benefits

We love to look after our people. At Littlepay, you'll be part of an inclusive and diverse team that celebrates the differences and unique gifts we each bring to work.

You’ll Have Access To

• A high trust working environment, with access to cloud collaboration tools like Notion, Slack, Claude, Google Workspace, and Jira to help us work together effectively
• Paid professional development (including conferences, courses, learning subscriptions, etc.)
• Harrison Assessments - our talent management provider that facilitates continuous professional development
• A variety of flexible leave options
• A company-wide paid day off
• Flexible (hybrid) working conditions
• Health insurance via our provider Vitality
• UK pension additional contribution split
• YellowNest nursery program
• Wellbeing support- including a free School of Life subscription for all employees, and counselling via the School of Life (UK) or our EAP program (Australia)
• Our generous employee referral program
• Mid-year, quarterly, and end-of-year corporate and team events and workshops
• Short-term remote working arrangements
• International travel opportunities (dependent on role)

In-office expectations

At Littlepay, we believe great work happens when we solve problems, together. We see in-person collaboration as an important way to build connections, share ideas, and support each other meaningfully.

For those assigned to an office location, we generally expect a minimum two-day presence in the office each week. This may vary depending on your role, team, and location. For example, our team in Luxembourg works 4 days from the office, whereas our AU and UK teams currently work a minimum of 2 days onsite in our Melbourne/London offices. Some positions might require more frequent office attendance to support cross-functional collaboration, customer engagement, or specific team workflows. Your hiring manager will provide details relevant to your role.

We aim to strike a healthy balance between in-person connection and flexibility, while staying connected to deliver with speed and agility as we continue to scale, ensuring our ways of working support both our people and our shared ambition to move more people through better payment experiences.

Our recruitment process

If you’ve been shortlisted for the role, you’ll first have a chat with our Talent team. If the stars align, we’ll then arrange your first interview. You’ll also receive a short workplace preferences questionnaire to help us understand how you prefer to work. Following a successful first interview, you’ll be invited to complete a technical challenge. We’ll then invite you to meet with another group of Littlepay team members before making an offer.

If you have any questions regarding the recruitment process or if you require any accommodations for any stage in the interview process, please don’t hesitate to let us know. Additionally, if you don’t meet all of the criteria (we know that some underrepresented groups tend to avoid applying if they don’t), please still apply. We really enjoy meeting people who might bring a fresh perspective on a problem we need to solve!

Privacy notice

At Littlepay, we are committed to protecting your personal information. To learn how we collect, use, store and protect your personal information throughout the recruitment process, please read our Applicant Privacy Notice.