Sales Development Representative

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

We are seeking a driven, adaptable, and results-oriented Sales Development Representative (SDR) to support outbound prospecting and pipeline generation across the EMEA region.

The successful candidate will convert marketing-generated leads into qualified sales opportunities while proactively identifying and engaging target accounts that align with our Ideal Customer Profile (ICP). This role requires experience in B2B SaaS sales development, strong communication skills, and the ability to engage diverse buying groups across technical and business functions.

The ideal candidate will be motivated to learn, adapt, and grow within our Collaboration business while contributing to revenue growth and customer acquisition.

Key Responsibilities

• Outbound Prospecting: Conduct targeted outreach through email, telephone, LinkedIn, and other channels to generate interest and arrange discovery meetings.
• Account Research: Identify suitable target accounts, research business needs, 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

Essential Qualifications and Experience

• Experience in sales development, business development, inside sales, or a similar commercial role.
• Experience in outbound prospecting and lead generation, preferably within a B2B SaaS environment.
• Understanding of sales qualification methodologies, including BANT, MEDDIC, or equivalent frameworks.
• Experience using Salesforce and sales engagement tools such as Gong, Salesloft, or Outreach.io.
• Excellent written and verbal communication skills, with the ability to engage stakeholders professionally.
• Strong research, organisational, prioritisation, and time-management skills.
• Confidence engaging technical and business stakeholders across different industries.
• A proactive, self-motivated approach, with the ability to work independently and collaboratively.
• Willingness to receive feedback, develop new skills, and adapt to changing business priorities.

The successful candidate will demonstrate resilience, determination, commercial awareness, adaptability, and accountability. They will be skilled at building relationships, responding constructively to challenges, collaborating across teams, and continuously improving their sales effectiveness.

The minimum pay rate for this position is £15.02 per hour. Any additional commission, benefits, or compensation arrangements will be subject to the applicable employment terms and company policies.