Sales Development Representative

Sfg20; Manchester; Hybrid; GBP 30,000 - 33,000; Full time

Benefits offered by this job

Remote/Hybrid policy

Private Medical insurance

Gym Discounts

Employee Assistance programme

Job summary

SFG20 is hiring a tenacious B2B Sales Development representative to drive outbound pipeline in a hybrid Manchester role. You’ll own early-stage outreach, map decision-makers, and create opportunities with senior stakeholders, building a strong foundation for Account Executives.

Ideal candidates bring proven outbound SaaS experience, ICP familiarity, and a hunter mindset, with capability to thrive in a high-activity, target-driven environment.

Qualifications

• Proven outbound B2B sales/BD experience in SaaS/tech.
• Track record of pipeline generation from outbound prospecting.
• Experience with ICP and account-based prospecting.
• Strong discovery using MEDDICC/BANT.
• Excellent stakeholder engagement with senior decision-makers.

Responsibilities

• Build a high-quality pipeline through structured outbound prospecting into target accounts.
• Identify, prioritise, and engage key accounts across phone, email, LinkedIn, and strategic research.
• Map organisations to identify stakeholders and buying influencers.
• Own early-stage opportunity development and move prospects to qualified pipeline.
• Provide thorough handovers to Account Executives with context and next steps.

Skills

Outbound sales

B2B SaaS

CRM (Salesforce)

Account mapping

Stakeholder engagement

MEDDICC/BANT

Pipeline generation

Tools

Salesforce

Sales engagement tools

Job description

About us

SFG20 is the industry standard for building maintenance. Providing services and pioneering technologies that empower people to create and sustain safer buildings.

Our mission is to make buildings better using our standard, software and expertise. Our vision is to become the leading authority for built environment maintenance that protects and enhances quality of life.

About the role

Do you love the challenge of opening doors, starting conversations, and turning cold prospects into warm opportunities?

At SFG20, we're looking for a tenacious, commercially-minded B2B Sales Development representative to join our growing New Business team.

This isn't a lead-following role. This is a true outbound SDR position where you'll own pipeline generation, build relationships with senior decision-makers, and create opportunities through smart, strategic prospecting.

As the industry standard for building maintenance, we're transforming the built environment through our software, expertise and standards. Now we need someone with a genuine hunter mentality to help us reach even more organisations.

Hybrid role with amazing offices in Manchester No.1 Spinningfields.

Key Responsibilities:

Pipeline Generation (Outbound-Led)

• Build a high-quality pipeline through structured outbound prospecting into target accounts aligned with SFG20’s Ideal Customer Profile (ICP).
• Identify, prioritise, and systematically engage key accounts using multiple channels (phone, email, LinkedIn, strategic research).
• Map organisations to identify stakeholders, decision-makers, and influencers, clarifying account structures and opportunities.
• Run proactive outreach aligned with defined sales plays and industry value propositions.
• Own early-stage opportunity development, moving prospects from initial engagement to qualified pipeline.

Qualification & Sales Framework Alignment

• Qualify opportunities using defined frameworks (e.g. MEDDICC/BANT) to ensure pipeline meets clear criteria.
• Validate customer pain points, business drivers, decision processes, and commercial potential.
• Ensure opportunities fit SFG20’s ICP, showing clear need and buying intent.
• Maintain pipeline quality by challenging and disqualifying where needed.

Appointment Setting & Opportunity Handover

• Secure quality meetings and demonstrations for Account Executives with clear objectives and next steps.
• Provide thorough handovers, including stakeholder mapping, pain points, qualification, and deal context.
• Act as a strategic partner to AEs, ensuring sales process continuity and momentum.

Account-Based & Market Engagement

• Develop deep understanding of target industries, buyer personas, and use cases.
• Continuously refine account lists using insights, data, and feedback.
• Position as a credible, insight-driven first contact, adding value to each interaction.
• Stay updated on industry trends, competitors, and market dynamics to spot new opportunities.

Mindset & Ownership

• Operate with a hunter mentality, self-sourcing and owning pipeline creation.
• Focus on effective outcomes (qualified pipeline and revenue), not just activity volume.
• Consistently test and refine outbound approaches to boost conversion and engagement.

Essential experience

• Proven experience in Sales or Business Development roles with an outbound focus in B2B SaaS, software, or technology environments.
• Demonstrated success generating pipeline through outbound prospecting, with a record of converting target accounts into qualified opportunities.
• Experience working with Ideal Customer Profiles (ICP) and applying account-based prospecting to develop key accounts.
• Strong discovery and qualification skills using structured sales frameworks (e.g., MEDDICC, BANT).
• Confident communicator, adept at engaging senior stakeholders, building credibility, and leading value-driven discussions.
• Proficient in CRM systems (e.g., Salesforce) and sales engagement tools for managing pipeline, tracking activity, and driving performance.
• Commercially minded, able to identify business needs, align solutions, and prioritise high-value opportunities.
• Resilient, self-motivated, with a strong hunter mentality and comfortable in high-activity, target-driven outbound roles.
• Strong organisational skills and attention to detail in account research, stakeholder mapping, and opportunity tracking.

Desirable

• Experience in Facilities Management (FM), built environment, or property sectors.
• Previous HubSpot experience.

Our interview process is a little different...

Because we're hiring SDRs, we want to see SDR skills in action.

Stage 1: Talent Interview

A conversation with our People Team to learn more about you, your experience and what motivates you.

Stage 2: Elevator Pitch Video

Following your conversation with our People Team, we'd like you to submit a short Loom video (maximum 1 minute).

Submit a 60-second video explaining why you are the perfect fit for our SDR role outlining your previous experience in relation to our position.

We are interested in seeing how you communicate, engage, and persuade your audience.

Stage 3: Interview with the Team

Meet with our Sales team for a competency-based interview, where you will also have the opportunity to ask your own questions about the role and the team.

Additional Information

All candidates must be able to demonstrate a pre-existing right to work and travel within the UK. Unfortunately, we are not able to offer sponsorship. Documentary evidence will be required.

All offers are subject to satisfactory vetting and reference checks.

Our Benefits:

• 26 days holiday + Bank holidays + buy up to 5 days
• Private Medical insurance with BUPA
• Remote/Hybrid first policy
• Employee Assistance programme with WeCare
• Enhanced Family Friendly Benefits
• Gym Discounts
• and more!

Equal opportunities for everyone

Diversity and inclusion are our priorities, and we’re ensuring we have lots of support so our people can grow at SFG20 and do their best work!

We embrace diversity by fostering an inclusive environment where everyone feels welcome, safe and able to bring their whole self to work.

We’re an equal opportunity employer. Applicants will be considered for employment without attention to age, ethnicity, religion, sex, sexual orientation, gender identity, family or parental status, national origin, veteran, neurodiversity or disability status.

If there’s anything we can do to accommodate your specific situation, please let us know.

Compensation: £30K – £33K

• £30K – £33K

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