Sales Development Representative

SoftCo; Dublin; Hybrid; EUR 40,000 - 60,000; Full time

Benefits offered by this job

Competitive remuneration

Performance-based bonus

Company-paid health insurance

Pension and life assurance

Hybrid Working Model

On-site gym (Dublin)

Long service incentives

Learning and development

Job summary

SoftCo, a Dublin-based AI-native Procure-to-Pay and AP automation leader, seeks an energetic Sales Development Representative to drive outbound prospecting across international markets. You will identify prospects, qualify opportunities, and help build a predictable sales pipeline using AI-powered tools.

In this hybrid role, you’ll collaborate with Sales and Marketing to refine messaging, nurture leads, and achieve quarterly quotas.

Qualifications

• Proven track record in generating leads and building a pipeline.
• Experience in a SaaS/tech company with outbound prospecting.
• Excellent written and verbal communication in English.

Responsibilities

• Develop and drive new business opportunities via multi-channel outreach.
• Identify and profile accounts and personas for outbound prospecting.
• Execute a personalised 'sniper' approach to prospecting within accounts.
• Leverage AI-powered platforms to scale outreach with quality and relevance.
• Prepare weekly activity reports using Gong, Sales Navigator, ZoomInfo and HubSpot.
• Qualify leads by understanding needs, challenges, and goals.
• Collaborate with sales and marketing to refine messaging and sequence copy.
• Adhere to GDPR/ePrivacy in outbound prospecting.

Skills

Outbound prospecting

Lead generation

Pipeline management

CRM tools

HubSpot experience

Gong familiarity

LinkedIn Navigator

English fluency

Time management

Independent worker

Tools

HubSpot

Gong

LinkedIn Sales Navigator

ZoomInfo

Smartlead

Clay

Job description

About SoftCo

SoftCo is an AI-native Procure-to-Pay (P2P) and Accounts Payable (AP) automation company built for complex organisations. In a market full of rigid templates and “plug-and-play” promises, our approach is different. We tailor automation around the organisation, not the organisation around the software.

For over 35 years, we’ve helped finance teams move from reactive, manual processes to controlled, scalable and strategic P2P operations. Our AI-native platform strengthens accuracy, visibility and insight, but it’s our delivery expertise that ensures it works in the real world.

Our Success At a Glance

• 1M+ users worldwide
• Trusted by organisations including Volkswagen, Patagonia, Primark, Logitech and all 80 departments of the Finnish Government
• Global reach with offices in the US, Finland, UK, Kosovo and Ireland
• A reputation for owning where precision engineering meets long-term partnership

Sales Development Representative - Your Role

The Sales Development Representative is responsible for developing and executing lead generation and qualification activities across SoftCo's international markets. The role focuses on identifying and engaging prospective customers through outbound, multi-channel prospecting, conducting exploratory conversations, understanding prospect needs, and positioning SoftCo's value proposition effectively.

The role holder works closely with Sales and Marketing stakeholders to nurture leads, generate qualified opportunities, and support the creation of a strong and predictable sales pipeline. Increasingly, this role leverages AI-powered tools and platforms to enhance prospecting precision, scale outreach, and improve the quality of engagement across target accounts.

Your Responsibilities

In this outbound-focused role, the Sales Development Representative is responsible for developing and driving new business opportunities by identifying and proactively reaching out to prospective customers. This includes conducting exploratory conversations, effectively positioning SoftCo's value proposition, nurturing relationships, and generating a strong, qualified sales pipeline.

Other responsibilities include:

• Break into new companies by engaging with prospects using a multi-channel (email, phone, LinkedIn) and value-based approach, to create new business opportunities.
• Identify and profile accounts and personas to target with outbound prospecting approaches, using AI-assisted tools to sharpen targeting and account prioritisation.
• Execute a personalised 'sniper' approach to prospecting personas within accounts to generate new opportunities.
• Leverage AI-powered prospecting platforms (including Smartlead and Clay) to execute and manage high-volume, personalised outreach sequences at scale — while maintaining quality and relevance at every touchpoint.
• Prepare activity reports weekly using Gong, Sales Navigator, ZoomInfo and HubSpot.
• Qualify leads by understanding their needs, challenges, and interests in our solution.
• Analyse the prospect's needs in terms of current business obstacles, what they are looking to achieve, and why.
• Align with AEs to further progress business-ready leads to ensure a smooth handover for the prospect.
• Nurture leads through regular communication and education about our solutions.
• Collaborate with sales and marketing teams to develop and refine messaging and sales strategies, including AI-generated sequence copy and campaign targeting logic.
• Adhere to company policies and compliance standards, including GDPR and ePrivacy requirements as they relate to outbound prospecting and AI-assisted outreach.
• Other associated duties as required.

Your Profile

• Key mindset for success: resilience, grit, curiosity, problem-solving, ownership and goal orientation.
• A positive can-do attitude and a team player.
• A hunter mentality and goal-oriented — our quota is the floor, not the ceiling.
• Experience in a similar role, preferably in a SaaS/Tech company with a strong focus on outbound prospecting.
• Proven track record of generating leads and building a pipeline of potential customers.
• Excellent communication skills, both written and verbal.
• Strong organisational and time management skills and attention to detail.
• Ability to work independently and as part of a team in a target-driven environment.
• A sharp focus on goals and KPIs and a straightforward approach to achieving them.
• Resilience and accountability are core skills for becoming an extraordinary SDR.
• Curiosity and comfort with AI tools — a willingness to learn, experiment with, and get the best out of AI-powered prospecting platforms as part of the day-to-day role.
• Knowledge of CRM and sales tools such as HubSpot, Gong, LinkedIn Sales Navigator, ZoomInfo, Gojiberry/Dripify, Smartlead, or Clay is an advantage.
• Proficient in the use of standard MS Office applications.
• Fluency in written and spoken English with excellent interpersonal and influencing skills.

What We Offer

• Competitive remuneration and performance-based bonus
• Company-paid health insurance, pension and life assurance
• Hybrid Working Model (3 days per week in office following onboarding period)
• On-site gym with company-funded fitness classes (Dublin office)
• Long service incentive awards and employee referral programme
• Structured learning and development investment

Our structure gives you real ownership and direct exposure to senior leadership. Progression is based on capability, not hierarchy.

Our Culture

Our culture is built on the values that shape how we work together and how we deliver for our customers.

Initiative, accountability, and collaboration are central to how we operate. Our teams work across disciplines and locations to solve complex problems and deliver meaningful outcomes.

We encourage clear thinking, ownership and continuous learning. Expertise is respected and people are trusted to take responsibility for the work they lead.

Different perspectives strengthen our teams and improve the systems we build. We are committed to creating an inclusive environment where everyone can contribute and grow.

SoftCo is proud to be an equal opportunities employer and welcomes applications from all backgrounds. Learn more at softco.com/about-us.