Sales Development Representative (SDR)

Pavago; South Africa; Remote; ZAR 216,000 - 264,000; Full time

Job summary

Pavago is seeking a proactive Sales Development Representative (SDR) to generate and qualify new business opportunities. You will focus on outbound prospecting, lead qualification, and consistent follow-up while helping position IT and cybersecurity services to business decision-makers.

You will work remotely with US business hours, identifying target accounts, building a strong pipeline, and collaborating with the sales team to ensure smooth handoffs and qualified leads for closing.

Qualifications

• Experience in sales development, inside sales, or business development.
• Experience selling technology, IT services, cybersecurity, or managed services.
• Familiarity with MSP industry and positioning of IT services.
• Strong verbal and written English communication skills.
• Comfortable calling business decision-makers by phone.
• Experience using a CRM and following structured sales cadences.
• Strong prospecting, qualification, follow-up, and objection-handling skills.
• Ability to work independently in a remote environment.
• Comfortable managing daily activity and performance targets.

Responsibilities

• Outbound Prospecting: identify and research potential business clients; conduct cold calls, email outreach, and LinkedIn prospecting; build and maintain a pipeline.
• Lead Qualification: conduct discovery conversations; understand needs, budget, and decision process; qualify opportunities before handing off.
• IT & Cybersecurity Positioning: clearly communicate value of IT and cybersecurity services; tailor messaging; understand MSP offerings.
• CRM & Pipeline Management: log calls, emails, notes, and prospect activity; keep records updated; maintain visibility into outbound performance.
• Follow-Up & Outreach Cadences: manage structured follow-up sequences across phone, email, and LinkedIn; maintain professional communication.
• Collaboration with Sales Team: provide details to closers; ensure qualified leads handed off with context; participate in transition calls.

Skills

Sales development

Inside sales

Business development

MSP industry familiarity

English communication

CRM experience

Structured outreach

Prospecting

Remote work

Performance targets

Job description

Position Type: Full-Time | Remote
Working Hours: U.S. Business Hours

About the Role

We’re looking for a proactive Sales Development Representative (SDR) to generate and qualify new business opportunities. You’ll focus on outbound prospecting, lead qualification, and consistent follow-up while helping position IT and cybersecurity services to business decision-makers.

This role is ideal for someone who is confident on the phone, comfortable with outbound sales, and understands how managed IT and cybersecurity services are sold.

Key Responsibilities

Outbound Prospecting

• Identify and research potential business clients.
• Conduct cold calls, email outreach, and LinkedIn prospecting.
• Build and maintain a consistent pipeline of qualified opportunities.

Lead Qualification

• Conduct discovery conversations with prospects.
• Understand their business needs, challenges, budget, and decision-making process.
• Qualify opportunities before handing them to the closing team.

IT & Cybersecurity Positioning

• Clearly communicate the value of IT and cybersecurity services.
• Tailor messaging based on each prospect’s business needs.
• Develop a strong understanding of MSP offerings and the problems they solve.

CRM & Pipeline Management

• Accurately log calls, emails, notes, and prospect activity.
• Keep contact records and pipeline stages updated.
• Maintain accurate visibility into outbound performance.

Follow-Up & Outreach Cadences

• Manage structured follow-up sequences across phone, email, and LinkedIn.
• Maintain consistent and professional communication with prospects.
• Follow up persistently while maintaining a positive prospect experience.

Collaboration with Sales Team

• Provide closers/account executives with detailed prospect information.
• Ensure qualified leads are handed off with relevant context and next steps.
• Participate in transition calls when needed.

Required Experience & Skills

• Experience in sales development, inside sales, or business development.
• Experience selling technology, IT services, cybersecurity, or managed services is strongly preferred.
• Familiarity with the MSP industry and how IT/cybersecurity services are positioned.
• Strong verbal and written English communication skills.
• Comfortable conducting phone conversations with business decision-makers.
• Experience using a CRM and following structured sales outreach cadences.
• Strong prospecting, qualification, follow-up, and objection-handling skills.
• Ability to work independently in a remote environment.
• Comfortable managing daily activity and performance targets.

Perfect Fit / Culture

• Resilient and comfortable with rejection.
• Curious and focused on understanding genuine customer pain points.
• Takes ownership of activity and results.
• Communicates proactively and flags blockers early.
• Disciplined with outreach, follow-up, and CRM management.
• Comfortable working independently while collaborating with the wider sales team.

Typical Day

You’ll begin by reviewing your outreach queue and prioritizing accounts based on engagement and sales potential. Most of your day will involve outbound calls, personalized emails, LinkedIn outreach, and follow-ups with prospective customers.

Between outreach blocks, you’ll update CRM records, document conversations, qualify opportunities, and prepare qualified leads for handoff to the closing team. You’ll also participate in brief sales check-ins to align on priorities and pipeline activity.

Interview Process

1. AI Screening
2. Client Interview
3. Offer Stage

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