Sales Development Specialist

Employmate Limited; Cape Town; Remote; ZAR 201,000 - 268,000; Full time

Job summary

Employmate is seeking a Sales Development Specialist to be the first dedicated sales hire, driving inbound and outbound prospecting for real estate markets in Australia and New Zealand. You will build targeted lists, engage via email, LinkedIn and calls, and convert leads into qualified conversations.

You will work with HubSpot and AI-enabled tools to improve workflows, document results weekly, and shape how the sales function scales with the company's growth.

Qualifications

• At least 2 years of outbound sales development or business development experience.
• Proven ability to maintain prospecting activity and generate conversations.
• Strong written English and clear communication with busy decision makers.

Responsibilities

• Own the prospecting pipeline for qualified claims, webinars, and event leads.
• Build targeted prospect lists when sources lack activity.
• Create opportunities through email, LinkedIn, and phone outreach.
• Ensure conversations precede meetings with value-focused messaging.
• Maintain accurate CRM records in HubSpot on the same day.

Skills

Outbound sales

Cold calling

CRM usage

Data-driven prospecting

Written English

Team coordination

AI tools (Claude)

Tools

HubSpot

Instantsy

LinkedIn Sales Navigator

Claude AI

Job description

Location: South Africa, Fully Remote
Engagement Type: Contractor
Working Hours: Monday to Friday, 12:30am to 9:00am SAST
Salary: R18 000 to R24 000 based on experience

Build the sales process from the beginning

Our client is looking for a Sales Development Specialist to become the first dedicated sales hire within a growing AI technology business serving the Australian and New Zealand real estate markets.

The platform is already used by more than 1,000 real estate agencies and holds data covering more than 38,000 agents.

Its free Agent Grader allows agents to assess their digital visibility, understand how they rank against competitors and identify opportunities to strengthen their position.

The tool is generating significant interest. More than 300 agents claimed their profiles within the first few weeks.

The next stage is converting those signals of interest into qualified conversations.

You will own that process.

This position combines inbound lead follow up, targeted outbound prospecting, data led prioritisation, qualification and meeting generation.

Because you will be the first dedicated sales hire, you will also have an opportunity to influence how the sales development function operates as the business grows.

What you will own

The prospecting pipeline

Every qualified Agent Grader claim, webinar attendee and relevant event lead should receive appropriate follow up.

When those sources do not provide enough activity, you will build targeted prospect lists from the company's existing database.

You will be expected to create opportunities rather than wait for them.

You will use email, LinkedIn and phone to engage prospective customers.

Messaging should begin with value. This could include their Agent Grader score, market ranking, visibility gap or specific recommendations relevant to their business.

The objective is to create a useful conversation before asking for a meeting.

Data led prioritisation

Not every prospect deserves the same amount of attention.

You will work with an Agency Opportunity Score that brings together multiple indicators including digital visibility, Agent Grader activity, estimated rent roll strength and current property market activity.

These signals will help you identify where your time is most likely to generate meaningful conversations.

Qualification and meetings

You will qualify prospective customers and route suitable opportunities to the relevant person responsible for closing.

The core meeting metric is based on qualified meetings that actually take place rather than meetings that simply appear on the calendar.

Accurate CRM records

HubSpot will be the source of truth.

Every interaction, outcome and next step must be recorded on the same day.

You will also identify inaccurate or incomplete data and raise it so the underlying problem can be addressed.

Because you are speaking directly with the market, your feedback matters.

Each week you will document what messaging generated responses, which objections appeared repeatedly, which types of Agent Grader profiles converted into conversations and what prospective customers were asking for.

This information will feed directly into sales, marketing and product decisions.

What you will bring

At least 2 years of experience in outbound sales development or business development targeting small business or SME customers.

A track record of independently maintaining prospecting activity and generating conversations.

Strong written English and the ability to communicate clearly with busy decision makers.

Confidence conducting cold calls and following up consistently.

The resilience required to prospect in a challenging market without allowing rejection to affect your activity levels.

A startup mindset. You should be comfortable entering an environment where not every process has already been documented.

Experience using a CRM such as HubSpot and sales engagement or sequencing technology such as Instantly.

Confidence using AI tools such as Claude to improve your workflow.

The ability to work with data and segment your own prospecting lists.

Availability to work the required shifted schedule from South Africa with at least 4 hours of live overlap with the Australian eastern business day.

Additional experience that would be valuable

Experience selling into relationship driven or licence based industries.

Experience working for a product led technology company.

Hands on experience with HubSpot sequences, Instantly, LinkedIn Sales Navigator or comparable sales tools.

This role offers significant ownership. You will not simply follow an established SDR process. You will help establish what works, document it and contribute to the sales system that future team members will inherit.

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