Tech Sales Representative

As a Technical Sales Development Representative at Xref, you will play a crucial role in driving revenue growth by identifying, qualifying, and progressing new business deals. You'll source and qualify high-potential leads, conduct insightful conversations with prospects to uncover deal opportunities, enrich contact information, and strategically route opportunities to maximise conversion and revenue impact. You'll work closely with marketing, sales, and customer success to ensure prospects receive a seamless experience and that new business deals progress efficiently through the pipeline.

Key Responsibilities:

1. Strategic Prospecting & Lead Generation

Targeted Outreach: Identify and engage high-value prospects through multi-channel sequences (Phone, Email, LinkedIn) to build a consistent "top-of-funnel" pipeline.

Lead Enrichment: Research and segment accounts based on technographics, firmographics, and intent data to prioritise high-revenue opportunities.

2. Qualification & Opportunity Discovery

Deep Discovery: Conduct rigorous qualification calls to uncover pain points, budget, authority, and timelines (BANT/MEDDIC) to ensure a high win rate.

Value Mapping: Articulate technical value propositions tailored to specific persona needs to transform "cold" interest into "warm" opportunities.

3. Strategic Deal Routing & Progression

High-Touch Escalation: Identify enterprise-level opportunities that exceed premium pricing thresholds and strategically hand off to Account Executives for demo and closing.

Low-Touch Conversion: Guide SMB or mid-market prospects toward self-serve signups, coordinating with Customer Success to ensure seamless onboarding and immediate time-to-value.

4. Full-Cycle Sales Management (Own Targets)

End-to-End Ownership: Manage the entire sales lifecycle for assigned New Business targets—from initial outreach and demo to negotiation and closing.

Pipeline Velocity: Proactively move deals through stages, overcoming objections and technical hurdles to meet or exceed monthly individual revenue quotas.

5. CRM Integrity & Data Insights

Data Hygiene: Maintain meticulous records in [CRM Name] to ensure accurate forecasting, deal tracking, and automated reporting.

Feedback Loop: Synthesise market feedback from prospect conversations to provide actionable insights to Marketing and Product teams for better lead-product fit.

6. Performance & Revenue KPIs

Quota Attainment: Consistently achieve Monthly Recurring Revenue (MRR) targets, demo-hold rates, and pipeline contribution goals.

Process Optimisation: Continuously refine outreach scripts and closing techniques to improve conversion rates across the sales funnel.

Requirements & Experience:

Proven Track Record: 18 months + of high-activity experience in Sales Development, Recruitment, or SaaS prospecting, with a demonstrable history of hitting or exceeding monthly KPIs.

Sales Ecosystem Knowledge: Experience navigating both Product-Led Growth (PLG) and Sales-Led Growth (SLG) environments; you understand when to guide a user to self-serve and when to initiate a high-touch sales process.

Tech Stack Proficiency: Hands-on experience with CRM systems (e.g., Salesforce, HubSpot) and modern prospecting tools (e.g., LinkedIn Sales Navigator, Apollo, ZoomInfo, or Lusha).

Industry Context: Previous exposure to B2B technology or Software-as-a-Service (SaaS) is highly regarded.

Closing Aptitude: Basic understanding of the full sales cycle, including managing objections, conducting product demos, and moving prospects toward a signature.

About You:

The "Consultative" Edge: You are a natural conversationalist who doesn't just "pitch"—you listen. You are skilled at uncovering pain points and mapping them to technical solutions.

Commercially Sharp: You have a sales mentality but with a strategic lens. You can quickly assess the revenue potential of a lead and prioritise your time for maximum ROI.

Target driven: You are energised by a monthly quota and thrive on the "win" of closing a deal.

Adaptable & Tech-Savvy: You lean into new tools and systems quickly. You are comfortable in the "grey area" of a fast-paced startup where processes are evolving.

High Output, High Quality: You possess the discipline to maintain high outreach volumes without sacrificing the personalisation and quality required to engage premium prospects.