About the Role
Role details below.
Responsibilities
- Own the creation of 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 a multi-channel approach (phone, email, LinkedIn, and strategic research)
- Map target organisations to identify key stakeholders, decision-makers, and influencers, building a clear view of the account structure and potential opportunities
- Drive proactive outreach campaigns that align with defined sales plays and industry-specific value propositions
- Take ownership of early-stage opportunity development, moving prospects from initial engagement to qualified pipeline
- Qualify opportunities against a defined sales framework (e.g. MEDDICC/BANT), ensuring all pipeline meets clear criteria before progressing
- Uncover and validate customer pain points, business drivers, decision processes, and commercial potential
- Ensure all opportunities are aligned to SFG20’s ICP, with strong fit, clear need, and realistic buying intent
- Maintain high standards of pipeline quality, not just volume, challenging and disqualifying where appropriate
- Secure high-quality meetings and product demonstrations for Account Executives, with a clear purpose and defined next steps
- Provide well-documented handovers, including stakeholder mapping, identified pain, qualification criteria, and deal context
- Act as a strategic partner to AEs, ensuring continuity and momentum through the sales process
- Build deep understanding of SFG20’s target industries, buyer personas, and core use cases
- Continuously refine target account lists based on insight, data, and market feedback
- Position yourself as a credible, insight-led first point of contact, bringing value to every interaction
- Stay informed on industry trends, competitor activity, and market dynamics to identify new entry points and opportunities
- Operate with a true “hunter” mentality, self-sourcing opportunities and taking ownership of pipeline creation
- Balance activity with effectiveness, focusing on outcomes (qualified pipeline and revenue impact) rather than volume alone
- Continuously test, iterate, and improve outbound approaches to increase conversion and engagement rates
Work Arrangement
hybrid
