תיאור המשרה
Description
We are seeking a motivated and detail-oriented Sales Development Representative (SDR) to support the growth of our Multi-Layer Counter-UAS (CUAS) business across Europe.
The SDR will be responsible for qualifying inbound and outbound leads, engaging prospective customers, and supporting pipeline development activities across the region. Acting as the critical link between Marketing and Sales, the SDR will ensure that qualified opportunities are identified, nurtured, and efficiently transitioned to the sales team.
This role is ideal for a driven professional who enjoys customer engagement, relationship building, and helping transform market interest into qualified business opportunities within the defense, homeland security, and critical infrastructure sectors.
Responsibilities:
Lead Qualification & Discovery
· Serve as the first point of contact for inbound leads generated through marketing campaigns, events, partner activities, and direct inquiries.
· Conduct discovery conversations to understand customer needs, operational requirements, budget availability, procurement timelines, and key stakeholders.
· Qualify leads against established criteria and determine sales readiness.
· Identify high-potential opportunities and route them to the appropriate sales team members.
Pipeline Development
· Support the generation and development of qualified pipeline opportunities across target markets.
· Execute outbound prospecting campaigns into selected accounts and market segments.
· Schedule introductory meetings, discovery sessions, product demonstrations, and follow-up engagements for the sales team.
· Maintain consistent engagement with prospects throughout the qualification process.
Sales & Marketing Collaboration
· Work closely with Marketing to follow up on campaign-generated leads and event attendees.
· Support webinars, exhibitions, conferences, and partner marketing initiatives through proactive lead engagement and follow-up.
· Provide feedback on lead quality, customer responses, and campaign effectiveness.
· Collaborate with Sales to prioritize target accounts and qualification activities.
CRM & Lead Management
· Maintain accurate records of all prospect interactions, activities, and qualification outcomes within CRM systems.
· Track lead progression through the sales funnel and ensure timely follow-up actions.
· Support pipeline reporting and sales forecasting through disciplined CRM management.
· Ensure adherence to lead management processes and service-level expectations.
Market Awareness
· Develop an understanding of the European defense, homeland security, and critical infrastructure markets.
· Monitor customer requirements, industry developments, and emerging opportunities.
· Capture and share market intelligence that supports sales and marketing activities.
Success Metrics
· Marketing Qualified Lead (MQL) to Sales Qualified Lead (SQL) conversion rate
· Number of qualified opportunities generated
· Qualified pipeline value created
· Meetings and discovery sessions scheduled
· Lead response and follow-up time
· CRM data quality and process compliance
· Contribution to overall pipeline growth
Requirements
· 1–3 years of experience in Sales Development, Business Development, Inside Sales, Lead Qualification, or related customer-facing roles.
· Strong communication and interpersonal skills.
· Experience working with CRM platforms (Salesforce, HubSpot, Microsoft Dynamics, or similar).
· Ability to engage professionally with senior stakeholders.
· Highly organized with strong attention to detail and follow-through.
· Fluent English required; additional European languages are an advantage.
Preferred Qualifications
· Experience in defense, homeland security, aerospace, security technology, telecommunications, or government-focused markets.
· Familiarity with complex B2G or B2B sales environments.
· Interest in CUAS, defense technology, drones, ISR, or related technologies.
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