Market Dojo
Enterprise Sales Development Representative
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ENTERPRISE SALES DEVELOPMENT REPRESENTATIVE (SaaS)
Salary: £35,000 - £40,000 base | £60,000+ OTE (Uncapped) | Excellent Benefits | Hybrid
What We Offer
- Competitive salary of £35,000 - £40,000
- Uncapped OTE of £60,000+
- Hybrid working (minimum 2 days per week in our Stonehouse office)
- Healthcare and dental scheme
- Company pension
- Additional birthday holiday
- Additional annual leave after qualifying service
- Individual professional development budget
- Quarterly team away days
- Quarterly incentives
- Monthly breakfast club
- Modern AI-assisted sales technology stack
- Friendly, ambitious and collaborative team culture
The Opportunity
This isn't a traditional appointment-setting role.
As an Enterprise Sales Development Representative, you'll own the early stages of the sales journey by identifying, engaging and qualifying procurement and finance leaders across mid-market and enterprise organisations.
Working alongside Marketing and Business Development, you'll generate qualified sales opportunities through a combination of intelligent outbound prospecting, inbound lead qualification and structured discovery conversations.
Approximately 60% of your role will focus on proactive outbound prospecting and 40% on qualifying inbound enquiries. You'll combine high activity levels with thoughtful, consultative conversations to uncover genuine business opportunities before handing them to the Business Development team.
If you're motivated by creating qualified pipeline rather than simply booking meetings, we'd love to hear from you.
About You
You'll thrive in this role if you're someone who enjoys the challenge of outbound sales, values quality conversations and takes pride in creating genuine commercial opportunities.
Essential Experience
- Minimum 3 years' experience in an outbound Enterprise SDR or Business Development Representative role within B2B SaaS.
- Proven track record of generating qualified sales opportunities.
- Comfortable operating in a high-performance outbound environment, managing approximately 80-100 outbound activities per day with the support of modern sales technology and AI-assisted tools.
- Experience conducting structured discovery conversations with senior business stakeholders.
- Strong qualification skills using BANT or a similar sales methodology.
- Excellent communication, questioning and objection-handling skills.
- Experience using CRM and sales engagement platforms such as Zoho CRM, Apollo, LinkedIn Sales Navigator, Lusha or similar.
- Strong organisational skills with excellent pipeline discipline.
- Able to work independently whilst contributing positively within a collaborative sales and marketing team.
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Desirable Experience
- Experience selling enterprise software or SaaS solutions.
- Experience selling into Procurement, Finance or Operations teams.
- Knowledge of procurement, strategic sourcing or Source-to-Pay technology.
- Experience supporting Account Based Marketing programmes.
About Market Dojo
Market Dojo is transforming procurement through intelligent, accessible technology.
Backed by global AI and automation leader Esker, we help organisations of all sizes simplify sourcing, strengthen supplier relationships, reduce risk and make smarter financial decisions through our AI-enabled Source-to-Pay platform.
Trusted by procurement teams worldwide, our software delivers rapid ROI, exceptional customer satisfaction and measurable business value. As we continue to grow internationally, we're looking for an ambitious Enterprise Sales Development Representative to help accelerate our next stage of growth.
Your Key Responsibilities
Prospecting & Pipeline Generation
- Generate qualified sales opportunities through outbound phone, email, LinkedIn and AI-assisted prospecting.
- Research target organisations, stakeholders and buying committees to deliver personalised outreach.
- Execute multi-touch outbound campaigns across strategic target accounts.
- Respond quickly and professionally to inbound enquiries, identifying genuine sales opportunities.
- Build relationships with senior procurement, finance and operational decision makers.
Discovery & Qualification
- Conduct structured 30-minute discovery calls with prospective customers.
- Identify business challenges, buying intent, budget, decision makers and project timescales using BANT qualification principles.
- Assess whether opportunities align with Market Dojo's ideal customer profile.
- Produce high-quality handovers that enable the Business Development team to progress opportunities efficiently.
Pipeline & CRM Management
- Maintain accurate pipeline and activity records within Zoho CRM.
- Manage prospect follow-up activities and nurture opportunities through the early buying journey.
- Work closely with Marketing on Account Based Marketing (ABM) campaigns and lead nurturing initiatives.
- Share market feedback, customer insight and competitor intelligence with the wider business.
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Continuous Improvement
- Develop expertise in procurement, sourcing technology, AI and automation.
- Continuously refine prospecting, discovery and objection handling skills.
- Share best practice and contribute ideas that improve team performance and sales effectiveness.
Personal Qualities
We're looking for someone who is:
- Self-motivated and accountable.
- Resilient, determined and goal-orientated.
- Naturally curious and consultative.
- Commercially minded with excellent business awareness.
- Confident speaking with senior decision makers.
- Coachable and eager to continually improve.
- Positive, personable and professional.
- Someone who genuinely enjoys winning and helping customers solve business problems.
Success in This Role
Your success will primarily be measured by:
- Qualified sales opportunities generated.
- Pipeline value created.
- Discovery-to-opportunity conversion.
- Opportunity progression.
- CRM accuracy and pipeline management.
- Consistent outbound performance and activity quality.
Career Development
As Market Dojo continues to grow, you'll have genuine opportunities to develop your career.
Potential progression includes:
- Senior Enterprise Sales Development Representative
- SDR Team Mentor
- Sales Enablement or Strategic Sales Development roles
We invest heavily in coaching, professional development and modern sales technology, giving you the tools and support needed to build a successful long-term career in enterprise SaaS sales.
Why Join Market Dojo?
You'll be joining one of the UK's most exciting procurement technology businesses at a time of significant international growth.
Supported by Esker's global AI and automation platform, you'll help shape the future of enterprise procurement whilst working alongside experienced marketing, sales and product teams.
If you're looking for a role where hard work is recognised, success is rewarded, and you'll genuinely influence business growth, we'd love to hear from you.
Market Dojo is proud to be an equal opportunities employer. We believe diverse teams build better businesses and welcome applications from candidates of all backgrounds.
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