SFG20
Sales Development Representative
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Sales Development Representative
Sales Development Representative
About us
SFG20 is the industry standard for building maintenance. Providing services and pioneering technologies that empower people to create and sustain safer buildings.
Our mission is to make buildings better using our standard, software, and expertise. Our vision is to become the leading authority for built environment maintenance that protects and enhances quality of life.
About the role
Do you love the challenge of opening doors, starting conversations, and turning cold prospects into warm opportunities?
At SFG20, we're looking for a tenacious, commercially-minded Sales Development Representative to join our growing New Business team.
This isn't a lead-following role. This is a true outbound SDR position, where you'll own pipeline generation, build relationships with senior decision-makers, and create opportunities through smart, strategic prospecting.
As the industry standard for building maintenance, we're transforming the built environment through our software, expertise, and standards. Now we need someone with a genuine hunter mentality to help us reach even more organisations.
📍 Hybrid role with travel to our Manchester office twice per month.
Key Responsibilities
Pipeline Generation (Outbound-Led)
- Build 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 multiple channels (phone, email, LinkedIn, strategic research).
- Map organisations to identify stakeholders, decision-makers, and influencers, clarifying account structures and opportunities.
- Run proactive outreach aligned with defined sales plays and industry value propositions.
- Own early-stage opportunity development, moving prospects from initial engagement to qualified pipeline.
Qualification & Sales Framework Alignment
- Qualify opportunities using defined frameworks (e.g., MEDDICC/BANT) to ensure pipeline meets clear criteria.
- Validate customer pain points, business drivers, decision processes, and commercial potential.
- Ensure opportunities fit SFG20’s ICP, showing clear need and buying intent.
- Maintain pipeline quality by challenging and disqualifying where needed.
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Appointment Setting & Opportunity Handover
- Secure quality meetings and demonstrations for Account Executives with clear objectives and next steps.
- Provide thorough handovers, including:
- Stakeholder mapping
- Pain points
- Qualification details
- Deal context
- Act as a strategic partner to AEs, ensuring sales process continuity and momentum.
Account-Based & Market Engagement
- Develop deep knowledge of target industries, buyer personas, and use cases.
- Continuously refine account lists using insights, data, and feedback.
- Position as a credible, insight-driven first contact, adding value to each interaction.
- Stay updated on industry trends, competitors, and market dynamics to spot new opportunities.
Mindset & Ownership
- Operate with a hunter mentality, self-sourcing and owning pipeline creation.
- Focus on effective outcomes (qualified pipeline and revenue) rather than just activity volume.
- Consistently test and refine outbound approaches to boost conversion and engagement.
Experience & Skills
Essential Experience
- Proven experience in Sales or Business Development roles with an outbound focus in SaaS, software, or technology environments.
- Demonstrated success in generating pipeline through outbound prospecting, converting target accounts into qualified opportunities.
- Experience working with Ideal Customer Profiles (ICP) and applying account-based prospecting to develop key accounts.
- Strong discovery and qualification skills using structured sales frameworks (e.g., MEDDICC, BANT).
- Confident communicator adept at engaging senior stakeholders, building credibility, and leading value-driven discussions.
- Proficient in CRM systems (e.g., Salesforce) and sales engagement tools for managing pipeline, tracking activity, and driving performance.
- Commercially minded individual who identifies business needs, aligns solutions, and prioritises high-value opportunities.
- Resilient, self-motivated, with a strong hunter mentality and able to handle high-activity, target-driven outbound roles.
- Strong organisational skills and attention to detail in account research, stakeholder mapping, and opportunity tracking.
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Desirable
- Experience in Facilities Management (FM), built environment, or property sectors.
- Previous HubSpot experience.
Interview Process
Because we're hiring SDRs, we want to see SDR skills in action.
Stage 1: Loom Video
Submit a 60-second video introducing yourself and pitching absolutely anything you'd like. It could be:
- A product
- A hobby
- Yourself
- Your favourite coffee shop
We don’t care what you pitch—we care about how you communicate, engage, and persuade.
Stage 2: Talent Interview
A conversation with our People Team about yourself, your experience, and what motivates you.
Stage 3: Walk the Walk
If you progress, we’ll ask you to:
- Prospect
- Create an opportunity
- Secure a meeting
You’ll be given details of our Head of New Business and tasked with landing an interview with them to demonstrate your prospecting skills. No gimmicks—just the ability to actually do what great SDRs do.
Additional Information
All candidates must able to demonstrate a pre-existing right to work and travel within the UK. Unfortunately, we are not able to offer sponsorship. Documentary evidence will be required.
All offers are subject to:
- Satisfactory vetting
- Reference checks
Benefits
🏖 26 days holiday + Bank holidays + buy up to 5 days 🏥 Private Medical Insurance with BUPA 🏡 Remote/Hybrid-first policy 💙 Employee Assistance Programme with WeCare 👨👩👧 Enhanced Family-Friendly Benefits 🏋️♂️ Gym Discounts 🚀 And more!
Inclusion at SFG20
We are an equal opportunities employer, considering all applicants without discrimination based on age, ethnicity, religion, sex, sexual orientation, gender identity, national origin, veteran status, neurodiversity, or disability status.
Diversity and inclusion are our priority, and we’re committed to fostering an inclusive environment where everyone feels welcome, safe, and able to bring their whole self to work. If there's anything we can do to accommodate your individual needs, please let us know.
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