Remote Sales Development Representative

Lead Nurturing & Business Development | Remote | South Africa

Position Overview

We are looking for an experienced Sales Development Representative (SDR) to join a growing US-based commercial furniture business. This is a full-time remote opportunity focused on B2B outbound sales, lead nurturing, prospect qualification and business development .

The successful candidate will work with company-provided, enriched lead lists and engage US-based decision makers across the hospitality, events, education, religious and municipal sectors.

This is not an entry-level SDR role . The ideal candidate will have at least 3 years of B2B outbound sales experience, be confident conducting unscripted calls with senior decision makers, and be highly self-managed with the ability to manage their own pipeline and reporting without close supervision.

Requirements

Key Responsibilities

• Manage and work through company-provided B2B lead lists to generate qualified sales opportunities.

• Conduct outbound prospecting through cold calling, email, LinkedIn and SMS .

• Nurture longer sales-cycle opportunities until prospects are genuinely sales-ready.

• Qualify prospects based on business need, buying intent, timing, decision-making authority and potential opportunity value.

• Build relationships with US-based decision makers, including:

• General Managers

• Facility Directors

• Purchasing and Procurement Officers

• Parks and Recreation Directors

• School Administrators

• Church Administrators

• Event and Venue Managers

• Handle objections confidently and maintain natural, unscripted conversations.

• Identify qualified opportunities and hand them over to Territory Sales Representatives.

• Maintain accurate and detailed CRM records for all prospect interactions and opportunities.

• Follow up consistently with prospects and manage multiple opportunities through different stages of the sales cycle.

• Use sales intelligence and prospecting tools to research accounts and personalise outreach.

• Use AI tools to support prospect research, personalisation, summarisation and productivity.

• Provide regular reporting on activity, pipeline progression, qualified opportunities and follow-up requirements.

• Work independently and proactively without requiring constant supervision or prompting.

• Potentially support opportunities further through the sales process, with closing ability considered a strong advantage.

Key Performance Indicators

Success will not be measured purely by call or appointment volume.

The primary focus will be on

• Number and quality of qualified opportunities generated .

• Opportunities accepted by the Territory Sales Representatives.

• Quality and accuracy of qualification.

• Consistent pipeline development and lead nurturing.

• CRM accuracy and documentation.

• Follow-up discipline.

• Self-managed reporting and communication.

• Ability to maintain a consistent outbound activity level.

• Contribution to revenue-generating opportunities.

Requirements

Experience

• Minimum 3 years' experience in B2B outbound sales, SDR, BDR, lead generation, lead nurturing or inside sales.

• Proven experience generating qualified opportunities for an outside or field sales team .

• Experience selling into the US market is highly advantageous.

• Experience working with longer B2B sales cycles is preferred.

• Experience within SaaS, BPO, commercial services, furniture, hospitality, events or other B2B environments is advantageous.

• Previous fully remote experience is strongly preferred.

Communication

• Fluent, professional spoken English is essential.

• Must have clear, neutral and easily understood English suitable for speaking with US-based decision makers.

• Strong telephone presence and confidence communicating without relying heavily on scripts.

• Excellent objection handling, rapport building and questioning skills.

• Ability to communicate professionally with senior business decision makers.

A voice sample or recorded call example is required with every candidate submission.

Self-Management

The successful candidate must be highly independent and capable of managing their own workload.

You should be able to

• Manage your own daily pipeline and priorities.

• Work effectively without constant supervision.

• Proactively report on activity and progress.

• Identify when follow-up is required without being prompted.

• Maintain consistent productivity while working remotely.

• Demonstrate strong accountability and ownership.

Sales & Technology Skills

Experience with the following tools is advantageous

• EspoCRM or comparable CRM platforms

• RingCentral or similar cloud-based diallers

• LinkedIn Sales Navigator

• ZoomInfo

• Apollo.io

• Mautic or other marketing automation platforms

• ChatGPT and other AI productivity/research tools

• Magento 2

Candidates do not need experience with every platform, but should demonstrate strong overall CRM, sales technology and prospecting-tool proficiency .

Working Hours

Monday to Friday

US Eastern Time: approximately 09:00–17:00 ET

South African Time: approximately 15:00–23:00 SAST, shifting to approximately 16:00–00:00 SAST during US winter time .

Candidates must be comfortable and able to maintain this schedule on a long-term basis .

Short-term or temporary evening availability will not be suitable.

Remote Working Requirements

Candidates must have

• A dedicated, quiet home office.

• Reliable high-speed internet.

• A suitable computer/laptop and professional working environment.

• Reliable backup power for outages/load shedding, such as an inverter or UPS.

• Mobile internet/data failover.

• A demonstrated ability to remain operational during power or connectivity interruptions.

Candidates will be required to confirm their internet and backup power arrangements in writing .

Benefits

What We Offer

• Full-time remote position.

• Opportunity to work with an established US business.

• Direct exposure to the US B2B market.

• Long-term growth opportunity.

• Initial one-month trial period, followed by ongoing employment based on performance.

• Potential for additional opportunities as the business expands.

• Potential commission structure linked to performance.

Recruitment Process

Shortlisted candidates may be required to complete

• CV and experience screening.

• One-way video introduction.

• Voice sample or recorded sales call.

• Interview.

• Potential live/mock sales call or blind role-play.

• Final client interview.

Candidates should be prepared to demonstrate their ability to conduct a natural, unscripted B2B sales conversation and qualify a prospect effectively.