Sales Development Representative

About the role

IMSM (International Management Systems Marketing) is a global ISO consultancy helping organisations achieve certification and transform operations. Part of the Axiom GRC division within the WorkNest group and backed by Inflexion, IMSM operates across the UK, Europe, North America, APAC, Africa and Canada with 85 employees and over 350 expert contractors.

The Sales Development Representative (SDR) is the entry‑level position within the New Business Sales team. It is designed for ambitious, hardworking individuals who want to build a career in sales. While prior sales experience is not essential, attitude, drive, and willingness to learn are critical. The role is roughly 70 % outbound prospecting and 30 % inbound lead follow‑up, with the primary goal of booking qualified discovery‑call meetings for Account Executives (AEs) and Business Development Managers (BDMs). Commission is earned when a booked meeting is held and when a deal originating from that meeting closes.

Responsibilities

• Spend approximately 70 % of time on outbound prospecting into target accounts and 30 % on inbound follow‑up of marketing‑qualified leads.
• Proactively identify, research, and qualify potential clients through outbound prospecting, account research, and networking.
• Execute a structured mix of outbound and inbound outreach, optimizing connect rates, meeting conversion, and lead response times.
• Book qualified discovery‑call meetings for AEs and BDMs, ensuring each meeting is well briefed, accepted by the receiving seller, and positioned to convert into a sale.
• Qualify interest, fit, and need on introductory conversations so only sales‑ready discovery meetings are passed to AEs and BDMs.
• Attend trade shows, industry events, and networking sessions to generate outbound leads and book follow‑up discovery meetings.
• Participate fully in training, mentoring, and coaching to build product knowledge and sales skills.
• Shadow more experienced colleagues in client meetings and pitches to gain exposure to the full sales process.
• Take ownership of personal development, applying feedback to continually improve.
• Demonstrate ambition and readiness to progress into more senior roles over time.
• Own inbound follow‑up on campaigns, events, and marketing‑generated leads, converting them into qualified discovery meetings.
• Maintain accurate CRM records of activity, meetings booked, meeting outcomes, and sourced pipeline.
• Bring energy, resilience, and a positive mindset to the team environment.
• Contribute to a culture of collaboration, accountability, and client focus.

Skills

• No formal sales experience required — success driven by attitude, resilience, and work ethic.
• Strong communication skills, with confidence to engage potential clients on outbound calls and convert inbound inquiries into meetings.
• Highly motivated, target‑driven, and comfortable working toward both meeting quotas and closed‑revenue commission.
• Organized and disciplined, with attention to detail in managing outreach cadences, meeting handoffs, and CRM activity.
• Curiosity and willingness to learn about the industry.
• Ambitious, career‑driven, and eager to progress.
• Willingness to travel occasionally for events, training, and client engagement.

KPIs & Performance Measures

• 100 % of inbound MQLs called within 10–15 minutes during business hours.
• 40–60 calls per day, weighted approximately 70 % targeted outbound and 30 % inbound MQL follow‑up.
• Execution of agreed multi‑channel outreach cadences (minimum 7 contact attempts per MQL or target contact).
• Primary quota: qualified discovery meetings booked and held for AEs and BDMs.
• Commission triggered when those meetings are held and when sourced deals close.
• Targeted qualified discovery meetings set and accepted for AEs and BDMs.
• Commission triggers tracked in CRM:
  • Meeting held – paid when a qualified discovery meeting booked by the SDR is held; no‑shows and unaccepted meetings do not pay.
  • Closed‑won – paid on the contract value of deals that originate from an SDR‑sourced meeting.