Sales Development Representative

About the Company and Role

This newly created position is with a rapidly expanding, cloud-native Microsoft Solutions Partner based in Glasgow, focusing on helping clients modernise through Microsoft Azure and the secure utilization of AI. The company is evolving its sales approach from single project engagements to cultivating enduring client relationships starting from the first interaction. This role is a foundational one designed to establish and drive the outbound prospecting engine.

This position offers substantial influence, as the sales process, CRM framework, and initial offering portfolios are currently being developed, allowing you to directly impact outbound sales activities. The role has a dual focus: approximately 60% of your time will be dedicated to outbound prospecting targeting a defined Ideal Customer Profile, and the remaining 40% will support broader sales efforts related to Microsoft account opportunities.

What Makes This Role Unique

• High-visibility role integral to company growth, with direct involvement in sales strategy development.
• Opportunity to shape sales processes, CRM, and offerings from inception.
• Close collaboration with experienced Solutions Directors and leadership, avoiding a siloed sales environment.
• Leverage established Microsoft relationships and a proven service reputation, minimizing the need to build credibility from scratch.
• Balanced workload ensuring focused outbound efforts alongside supporting accounts, with time allocation protected.

Primary Responsibilities

• Identify and engage new prospects within the Ideal Customer Profile using outbound calls, emails, and LinkedIn.
• Qualify leads both inbound and outbound, passing them to the appropriate Solutions Director.
• Develop and maintain a personal pipeline of qualified opportunities through to scheduling meetings or clean handoffs.
• Assist Solutions Directors managing Microsoft-sourced SME and commercial accounts by handling scheduling, lead routing, and follow-up.
• Ensure CRM data accuracy for all opportunities to avoid lost follow-up.
• Work on dormant and lapsed clients as a warm outbound channel once fully ramped up.
• Report weekly on KPIs and collaborate closely with Solutions Directors for seamless opportunity handoff.

Required Experience and Skills

• Between one and three years' experience in SDR, BDR, or outbound sales roles, preferably within Microsoft ecosystems, cloud/IT services, or Managed Service Providers.
• Proven track record of sustaining consistent outbound pipeline generation in roles where prospecting was a primary responsibility.
• Technical knowledge sufficient to confidently discuss Azure-based professional and managed services (full product training provided).
• Hands-on experience with CRM tools for pipeline management, activity tracking, and forecasting; familiarity with Dynamics 365 is advantageous but not mandatory.
• Self-motivated and resilient with the ability to effectively manage priorities across dual responsibilities without close supervision.
• Able to thrive in a small, rapidly scaling environment where processes are evolving and contribute to their development.
• Excellent oral and written communication skills, comfortable engaging with both technical and commercial stakeholders.