Sales Development Rep

Axway is a pioneer in enterprise integration, empowering organizations to achieve digital transformation. They are seeking a Sales Development Rep to prospect, engage, and qualify leads, driving revenue growth by setting up meetings for Account Executives and optimizing outreach strategies.

Responsibilities:

• Identify new prospective customers and business opportunities (in both inbound and outbound channels)
• Qualify leads through discovery calls, assessing fit (budget, authority, need, timeline)
• Book meetings or product demos with AEs or senior sales team members
• Maintain a robust and up-to-date pipeline in the CRM
• Collaborate cross-functionally with marketing, product, and sales to optimize outreach and messaging
• Provide feedback on lead quality, campaigns, and positioning
• Hit activity metrics (calls, emails, social touches) and conversion goals
• Execute outbound prospecting campaigns (cold calls, email sequences, social outreach) to new accounts and previously unengaged prospects
• Engage inbound leads, evaluate interest, and qualify appropriately
• Conduct initial discovery conversations to uncover pain points, business challenges, and project timelines
• Use tools (LinkedIn Sales Navigator, ZoomInfo, Outreach, etc.) to research and build targeted lists of contacts
• Manage and update lead/contact/account records and status in CRM (e.g. Salesforce)
• Schedule and coordinate follow-up meetings, demos, or evaluations with AEs
• Partner with marketing to leverage campaigns, content, and events in outreach
• Report on key metrics — pipeline growth, conversion rates, activity levels, forecast vs. actual
• Continuously test, refine, and improve messaging, outreach cadences, and targeting strategies

Requirements:

• 1–3 years of experience in B2B sales, inside sales, lead generation, business development, or similar
• Demonstrated success in outbound prospecting and lead generation
• Exceptional verbal and written communication skills
• Strong ability to conduct discovery conversations, ask probing questions, and qualify opportunities
• Comfortable making a high volume of calls and outbound touches daily
• Self-motivated, resilient, coachable, and goal-oriented
• Familiarity with CRM systems (Salesforce preferred) and sales engagement tools
• Ability to learn quickly in a technical domain
• Experience selling software, SaaS, enterprise technology, or IT infrastructure
• Understanding of APIs, data integration, cloud, or related technology domains
• Experience working with marketing or product teams on messaging
• Exposure to enterprise accounts or selling to senior decision-makers (C-level, VPs)
• Bachelor's degree or equivalent