Sales Development – B2B Enterprise & Midmarket

About the role

The Sales Development professional will focus on building pipeline within Enterprise and Midmarket accounts, qualifying demand for Digital Solutions, Cloud & Infrastructure, and Cyber Security. The role bridges prospecting and field sales, ensuring high CRM discipline and predictable pipeline execution.

Key responsibilities

• Research, segment and prioritize target accounts; maintain a working target list and engage multi‑threaded stakeholders.
• Conduct structured discovery conversations to capture business drivers, technical context and current state, qualifying leads against clear criteria.
• Advance leads to Sales‑Qualified Leads (SQLs) and qualified opportunities, maintaining rigorous pipeline hygiene in the CRM.
• Coordinate closely with Field Sales, Presales and Solution Experts, delivering high‑quality handovers with full customer context.
• Identify cross‑sell and up‑sell opportunities in existing accounts, linking Cloud, Infrastructure and Security offerings to customer roadmaps.

Required profile

• Proven experience developing target accounts in Enterprise and Midmarket segments.
• Strong understanding of B2B sales cycles for Digital Solutions, Cloud, Infrastructure and Cyber Security.
• Familiarity with CRM systems (e.g., Salesforce) and disciplined pipeline management.
• Ability to work collaboratively with Field Sales, Presales and Solution Experts.
• Knowledge of GDPR‑aligned outreach and consent handling.

Required skills

• CRM tools such as Salesforce or equivalent.
• Prospecting tools like LinkedIn Sales Navigator.
• Account intelligence and firmographic databases.
• Compliance with GDPR outreach practices.