The Sales Development Representative (SDR) is responsible for generating qualified sales opportunities that contribute to the growth of Mindtools Kineo across the APAC region.
Working closely with the Business Development, Account Executives, Marketing and Customer Success, the role is responsible for identifying target organisations, engaging prospective customers, qualifying opportunities and securing discovery meetings for the sales team. The role plays a critical part in building a healthy sales pipeline through proactive outbound prospecting and timely follow-up of inbound enquiries.
The SDR is expected to develop a strong understanding of Mindtools Kineo's solutions, customer challenges and target industries, positioning the business as a trusted partner for learning, talent and performance solutions.
Key Responsibilities
Area
Responsibilities
Lead Generation & Prospecting
- Execute outbound prospecting activities across target industries and accounts.
- Identify decision-makers using LinkedIn Sales Navigator, Apollo, CRM platforms and other prospecting tools.
- Conduct cold calling, email outreach, LinkedIn engagement and other multi-channel campaigns.
- Build and maintain target account lists aligned to regional sales priorities.
Lead Qualification
- Qualify inbound and outbound leads using agreed qualification frameworks.
- Understand customer business challenges, priorities and buying timelines.
- Schedule qualified discovery meetings for Account Executives.
- Ensure opportunities meet agreed qualification criteria before handover.
Pipeline Development
- Generate a consistent pipeline of qualified opportunities to support regional revenue targets.
- Maintain high levels of prospect activity and conversion performance.
- Monitor lead progression and nurture prospects not yet sales-ready.
- Support strategic account penetration through coordinated outreach campaigns.
CRM & Sales Excellence
- Maintain accurate prospect, activity and opportunity records within Salesforce/HubSpot.
- Ensure timely follow-up of all assigned leads.
- Track activity metrics, conversion rates and campaign effectiveness.
- Maintain high standards of CRM discipline and data quality
Campaign & Marketing Collaboration
- Work closely with Marketing to support campaigns, webinars, events and content initiatives.
- Follow up marketing-generated leads within agreed service levels.
- Provide feedback on campaign quality, customer insights and market trends.
- Assist with event prospecting and post-event engagement activities.
Market Intelligence
- Monitor competitor activity and emerging market trends.
- Gather customer feedback and identify common business challenges.
- Share insights with Sales, Marketing and Product teams to improve market positioning.
Collaboration
- Work closely with Account Executives to maximise conversion of qualified opportunities.
- Participate in pipeline reviews, sales meetings and coaching sessions.
- Support a collaborative, customer-focused sales culture across APAC.
Person Specification
Category
Requirement
Essential
- Experience in Sales Development, Business Development, Inside Sales or Lead Generation roles.
- Experience within a SaaS, Learning Management System (LMS), Human Capital Management (HCM), HR Technology, Learning Technology or related subscription-based technology environment.
- Strong communication and relationship-building skills.
- Confidence engaging senior decision-makers through phone, email and LinkedIn.
- Highly organised with excellent time management and attention to detail.
- Experience using Salesforce, HubSpot or similar CRM platforms.
- Self-motivated with the ability to work independently in a remote environment.
Desirable
- Experience selling Learning Technologies, Digital Learning, Talent Management or HR solutions.
- Experience using LinkedIn Sales Navigator, Apollo or equivalent sales engagement platforms.
- Experience supporting government, enterprise or mid-market sales.
Understanding of consultative sales methodologies such as MEDDICC, SPIN or Challenger
