Sales Development Representative

As a Sales Development Representative at Poka, you will be the first point of contact with potential customers in North America. 

Your role goes far beyond simple lead qualification: you will act as an educator and evangelizer, building understanding of Poka’s value, mapping stakeholders, and ensuring opportunities progress with momentum. By combining outbound hunting, strong research, and proactive inbound follow-up, you will help create and advance a high-quality pipeline that fuels Poka’s growth.

• Research & Map Prospects, by identifying high-potential accounts and stakeholders, and building strong knowledge of their industry, challenges, and priorities to personalize outreach and accelerate consensus.
• Drive Outbound, by prospecting, uncovering new opportunities and building a high-quality pipeline. Outbound will be the core focus of this role and where success is measured.
• Own Inbound Follow-Up, by responding promptly to marketing-generated leads with tailored messaging, ensuring timely engagement and qualification.
• Execute Outreach with Discipline, meeting and exceeding weekly activity goals across calls, emails, and LinkedIn, while tracking key metrics (open rates, reply rates, conversions) to optimize performance.
• Perform Lead Qualification through structured conversations that uncover pains, map stakeholders, and apply sales frameworks effectively.
• Educate and evangelise prospects, using Poka’s product and persona expertise to reframe operational issues into business outcomes and build credibility.
• Build Pipeline Momentum by multithreading, re-engaging stakeholders, and rigorously driving next steps to ensure SQLs don’t stall. Collaborate closely with Account Executives for seamless handoff, while continuing to support multi-threading and nurturing until opportunities advance.

• 2+ years in Enterprise B2B sales (SDR, AE, or Account Manager), ideally in industrial or enterprise SaaS/software.
• Exceptional Communication & Presence: Clear and persuasive communicator, with strong active listening skills in English. Able to adapt messaging from frontline workers to executive leaders, building credibility at all levels.
• Outbound-Driven: You are energized by cold calling, thrive in outbound sales, and take pride in building new conversations from scratch.
• Team Player: You actively contribute ideas to improve processes and messaging within the SDR team, and collaborate cross-functionally to strengthen Poka’s outbound program.
• Researcher & Storyteller: Skilled at researching accounts and personas, and reframing insights into compelling business narratives that resonate across stakeholders.
• Familiarity with sales technology tools such as Salesforce, Outreach, ZoomInfo, and LinkedIn Sales Navigator is a plus. Experience with buyer intent signal tools like 6Sense is highly valued