Sales Development Representative

Role Purpose: (Why This Role Exists)

As an SDR at FlapKap, you are the engine of our top-of-funnel growth. Your mission is to identify, engage, and qualify the right merchant prospects — converting cold outreach into qualified, meeting-ready opportunities for our Business Development Representatives (BDRs) to close. You are not just filling a calendar; you are building the pipeline that funds FlapKap’s next growth chapter.

Success Definition (What Great Looks Like)

In the first 1–3 months, success means:

• Completed onboarding: mastered FlapKap’s product suite, ideal customer profile (ICP), and core messaging across all target verticals.
• Running a consistent outbound cadence of 90+ daily activities (calls, emails, LinkedIn) with a structured, data-driven approach.
• Booked your first 50+ qualified meetings for BDRs with accurate and insightful handoff notes.

In the first 12 months, success means:

• Consistently hitting or exceeding monthly quotas for qualified meetings booked and pipeline generated.
• Demonstrated measurable improvement in call-to-meeting and meeting-to-opportunity conversion ratios.
• Recognized as a key pipeline contributor — a trusted partner to the BDR team with a reputation for quality over quantity.

Core Responsibilities: (List 6–10 outcome-focused responsibilities):

1. Outbound Prospecting & Lead Generation:

• Build and maintain a targeted prospect list across FlapKap’s key verticals: F&B, Clinics, Retail, and B2B.
• Research target accounts to identify key decision-makers (owners, GMs, Finance Directors) and understand their business context.
• Execute high-volume outbound outreach via cold calling, personalised email sequences, and LinkedIn social selling.

2. Discovery & Qualification:

• Conduct structured discovery calls using BANT and SPIN frameworks to assess prospect fit, urgency, and buying intent.
• Qualify leads against FlapKap’s ICP criteria including revenue threshold, operational history, and sector eligibility.

3. Meeting Booking & BDR Handoff

• Schedule high-quality qualified meetings for BDRs, ensuring smooth handoff with detailed context on the prospect’s profile and pain points.
• Maintain a strong show rate by confirming and reminding prospects ahead of scheduled meetings.

4. CRM & Reporting:

• Log all activities, conversations, and pipeline updates accurately in the CRM (HubSpot).
• Provide weekly activity reports and conversion metrics to the Head of Sales.

5. Market Intelligence & Continuous Learning:

• Stay current on industry trends, competitor offerings, and FlapKap product updates to sharpen messaging.
• Share prospect feedback and market signals with the product and credit teams to improve targeting.