Sales Development Representative

Who you are

• Around one to two years’ experience in sales, sales development, business development, lead generation or a related commercial role
• Confidence engaging senior partners by telephone, email and LinkedIn
• Clear, professional communication skills and the ability to build rapport quickly
• Curiosity about businesses, brands, markets and the issues influencing senior executive agendas
• Resilience and persistence, with the ability to respond positively to rejection while maintaining a thoughtful and credible approach
• Strong research skills and the ability to develop relevant, personalised outreach rather than relying on generic messaging
• Excellent organisation and the ability to handle multiple accounts, leads, conversations and follow-up activities
• Strong written communication skills, including the ability to produce concise and engaging prospect communications
• Confidence using data, CRM information and account research to prioritise activity
• A proactive, self-motivated approach and a strong appetite for learning
• A collaborative approach and willingness to work closely with sales, marketing, strategy and editorial colleagues
• The confidence to contribute ideas and insight, not simply complete activities
• Experience in thought leadership, content marketing, B2B publishing, media, research, professional services or an agency environment
• Experience using LinkedIn Sales Navigator, ZoomInfo, Salesforce or similar sales and CRM tools
• An understanding of B2B marketing, brand authority, content strategy, demand generation or senior buyer engagement
• Familiarity with MEDDPICC or another recognised sales qualification framework. Training will be provided

What the job involves

• We are looking for a commercially curious, resilient and highly motivated Sales Development Executive to join FT Longitude’s growing commercial team
• Inside sales is an important and developing part of FT Longitude’s growth strategy. In this newly created role, you will help open high-quality conversations with senior decision-makers at leading B2B organisations
• We believe in a tailored and consultative sales approach at FT Longitude. You will research accounts thoroughly, understand the issues affecting senior buyers and develop thoughtful, credible outreach that communicates FT Longitude’s value proposition
• Working across inbound leads, marketing campaigns, named target accounts and proactive outbound activity, you will focus on creating qualified meetings and early-stage opportunities for the senior sales team. Along the way, you will develop the commercial skills and sector knowledge needed to progress in a consultative B2B sales environment
• Reporting to the Commercial Director, you will be based in London and work across a global remit
• This is a six-month parental leave cover, with potential to extend, subject to demand and business rationale
• Research target organisations and identify relevant senior decision-makers across sectors including consulting, technology, financial services, professional services, enterprise software, risk, cybersecurity and artificial intelligence
• Build and maintain accurate prospect lists using LinkedIn Sales Navigator, ZoomInfo, Google Workspace, CRM platforms and other sales intelligence tools
• Develop tailored outreach through telephone, email and LinkedIn, with an approximate 70/30 balance between phone-led and digital or social engagement
• Follow up marketing-qualified leads, campaign responses, event leads, named-account activity and self-sourced outbound opportunities
• Engage senior collaborators including Chief Marketing Officers, Chief Strategy Officers, Chief Information Officers, Chief Information Security Officers, Chief Human Resources Officers, transformation leaders, Heads of Thought Leadership and Heads of Content
• Use thoughtful questioning and MEDDPICC-based qualification to understand prospects’ needs, priorities, buying context and potential fit with FT Longitude
• Book qualified meetings and create well-defined early-stage opportunities for senior commercial colleagues
• Partner with sales and marketing colleagues to improve campaign follow-up, lead quality and account targeting
• Contribute ideas on priority sectors, market themes, target accounts, outreach angles and buyer challenges
• Maintain clear and accurate CRM records covering activity, conversations, qualification insights and agreed next steps
• Report weekly on activity, conversations, meetings created, opportunities identified, key takeaways and blockers
• As your knowledge develops, support selected early-stage discovery conversations and contribute relevant insight to pitches and proposals
• Success will be measured by the quality and consistency of your prospecting, your ability to create relevant conversations with senior buyers and your contribution to qualified meetings and opportunities. Measures are likely to include qualified meetings booked, opportunities created, target-account engagement, CRM activity and the quality of sales handovers
• The emphasis is on meaningful commercial engagement rather than activity volume alone

Benefits

• A range of training courses as well as confidential career coaching and mentoring
• Flexibility - working from home, job sharing, compressed weeks, and flexible working hours
• Enhanced parental leave, flexible leave allowance and paid volunteer leave
• Pension contribution
• Local health coverage plans
• Gym memberships and healthcare schemes, professional counselling sessions, 24-hour employee wellbeing helpline, weekly meditation classes
• Financial wellbeing products and services