Sales Development Representative (SDR) – B2B Appointment Setter

Location: Cebu City, Philippines
Work Arrangement: Onsite
Working Hours: Monday to Friday, 3:00 PM – 12:00 PM Philippine Time (Subject to Change)
Industry: SaaS / AI / Enterprise Technology

About the Role

We are looking for a proactive, confident, and results-driven Sales Development Representative (SDR) / B2B Appointment Setter to join our team and support the growth of an innovative SaaS and AI solution.

In this role, you will be responsible for generating new business opportunities through high-volume outbound prospecting, primarily targeting UK-based companies that use IBM i / AS-400 (IBMi) systems.

You will engage with business decision-makers, understand their current technology challenges, identify potential business needs, qualify prospects, and book high-quality meetings for the sales team.

This is a hands-on, target-driven role suited for someone with strong cold calling, appointment setting, B2B sales, and lead qualification experience who is also comfortable learning and discussing technology-related solutions.

About the Client's Solution

The client provides an innovative AI-powered SaaS solution designed to help organizations modernize and unlock greater value from their IBM i / AS-400 environments.

Rather than requiring companies to completely replace or migrate their existing legacy systems, the solution uses an advanced AI layer and modern API integrations to help businesses understand, improve, modernize, and extend their existing infrastructure.

The SDR will play an important role in introducing this solution to qualified businesses and creating opportunities for the sales team.

Key Responsibilities

Outbound Sales & Prospecting

• Conduct high-volume outbound prospecting, primarily through cold calling.
• Complete up to 100 outbound calls per day while maintaining quality and professionalism.
• Engage UK-based companies that use IBM i / AS-400 systems.
• Identify and connect with relevant decision-makers, including Directors, VPs, C-Level executives, IT leaders, and department heads.
• Conduct follow-up outreach through email and other channels when required.
• Generate new sales opportunities and maintain a healthy prospect pipeline.

Lead Qualification

• Qualify prospects based on the client's agreed Ideal Customer Profile (ICP) and qualification criteria.
• Identify the prospect's business challenges, pain points, modernization needs, and objectives.
• Determine the prospect's level of interest, decision-making authority, company fit, and expected timeline.
• Apply the BIT qualification framework: Budget/Business Fit, Interest, and Timeline.
• Ensure qualified opportunities meet the required criteria before booking a meeting.
• Accurately document qualification details in the CRM.

Appointment Setting

• Book qualified meetings for the sales team with relevant decision-makers.
• Confirm meetings and ensure prospects understand the purpose and value of the discussion.
• Maintain accurate appointment information and follow-up activities.
• Minimize no-shows through proper confirmation and follow-up.
• Ensure meetings handed over to the sales team meet the required qualification standards.

CRM & Lead Management

• Use HubSpot CRM and other client-provided sales tools to manage prospects and activities.
• Maintain accurate and up-to-date lead records.
• Log calls, conversations, qualification details, follow-ups, and meeting outcomes.
• Manage assigned prospect lists effectively and ensure timely follow-up.
• Track individual performance against agreed KPIs and targets.

Sales & Team Collaboration

• Work closely with the sales team to ensure smooth handover of qualified opportunities.
• Provide clear and complete prospect information before scheduled meetings.
• Communicate relevant prospect insights, pain points, and requirements to the sales team.
• Participate in coaching, product training, and performance reviews.
• Stay updated on product developments, market trends, and relevant industry developments.

Qualified Meeting Criteria – BIT Framework

A meeting will be considered a Qualified Meeting Held (QMH) when the meeting takes place and the SDR has properly established and documented the following:

1. Business / Company Fit

• The prospect's company fits the agreed target profile in terms of industry, size, and technology environment.
• The prospect uses or is relevant to the IBM i / AS-400 ecosystem.
• The contact holds purchasing influence or decision-making authority, such as a Director, VP, C-Level executive, or relevant department head.

2. Interest

• The prospect has acknowledged a relevant business challenge, pain point, or modernization need.
• The prospect has expressed genuine interest in exploring a solution.
• The prospect understands that the meeting is intended to evaluate the client's solution rather than being a general networking or informational call.

3. Timeline

• The prospect has indicated a willingness or openness to evaluate solutions within approximately 1–4 months.
• There is a reasonably actionable business need or modernization opportunity.

Key Performance Indicators (KPIs)

The successful candidate will be expected to consistently achieve agreed activity and quality targets, including:

• Daily Outbound Dials: 100 calls per day
• Average Connected Call Duration: 2+ minutes
• Qualified Meetings Booked: 3 per week
• Lead Quality Score (LQS): Average 8/10
• Minimum Accepted LQS: 6/10
• Consistent and accurate CRM documentation
• Strong meeting attendance and qualification quality
• Consistent achievement of monthly and quarterly sales development targets

Qualifications & Experience

• Minimum 3 years of experience in B2B appointment setting, SDR, BDR, telesales, or outbound sales.
• Strong and proven cold-calling and outbound prospecting experience.
• Experience handling high-volume outbound campaigns.
• Demonstrated ability to consistently meet call and appointment-setting targets.
• Experience engaging with business owners, senior managers, executives, or other decision-makers.
• Strong B2B lead qualification and appointment-setting skills.
• Experience working with CRM systems, preferably HubSpot.
• Experience using dialers, softphones, and other sales technologies.
• Strong technical aptitude and the ability to quickly learn new SaaS and technology products.
• Excellent verbal and written English communication skills.
• Comfortable communicating with UK-based prospects and decision-makers.
• Strong listening, questioning, objection-handling, and relationship-building skills.
• Highly organized and able to manage a large prospect pipeline.
• Self-motivated, resilient, and comfortable working in a KPI-driven and performance-focused environment.
• Able to work independently while collaborating effectively with an international sales team.

Preferred Skills & Experience

• Previous experience selling or prospecting for SaaS, software, AI, IT services, APIs, cloud solutions, or enterprise technology.
• Experience selling into the UK, European, US, or other international markets.
• Experience with HubSpot CRM.
• Experience in B2B technology sales or appointment setting.
• Familiarity with legacy systems, digital transformation, IT modernization, or enterprise software is an advantage.
• Experience working with senior-level decision-makers.

What We're Looking For

We are looking for someone who is:

• Confident – comfortable starting conversations with senior decision-makers.
• Tech-savvy – able to understand technical concepts and communicate their business value simply.
• Target-driven – motivated by measurable results and appointment-setting goals.
• Resilient – able to handle rejection and maintain consistent performance in a high-volume calling environment.
• Curious – asks strong questions and genuinely seeks to understand prospect needs.
• Persuasive – able to create interest without being overly aggressive.
• Organized – maintains accurate CRM records and follows up consistently.
• Proactive – takes ownership of assigned leads and opportunities.
• Professional – represents the client confidently when communicating with UK-based businesses.

Client-Provided Tools & Support

The client will provide:

• High-quality prospect lists focused on companies using IBM i / AS-400 systems.
• Dialer and softphone system.
• CRM access, including HubSpot where applicable.
• Relevant sales and prospecting tools.
• Product training and onboarding.
• Sales scripts, messaging, and qualification guidance.
• Clearly defined KPIs and performance expectations.
• Support from the international sales team.

Why Join This Opportunity?

• Work with an innovative SaaS and AI solution solving real enterprise technology challenges.
• Gain exposure to international B2B sales and the UK market.
• Engage directly with senior business and technology decision-makers.
• Develop expertise in SaaS, AI, APIs, digital transformation, and enterprise modernization.
• Work with structured prospect lists and professional sales tools.
• Be part of a performance-driven international sales environment where your contribution directly impacts business growth.