SDR (Sales Development Representative)

Overview

You qualify inbound leads and book demos for AEs selling Wiza's contact data platform. Most of your day is calling people who've signed up for free trials or requested demos, plus running sequences to people who match their ICP (sales, marketing, recruiting professionals at B2B companies). You're measured on qualified meetings booked and show rate.

Role Snapshot

Company Context

Stage: Likely bootstrapped or early-stage funded (no public funding info, 48 employees)

Size: 48 employees

Growth: Hiring 2-3 SDRs, ranked top 5% on RepVue (strong signal), 55K+ customers

Market Position: Challenger in crowded contact data space (competing with ZoomInfo, Apollo, Lusha, etc.)

GTM Reality

Pipeline Sources:

• 60-70% Inbound - Free trial signups, demo requests, current users expanding
• 20-30% Outbound - Warm outbound to companies that fit ICP, often triggered by hiring signals or tech stack
• 10% Referrals - Existing customer base is large enough to generate some word-of-mouth

SDR/AE Structure: Dedicated SDR team feeding AEs (you're part of that team)

SE Support: Unlikely given transactional nature of many deals - AEs likely do their own demos

Competitive Landscape

Main Competitors: ZoomInfo, Apollo.io, Lusha, Seamless.AI, Cognism

How They Differentiate: Claims "world's largest and most accurate" - likely competing on data quality and LinkedIn integration (Wiza is known for LinkedIn scraping)

Common Objections: "We already use ZoomInfo/Apollo", "How accurate is your data vs competitors?", "Is this compliant with our data policies?"

Win Themes: Better LinkedIn data coverage, easier to use, better pricing for mid-market, real-time verification

What You'll Actually Do

Time Breakdown

Calls/Outreach (50%) | CRM & Research (25%) | Meetings & Internal (25%)

Key Activities

• Lead qualification calls: You call inbound leads within 5 minutes of signup (speed-to-lead is critical). Ask about their use case, current tools, team size, and whether they're evaluating now or just exploring. If qualified, book them with an AE.
• Email sequences: Run 3-5 touch sequences to free trial users who haven't responded, warm leads from events/webinars, and outbound prospects who match ICP. Lots of A/B testing subject lines and personalization.
• Follow-up: Chase no-shows, reschedule meetings, and make sure leads actually join the demo. Your show rate matters as much as your booking rate.
• CRM hygiene: Update Salesforce/HubSpot with call notes, lead status, and next steps. Log every interaction. This takes more time than you'd think.

The Honest Reality

What's Hard

• Most free trial users are tire-kickers or one-person shops who'll never convert to paid. You spend a lot of time qualifying people out.
• Contact data is a crowded, competitive space. Everyone you call already uses something (ZoomInfo, Apollo, etc.) and has to be convinced to switch or add Wiza.
• Your qualified meeting quota means nothing if AEs don't close deals from your pipeline. You'll get feedback that leads "weren't qualified" even when you followed the criteria.
• Repetitive work - you're asking the same qualifying questions 30-40 times a day. It gets monotonous.

What Success Looks Like

• You book 15-25+ qualified meetings per month with 60%+ show rate
• AEs convert 20-30% of your meetings to opportunities (if this drops, you'll hear about lead quality)
• You consistently hit or exceed your daily activity metrics (50+ calls, 75+ emails)
• You get promoted to AE within 12-18 months if you perform well

Who You're Selling To

Primary Buyers:

• Sales Development / Sales Ops leaders at B2B companies (buying for their SDR/AE teams)
• Recruiters and recruiting ops (using it for candidate sourcing)
• Marketing / Demand Gen teams (building account lists)

What They Care About:

• Data accuracy - they've been burned by bad contact data before
• Coverage - do you have contacts in their target accounts/industries?
• Price - they're comparing you to ZoomInfo (expensive) and Apollo (cheaper)
• Ease of use - can their team actually use this without heavy training?
• Compliance - GDPR, CCPA concerns, especially for enterprise buyers

Requirements

• 1-2 years in SDR/BDR role, or hungry to break into tech sales (they'll hire smart people without experience)
• Comfortable making 50-60 calls per day and sending 75+ emails
• Can handle rejection - most calls won't convert, most emails won't get responses
• Organized enough to manage 50+ active leads in various stages without dropping balls
• Coachable - Jonathan (the hiring manager) is building the SDR org, so you'll get a lot of direct coaching
• Self-motivated in remote environment - no one's watching you dial, you have to hold yourself accountable