Business Development Representative

Application Deadline: 31 May 2026

Department: Back Office & Operations

Employment Type: Full Time

Location: Cape Town, South Africa

Reporting To: Raj Shah

Please note: We use banding codes (e.g., C1, C2, C3, S1, S2, S3 ) to reflect different levels of experience and competency within each job title. These bands range from 1 to 3, with higher numbers indicating more senior roles. While the job title remains the same, the responsibilities and expectations vary by band, so we encourage candidates to read the role description carefully and apply for the banding that best aligns with their experience and career stage.

This position is Hybrid in Cape Town with 2-3 days on site per week. Candidates from outside of Cape Town will not be considered for this position.

A few application tips: We want to help you put your best foot forward. Here are a few things we look for:

• Clear, specific examples of your commercial impact and deal ownership
• Evidence of selling complex consulting or data platform solutions
• A thoughtful response to any application questions
• A resume that highlights what you sold, how you sold it, and the outcomes achieved

If you're unsure whether your background is the "perfect fit," we still encourage you to apply. We value potential and growth just as much as experience.

• Generate 8 sales-qualified opportunities (SQOs) per month across all three technology practices (SAP, Snowflake, Databricks), with time allocation of approximately 50% SAP / 25% Snowflake / 25% Databricks, reviewed monthly.
• Research and prospect into enterprise accounts from the 80-account ABM target list, supplemented by your own prospecting into ICP-fit accounts showing relevant signals (new CDO hire, S/4HANA RFP, Snowflake/Databricks evaluation, data transformation budget allocation).
• Craft personalised, multi-channel outbound sequences (email, LinkedIn, phone) tailored to each persona - CDO, Head of Data, VP Analytics, SAP Programme Director, CFO - using the sales engagement platform.
• Book and confirm discovery meetings for the relevant Account Executive, with a pre-meeting brief that includes account context, persona research, identified pain points and a suggested conversation angle.
• Work closely with each AE to understand their practice-specific messaging, ideal customer profile, and live pipeline - ensuring outbound activity is coordinated with and complementary to the AE's own account work.
• Follow up on marketing-sourced inbound leads (MQLs) within 24 hours for Tier 1/2 ABM accounts and 72 hours for all others, qualifying against MEDDPICC criteria before passing to the relevant AE.
• Maintain full Salesforce hygiene on every prospected account and contact - activity logging, stage progression, and outcome notes updated daily.
• Attend the daily BDR stand-up (15 min) and the weekly Sales & Marketing alignment meeting, reporting on meetings booked, SQO conversions, blockers and top-account activity.
• Leverage partner-sourced lead flow (from Snowflake, Databricks and SAP partner teams) as an additional pipeline source, coordinating with the AEs on partner-referred opportunities.
• Contribute market feedback to the Demand Gen / ABM Manager on account engagement signals, messaging resonance and persona-level response patterns to sharpen targeting over time.

We're looking for an ambitious early-career sales professional with 1-3 years of experience in a BDR, SDR or inside sales role, ideally within enterprise technology, data, cloud or consulting services. This is not a role for someone who wants to make 100 cold calls a day - it's a role for someone who wants to research deeply, write sharp outbound, and build pipeline into complex enterprise accounts.

You should have experience with multi-channel outbound prospecting (email, LinkedIn, phone) and a sales engagement platform (Outreach, Salesloft, Apollo or similar). Familiarity with CRM discipline (Salesforce preferred) is expected. Some understanding of the cloud data ecosystem - Snowflake, Databricks, SAP, or the broader modern data stack - is an advantage, but we'll train the right person on the technical context. What we can't train is research instinct, written communication quality, and the discipline to prospect consistently without supervision.

Experience selling into or prospecting CDO, Head of Data or VP Analytics personas is a strong advantage. Any exposure to the SAP ecosystem or SAP SI landscape is a bonus given the practice weighting. You should be comfortable operating across three different technology propositions simultaneously and adapting your messaging accordingly.

OTE with a 70/30 base/variable split. Variable is paid on SQOs accepted by the relevant Account Executive - not on raw meetings booked - which means quality over quantity is rewarded. You'll be working alongside three experienced AEs and a Demand Gen / ABM Manager, with access to enterprise-grade tooling (Salesforce, Cognism, LinkedIn Sales Navigator, sales engagement platform, 6sense intent data). Clear progression path to Account Executive within 18-24 months for high performers.