Sales Development Representative

Sales Development Representative (SDR)

South Africa | Remote | Full-Time | Permanent | LegalTech

Placed by Hotsourced – connecting top South African talent with world-class global

companies

Our client is a fast-growing LegalTech platform built for founders and entrepreneurs. Used by

thousands of UK startups and SMEs, the platform makes legal support more accessible, affordable

and straightforward combining lawyer-built legal documents, business tools and access to

experienced lawyers when human support is needed.

The business is growing and is looking for a driven Sales Development Representative (SDR) to

help build and strengthen its outbound sales engine.

The Opportunity

We're looking for a confident, commercially minded SDR with strong B2B SaaS sales

experience to engage UK founders, SME owners and entrepreneurs.

This is a true outbound sales role. You'll spend approximately 50–70% of your time

prospecting, depending on inbound volumes and the success of automated and paid lead-

generation activity.

You'll be responsible for identifying new prospects, making cold calls, running email and LinkedIn

outreach, following up persistently and converting interest into qualified meetings.

The ideal candidate is someone who enjoys the hunt — someone who doesn't wait for leads to be

handed to them and is comfortable making multiple touchpoints to get a prospect engaged.

Key Responsibilities

• Conduct high-volume outbound prospecting to UK founders, SME owners and decision-

makers.

• Spend approximately 50–70% of your time on outbound sales activity.

• Make confident cold calls and engage prospects through multiple channels.

• Build and manage prospect lists and identify new business opportunities independently.

• Conduct outreach through LinkedIn and email using sales engagement and automation

tools.

• Follow up consistently across multiple touchpoints, ensuring promising leads are not left

unattended.

• Respond quickly and professionally to inbound enquiries and demonstrate strong lead

qualification skills.

• Identify buying signals and contact high-intent prospects promptly.

• Qualify prospects based on their business needs, requirements and potential fit.

• Book qualified meetings and demos into the appropriate diaries.

• Maintain accurate and up-to-date records in the CRM, including all calls, emails, activities

and meeting outcomes.

• Build and manage your own sales pipeline.

• Track activity and performance against agreed KPIs and targets.

• Analyse what's working and contribute ideas to improve messaging, targeting and outreach

campaigns.

• Work closely with leadership to refine the outbound sales strategy.

What We're Looking For

• 3–4 years' experience in B2B sales, within SaaS, technology or another subscription-

based business.

• Proven experience in an outbound SDR/BDR or business development role.

• Demonstrable experience with cold calling and appointment setting.

• Comfortable making a high volume of calls and consistently prospecting for new business.

• Experience selling to business owners, founders, executives or senior decision-

makers.

• Strong written and spoken English, with the confidence to engage UK-based prospects.

• Experience prospecting through LinkedIn and email.

• Comfortable building your own prospect lists rather than relying solely on supplied leads.

• Strong follow-up discipline and persistence across multiple touchpoints.

• Experience using a CRM and maintaining accurate sales activity records.

• Commercially minded, target-driven and motivated by measurable results.

• Self-motivated and comfortable working independently without close supervision.

• Resilient and able to handle rejection without losing momentum.

• Strong communication, objection-handling and qualification skills.

CRM & Sales Tools

Experience with the following is advantageous:

• Pipedrive

• HubSpot

• Instantly

• Lemlist

• Apollo

• LinkedIn Sales Navigator

• Outreach or similar sales engagement platforms

Specific tool experience is not essential if you have strong transferable CRM and outbound

sales experience.

Nice to Have

• Experience selling B2B SaaS into the UK market.

• Experience selling to startup founders or SMEs.

• Experience within LegalTech, FinTech, Cybersecurity or another technology-led

environment.

• Experience working with automated outbound campaigns and sales engagement platforms.

• Familiarity with sales methodologies such as BANT, MEDDIC or similar qualification

frameworks.

Working Style

You'll suit this role if you:

• Enjoy hunting for new business.

• Are comfortable picking up the phone and calling someone you've never spoken to.

• Don't give up after the first unanswered email or call.

• Naturally follow up and keep opportunities moving.

• Take ownership of your pipeline.

• Are highly organised and disciplined with CRM activity.

• Like working towards clear targets and KPIs.

• Can work autonomously while collaborating closely with leadership.

• Are commercially curious and constantly looking for ways to improve your results.

Tools You'll Use

• Pipedrive CRM

• Instantly / sales engagement tools

• LinkedIn Sales Navigator

• Email

• Company calendar and communication tools

Work Schedule

• Monday–Friday

• UK business hours: approximately 08:00–17:00 UK time

• South Africa: approximately 10:00/11:00–19:00 SAST, depending on UK daylight-saving

time

• Full-time

• Fully remote

Compensation & Benefits

• Base salary: R25,000–R35,000 per month, depending on experience.

• Fully remote working environment.

• Direct exposure to founders and senior leadership.

• Clear KPIs and transparent performance expectations.

• Opportunity to grow within a fast-moving, ambitious LegalTech business.

Why Join?

This is an opportunity to join a lean, ambitious LegalTech business at an exciting stage of growth

and have a direct impact on its customer acquisition engine.

You'll have the opportunity to work directly with senior leadership, develop your B2B SaaS sales

skills, build expertise in the UK market and take real ownership of your pipeline and performance.

If you're an outbound sales professional who enjoys the hunt, thrives on targets and knows

how to turn cold prospects into qualified conversations, we'd like to hear from you.