Sales Development Representative – Novum Global

Sales Development Representative

Novum Global

Sydney · Melbourne · Remote

Turn curiosity into qualified pipeline.
We’re hiring a driven SDR to accelerate growth by identifying and qualifying new sales opportunities with mid-market and enterprise organisations undergoing digital transformation. As the first line of communication with prospects, you’ll research, qualify, nurture, and book meetings that set our Business Development Managers (BDMs) up to win.

This role is perfect for a high-energy communicator who loves discovery, asks smart questions, and can translate business pains into compelling solutions—especially within the Microsoft ecosystem (Dynamics 365, Power Platform, Azure, Copilot).

What you’ll do

• Own qualification & discovery: Run structured discovery (BANT or similar) to uncover needs, fit, budget, decision process, and timing.
• Be the product storyteller: Use strong product and industry knowledge to articulate how Microsoft-based solutions (Dynamics 365 BC and/or F&O, Power Platform, Copilot) drive outcomes.
• Create pipeline: Balance inbound diligence with proactive outbound—nurture warm leads and open new doors across target accounts.
• Partner to win: Manage a crisp pipeline, route qualified opportunities, and coordinate smooth hand-offs to BDMs.
• Outreach at scale: Leverage Microsoft CRM, 6sense, LinkedIn, ZoomInfo, cold calls, sequences, and email to generate meetings.
• Prepare like a pro: Research company context, stakeholders, triggers, and hypotheses before every call.
• Build relationships: Cultivate long-term trust—even when timing isn’t right—to seed future opportunities.
• Inspect & improve: Track weekly/monthly/quarterly metrics, share insights with Marketing & Sales, and refine plays based on engagement trends.
• Keep data clean: Enter, update, and maintain leads, contacts, and opportunities with high accuracy in CRM.

What you’ll bring

• Proven SDR/BDR/Inside Sales success, ideally in the Microsoft Partner channel with Dynamics 365 (BC and/or F&O).
• Mastery of BANT (or similar) to uncover budget, decision makers, timelines, pain points.
• High-volume outbound experience: calls, sequences, social, and email that convert to meetings.
• Ability to conduct sharp discovery and position the right Microsoft Dynamics solutions by industry.
• Familiarity with vertical use cases and industry-specific challenges.
• Working knowledge of Dynamics 365, Power Platform, and the broader Microsoft stack (Copilot a plus).
• Commercial acumen—spot upsell/cross-sell angles and articulate business value.
• Target crusher: consistent record of exceeding qualified pipeline goals.
• Excellent written & verbal communication; fast rapport-builder who explains complex ideas simply.
• Process-driven and organised with strong CRM discipline (Microsoft CRM experience preferred).
• Resilient, coachable, growth-minded; collaborates deeply with Marketing, Sales, and Delivery.
• Bachelor’s degree in Business/Marketing (or equivalent experience).

Why you’ll love it here

• Open, flexible, vibrant, collaborative, diverse culture where initiative is celebrated.
• Work with modern Microsoft technologies (Dynamics 365, Power Platform, Copilot) solving real industry challenges.
• Join a high-performing global team with decades of domain expertise and award-winning pedigree in the Microsoft ecosystem.
• Make a visible impact—your meetings directly influence top-line growth, new logo acquisition, and profitability.

Tools you’ll use

• Microsoft CRM, 6sense, LinkedIn (incl. Sales Navigator), ZoomInfo, sequencing/engagement tools, and standard prospecting stacks.

Success looks like

• Weekly meetings set for BDMs with tight discovery notes and next steps.
• Consistent attainment of SQLs, opportunity creation, and pipeline coverage targets.
• Clean, complete CRM records and actionable feedback loops to Marketing.
• Thoughtful account research and multi-threaded stakeholder engagement.