Sales Development Representative

Job title: Sales Development Representative  

Location: Manchester (Hybrid working available) 

Hours: Monday to Friday, 37.5 hours per week 

Salary: Up to £40k + commission & BCN benefits 

About BCN: 

At BCN we unite people and technology to enable organisations to fly.  

We believe people and organisations can achieve anything using technology to it’s full potential. Our role is to help them understand what is possible, implement in the right way and utilise their technology to achieve their ambitions. Which is why we put people front and centre – building client relationships for life and fostering a culture where our people thrive. 

We are a leading managed IT services provider and technology consultant, specialising in delivering transformative technology solutions with industry-leading client experience across business, public sector and not for profit organisations. From cloud computing, cybersecurity, and data management to power app development, we are dedicated to pioneering technology with Microsoft innovation. 

Guided by our 3 values of building relationships, customer success and passion and dedication, we are on a mission to make BCN the most trusted tech partner in the UK today. The kind of company clients want to work with, and people want to work for. 

We are delighted you are on this journey with us! 

Focus of the role: 

 The Sales Development Representative owns BCN's early-stage pipeline engine and is accountable for converting market interest, campaign engagement and target-account insight into qualified sales conversations. Working at the intersection of demand generation, new business sales and solution-led engagement, the SDR activates demand across BCN's full portfolio — with a priority focus on FY27 growth areas: Agentic AI, digital transformation, managed services, and security-led services. This is not an entry-level lead-chasing role. It requires a confident, organised and resilient sales professional who can research accounts, personalise outreach, qualify business need, create momentum and hand over high-quality opportunities to the right sales owner or specialist. The role exists to reduce leakage from marketing-generated engagement, improve speed-to-lead, re-engage dormant or stalled demand, and increase the volume and quality of early-stage pipeline across BCN's new business engine. 

Responsibilities: 
1) Campaign, Event and Intent Signal Follow-Up 

• Own follow-up of all engagement signals — campaigns, webinars, events, ZoomInfo intent, content downloads and partner activity. 

• Engage high-intent prospects while interest is fresh — phone, email and LinkedIn, tailored to the signal. 

• Run pre- and post-event outreach to confirm attendance, identify stakeholders and convert interest into a next step. 

• Log all follow-up outcomes in Dynamics — meeting booked, nurture, disqualified, no response or returned to Marketing. 

• Use campaign context, sector messaging and approved talk tracks — agreed with Marketing — to keep outreach relevant and credible. 

2) Target Account Activation and Net-New Pipeline Creation 

• Build and run focused outbound micro-campaigns into UK SMB and mid-market account lists across BCN’s priority sectors. 

• Use research to identify business triggers, pain points and buying-group contacts before reaching out. 

• Open conversations around BCN’s priority growth areas: Agentic AI, digital transformation, managed services and security. 

• Lead with outcomes and business value — not products or features. 

• Convert partner referrals and agreed account lists into qualified conversations in support of vendor campaigns 

3) Qualification and Meeting Creation  

• Qualify prospects using Sandler principles — pain, impact, decision process, timing, authority and next step. 

• Separate genuine interest from curiosity — understand the problem, the cost of inaction and who owns the decision. 

• Book the right next step — discovery call, workshop, Pathfinder discussion, assessment or specialist introduction. 

• Hand over every meeting with business context, named stakeholders, qualification notes, source and an agreed agenda. 

• Create momentum and hand over — don't solution-scope, design or close. 

4) Existing-Base Expansion Support 

• Support existing-base expansion where there is a clear trigger — whitespace, renewal, service gap or strategic campaign. 

• Work with Account Management to identify new contacts and buying groups within existing accounts relevant to BCN’s growth areas. 

• Re-engage cold or dormant opportunities where timing, budget or priorities have shifted. 

• Keep light-touch contact with relevant lost opportunities to spot re-entry points — without blurring account ownership. 

• Keep existing-base support to ~20% of focus; the majority of effort is net-new. 

5) Dynamics CRM Discipline and Handover Quality 

• Maintain CRM hygiene in Dynamics: activity logging, lead status, source tagging, qualification notes and handover outcomes. 

• Attribute all SDR-sourced or influenced opportunities to the correct campaign, sector, solution area and sales owner. 

• Write concise handover notes so the next conversation starts with context — not a cold briefing. 

• Track rejected and poorly converting meetings to sharpen qualification and targeting. 

• Use Dynamics data to show Marketing and Sales which campaigns, sectors and messages are generating real conversations. 

6) Sales, Marketing and Partner Alignment 

• Agree campaign priorities, lead routing, SLAs and nurture return paths with Marketing. 

• Align with New Business Sales on target accounts, ICP fit, qualification standards and meeting acceptance criteria. 

• Understand partner campaigns, funded offers and technical propositions well enough to open credible commercial conversations. 

• Feed back regularly on message resonance, objections, competitor references and market themes. 

• Report into weekly and monthly sales cadence: pipeline creation, meetings, conversion trends and blockers. 

Person, Skills & Experience: 

• Proven experience in an SDR, BDR, demand generation, inside sales or early-stage new business role within B2B technology, managed services, SaaS, cloud, cyber security, Microsoft partner or IT services environment. 

• Confident prospecting capability across phone, email and LinkedIn, with the judgement to tailor approach by account, persona, trigger and level of intent. 

• Strong commercial curiosity: able to uncover business pain, impact, decision process, authority, timing and next step without overcomplicating early-stage qualification. 

• Understanding of marketing-to-sales handover processes, campaign attribution, lead scoring, ABM-lite motions and nurture programmes. 

• Experience