B2B SaaS Sales Development Representative (SDR)

Location: Remote – South Africa
Employment Type: Full-time
Working Hours: South African business hours, with flexibility according to client and prospect requirements

About the Opportunity

We are seeking a high-performing B2B Sales Development Representative (SDR) to help build qualified sales pipeline within the property and accommodation sector.

The business provides a technology platform designed to centralise and automate the accommodation and property management lifecycle, including applications, tenant onboarding, leases, payments, maintenance, room and bed allocation, occupancy, reporting and broader property operations.

The platform has an established presence within student accommodation and is expanding further into the residential and larger property portfolio markets.

This is not a traditional high-volume SDR position focused purely on sending large volumes of generic outreach.

The successful candidate will research target accounts, identify and engage the correct decision-makers, uncover operational and commercial pain points, and create genuinely qualified sales opportunities.

You will work closely with the commercial team to test messaging, identify buying signals and develop effective, repeatable outbound campaigns.

Key Responsibilities

Prospecting & Account Research

Build targeted prospect lists across areas including:

• Student accommodation operators
• Property management companies
• Residential property operators
• Letting and managing agencies
• Property owners with 20+ units
• Enterprise property portfolios with 100–200+ units

You will:

• Conduct research before approaching prospective accounts.
• Understand organisational structures and identify relevant buying stakeholders.
• Use prospecting tools such as Apollo and LinkedIn Sales Navigator, together with relevant property data sources.
• Identify potential trigger events, commercial opportunities and buying signals.
• Map multiple stakeholders within larger target accounts.

Multi-Channel Outbound Prospecting

Execute structured outbound campaigns using:

• Cold calling
• LinkedIn
• Email
• Follow-up sequences
• Account-based prospecting

This will be a calls-first environment, particularly when targeting larger property and enterprise accounts.

The successful candidate must therefore be confident initiating cold conversations and engaging professionally with senior decision-makers.

Discovery & Qualification

This role requires someone who can move beyond simply asking whether a prospect would like a demonstration.

You will be expected to understand how prospective customers currently manage areas such as:

• Applications
• Tenant onboarding
• Leasing
• Payments
• Occupancy
• Maintenance
• Room and bed allocation
• Property reporting
• Compliance
• Multiple systems and manual processes

The objective is to uncover genuine operational challenges and understand whether the technology solution can deliver meaningful business value.

Stakeholder Engagement

You will identify and engage multiple stakeholders within target organisations, including:

• Managing Directors
• Business Owners
• COOs
• Heads of Operations
• Portfolio Directors
• Asset Managers
• Accommodation Operations Managers
• Accommodation Operations Coordinators

You will need to adapt your communication and discovery approach according to the seniority, responsibilities and priorities of each stakeholder.

Qualified Meeting Generation

Your primary objective will be to generate qualified sales meetings, rather than simply filling calendars.

A genuinely qualified opportunity should include:

• A relevant decision-maker or influential stakeholder
• An organisation that fits the agreed Ideal Customer Profile
• A genuine operational or commercial challenge
• A credible use case for the technology
• Appropriate portfolio size and scale
• Interest in exploring a potential solution
• Commitment to attending a meaningful discovery or demonstration conversation

Essential Experience

The successful candidate should have:

• 2+ years' B2B SDR or BDR experience
• Proven cold-calling experience
• Strong outbound prospecting experience
• Experience selling into businesses rather than purely consumer sales
• Strong telephone communication skills
• Excellent written communication
• Confidence engaging with senior decision-makers
• Experience conducting consultative discovery conversations
• Strong research and account-mapping ability
• Experience using CRM systems
• Experience working towards measurable sales KPIs
• Strong organisational and time-management skills
• The discipline and accountability required to work effectively in a remote environment

Highly Advantageous Experience

Previous experience selling within any of the following would be highly advantageous:

• SaaS
• PropTech
• Property management software
• FinTech
• B2B technology
• Enterprise software
• Business services
• Solutions involving multiple stakeholders

Experience selling into the property, accommodation, real estate or facilities management sectors would be particularly valuable.

Skills & Behavioural Profile

Commercially Curious

You don't simply follow a script. You want to understand how a prospective customer's business operates and where the problems and opportunities lie.

Confident

You are comfortable picking up the phone and initiating conversations with senior decision-makers.

Persistent

You can handle rejection and objections without losing momentum.

Consultative

You focus on identifying and understanding the problem before presenting a solution.

Analytical

You can research an account, understand its structure and identify relevant commercial triggers and buying signals.

Coachable

You are open to call reviews, role-play, feedback and continuous improvement.

Competitive

You enjoy working towards measurable targets and achieving results.

Accountable

You take ownership of your activity, conversations, meetings and contribution to pipeline.

Key Performance Areas

Performance will be measured across areas including:

• Outbound calling and prospecting activity
• Targeted account research
• LinkedIn and email engagement
• Qualified conversations
• New accounts added to pipeline
• Qualified meetings booked
• Follow-up activity
• CRM accuracy and maintenance
• Pipeline contribution
• Quality of discovery and qualification
• Objection handling
• Contribution to messaging and Ideal Customer Profile refinement

Core Sales Capabilities

Cold Calling

Confidently open conversations with senior business decision-makers.

Consultative Discovery

Ask effective questions to uncover operational and commercial pain rather than immediately pitching product features.

Objection Handling

Confidently navigate objections such as:

• "We already have software."
• "We're happy with our current system."
• "Send me some information."
• "We don't have budget."
• "We're not looking to change."
• "Speak to someone else."
• "We manage this internally."

Qualification

Determine whether an organisation genuinely fits the Ideal Customer Profile and has a credible business case for further discussion.

Executive Communication

Communicate confidently and commercially with senior stakeholders including CEOs, Managing Directors, COOs, Heads of Operations, Portfolio Directors and Property Owners.

Technology

Experience with the following would be advantageous:

• Apollo
• LinkedIn Sales Navigator
• CRM platforms
• Sales engagement platforms
• Email sequencing tools
• Calling/dialler platforms
• Google Workspace
• Microsoft 365

Ideal Candidate

This opportunity will suit an experienced B2B outbound SDR who enjoys researching accounts, speaking to senior decision-makers and conducting meaningful discovery rather than relying on scripted, high-volume outreach.

You should be confident on the phone, commercially curious and capable of understanding complex business problems.

Candidates with previous SaaS, PropTech, B2B technology or property-sector experience will have a strong advantage, but the most important requirements are proven B2B outbound experience, strong cold-calling capability and the ability to engage senior stakeholders through consultative conversations.