The Sales Development Representative - ANZ is responsible for generating qualified pipeline for Omilia's APAC enterprise sales team through structured outbound prospecting and inbound lead qualification. The role sits at the top of the sales funnel — identifying, engaging, and qualifying senior decision-makers at target enterprise accounts across Europe, the Middle East, and Africa, and converting interest into discovery meetings for Account Executives. Success is measured by qualified meetings booked, pipeline contribution, and outbound activity quality across assigned ANZ and APAC territories.
Accountabilities
- Own the top-of-funnel pipeline generation for assigned ANZ territories and APAC as required — consistently delivering a volume of qualified meetings that meets or exceeds monthly and quarterly targets.
- Maintain a structured, data-driven outbound prospecting motion — building and executing multi-touch, multi-channel sequences across phone, email, LinkedIn, and social that reach senior CX, IT, and operations decision-makers at target ANZ and APAC enterprise accounts.
- Qualify inbound leads from marketing campaigns, events, and website activity — rapidly assessing fit, intent, and timing, and advancing qualified prospects to the appropriate Account Executive.
- Act as the first commercial representation of Omilia in ANZ and APAC prospect interactions — communicating Omilia's value proposition clearly and compellingly across diverse European markets and cultural contexts.
- Maintain accurate and complete records of all prospecting activity in Salesforce — ensuring that the Sales Director has full visibility of pipeline generation activity, conversion rates, and outreach performance across the ANZ and APAC region.
Key Responsibilities
Outbound Prospecting
- Research, identify, and build targeted prospect lists for assigned ANZ and APAC territories — drawing on Salesforce, LinkedIn Sales Navigator, ZoomInfo, and other intelligence tools to map target accounts, identify buying centres, and pinpoint senior decision-makers across CX, IT, contact centre operations, and digital transformation functions.
- Execute structured multi-touch outbound sequences — combining personalised cold email, phone outreach, LinkedIn engagement, and social selling to engage senior prospects at target ANZ and APAC enterprise accounts across priority verticals including financial services, insurance, telecommunications, utilities, healthcare, and public sector.
- Craft compelling, personalised outreach in English and relevant ANZ and APAC languages as applicable — connecting Omilia's conversational AI and contact centre capabilities to each prospect's known business challenges and demonstrating genuine understanding of each target account and market context.
- Conduct high-quality discovery conversations with senior prospects — qualifying on budget authority, need, and timing, uncovering the prospect's contact centre environment and automation objectives, and building sufficient interest and context to secure a substantive first meeting for the Account Executive.
- Adapt outreach approach and communication style to the distinct procurement cultures and business norms of assigned ANZ and APAC markets — recognising that prospecting into UK and German enterprises, for example, requires meaningfully different tone, cadence, and messaging.
Inbound Lead Management
- Respond to inbound leads from marketing campaigns, content downloads, event registrations, and website enquiries within agreed SLAs — assessing fit and intent rapidly and advancing qualified prospects through to AE handover.
- Partner with the marketing team on ANZ and APAC campaign follow-up — ensuring that leads generated from webinars, events, and digital campaigns are worked promptly and effectively, and providing feedback on lead quality and regional relevance to improve targeting.
Account Executive Collaboration
- Work closely with assigned ANZ and APAC Account Executives to align prospecting activity to territory priorities — understanding each AE's target account list, preferred verticals, and current pipeline gaps, and focusing outbound effort accordingly.
- Prepare and deliver clear, structured meeting briefs for AEs prior to each booked discovery call — summarising the prospect's role, company context, key business challenges, and the conversation that led to the meeting.
- Participate in joint account planning sessions with AEs — contributing outbound intelligence, contact mapping, and engagement history to inform ANZ and APAC territory strategy.
Omilia Platform and Market Knowledge
- Develop and maintain a working knowledge of Omilia's product portfolio — OCP, miniApps, Pathfinder, CoPilot, TalkGuard, and OptimizeIQ — sufficient to hold an intelligent first conversation with a senior prospect, articulate Omilia's key differentiators, and connect platform capabilities to common contact centre pain points across ANZ and APAC verticals.
- Maintain awareness of GDPR and the EU AI Act as they relate to enterprise AI and contact centre deployments — sufficient to address basic compliance questions in initial prospect conversations and position Omilia credibly in the European regulatory context.
- Stay current with Omilia's ANZ and APAC target verticals, competitive landscape, and key industry trends — ensuring that outreach messaging reflects current market context and positions Omilia credibly against incumbent CCaaS and IVR vendors active in European markets.
Reporting and Process
- Maintain Salesforce as the system of record for all prospecting activity — logging calls, emails, LinkedIn touches, meetings booked, and pipeline progression accurately and consistently.
- Track and report on personal KPIs — including outreach volume, connection rates, meeting booking rates, and pipeline contribution — and use this data to continuously refine messaging, sequencing, and targeting across ANZ and APAC markets.
- Participate in regular pipeline reviews and coaching sessions with the Sales Director — sharing what is working, identifying regional blockers, and incorporating feedback to improve performance.
- Occasionally travel within ANZ and APAC to support trade shows, industry events, and internal sales team meetings — up to 10% of the time.
Requirements
Required:
- 1–3 years of experience in a sales development, business development, or outbound prospecting role — preferably within enterprise SaaS, CCaaS, conversational AI, or B2B technology.
- Demonstrated track record of meeting or exceeding outbound prospecting and meeting-booking targets in a structured SDR or BDR environment.
- Proficiency with outbound sales tools — including Salesforce CRM, LinkedIn Sales Navigator, and sales engagement platforms (e.g., Outreach, Salesloft, Apollo).
- Strong written and verbal communication skills in English — able to craft personalised, compelling cold outreach and hold confident discovery conversations with senior CX, IT, and operations decision-makers across ANZ and APAC markets.
- Awareness of and sensitivity to the distinct business cultures, procurement norms, and communication styles across key ANZ and APAC markets — and the ability to adapt outreach tone and approach accordingly.
- Organised and self-directed work style — able to manage a high volume of outbound activity across multiple accounts and geographies without losing attention to quality or personalisation.
- Genuine curiosity about enterprise technology, contact centre automation, and conversational AI — and the motivation to develop deep product and market knowledge over time.
- Coachable and growth-oriented — open to feedback, willing to iterate on messaging and approach, and committed to continuous improvement.
- Bachelor's degree in Business, Communications, Marketing, or a related discipline.
Nice to have:
- Fluency in one or more European languages (German, French, Spanish, Italian, Dutch) — directly relevant for outreach into non-English-speaking ANZ and APAC markets.
- Prior exposure to contact centre technology, CCaaS, IVR, or conversational AI — either through sales experience or personal interest.
- Familiarity with Omilia's platform or competing platforms (Genesys, Avaya, Nuance/Microsoft, Google CCAI, Amazon Connect).
- Experience prospecting into large enterprise accounts across ANZ and APAC financial services, insurance, telecommunications, or utilities verticals.
Omilia Note
- Contribute actively and effectively as an integrated team member.
- Act as an Omilia ambassador in all interactions.
Benefits
- Fixed compensation;
- Long-term employment with the working days vacation;
- Development in professional growth (courses, training, etc);
- Being part of successful cutting-edge technology products that are making a global impact in the service industry;
- Proficient and fun-to-work-with colleagues;
- Apple gear
Omilia is proud to be an equal opportunity employer and is dedicated to fostering a diverse and inclusive workplace. We believe that embracing diversity in all its forms enriches our workplace and drives our collective success. We are committed to creating an environment where everyone feels welcomed, valued, and empowered to contribute their unique perspectives without regard to factors such as race, color, religion, gender, gender identity or expression, sexual orientation, national origin, heredity, disability, age, or veteran status, all eligible candidates will be given consideration for employment.
