BDR - Business Development Representative

Description

Job Summary: The SDR will be responsible for generating qualified opportunities for the sales team through active prospecting and lead qualification, making this a strategic position for company growth. Key Highlights: 1. Strategic position for new business and company growth 2. Strong growth potential for Account Executive 3. Merit-based culture and professional development GSTN is a company specialized in technology solutions for the corporate market, offering services such as dedicated link, Virtual PBX, printer leasing, and POL technology. We focus on performance, delivery quality, and long-term relationships with our clients. Our commitment is to deliver solutions that truly impact our clients’ businesses, with agility, transparency, and excellence in service. About the Role The SDR will be responsible for generating qualified opportunities for the sales team, performing active prospecting of new clients (Outbound) and lead qualification. This is a strategic role — the entry point for new business and fundamental to the company’s growth. Key Responsibilities * Active prospecting via phone, WhatsApp, email, and social media * Identification of decision-makers within companies * Lead qualification according to ideal customer profile * Scheduling meetings for Account Executives * CRM updating and organization * Working toward opportunity-generation targets Ideal Candidate Profile * Communicative and persuasive personality * Proactivity and organization * Resilience (ability to handle objections) * Focus on goals and results * Desire to grow professionally within the sales field Experience in B2B sales or prospecting is a plus. GSTN Culture At GSTN, we value: * Commitment to results * Transparency in relationships * Clear and objective communication * Growth mindset * Responsibility and autonomy We are a company that believes in meritocracy, professional development, and internal growth. Sales Team Culture Our team is: * Collaborative (no one grows alone) * Goal-oriented with clear targets * Performance- and metrics-focused * Direct and objective in communication * Healthily competitive Here, we value those who fully commit, take ownership of results, and pursue constant improvement. **Responsibilities and Duties** Responsibilities and Duties – SDR The SDR is responsible for feeding the sales pipeline with qualified opportunities, ensuring revenue predictability and sustainable growth. 1\. Prospecting and Lead Generation * Conduct active (Outbound) prospecting via phone, email, LinkedIn, and WhatsApp * Identify companies matching the Ideal Customer Profile (ICP) * Map decision-makers (IT, finance, and executive managers, etc.) * Develop strategic prospecting lists 2\. Opportunity Qualification * Apply qualification methodology (SPIN, BANT, or similar) * Understand the client’s current situation (vendor, contract, pain points, needs) * Identify closing potential and alignment with our solutions (dedicated link, virtual PBX, leasing, POL) * Ensure only qualified opportunities advance to the Account Executive 3\. Meeting Scheduling and Management * Schedule strategic meetings for the sales team * Confirm lead attendance * Ensure the Account Executive receives all relevant information prior to the meeting 4\. CRM and Metrics Management * Update and organize information in the CRM * Record interactions and contact history * Track metrics such as: * Number of calls/day * Connection rate * Scheduling rate * Conversion to opportunity * Work toward monthly opportunity-generation targets 5\. Collaboration with the Sales Team * Align lead profiles with Account Executives and management * Participate in strategy meetings * Suggest improvements to outreach processes 6\. Continuous Development * Continuously deepen knowledge of technology solutions * Study market trends and competition * Develop negotiation and communication skills SDR’s Strategic Role at GSTN Within the sales structure, the SDR: * Generates pipeline predictability * Increases Account Executives’ productivity * Reduces customer acquisition cost * Ensures scalable growth This is a role with strong growth potential into Account Executive. **Requirements and Qualifications** Requirements and Qualifications for a BDR (Business Development Representative) 1\. Technical Requirements (Hard Skills) * Prior experience in active prospecting (Outbound) * Knowledge of sales funnel and lead qualification * Experience with CRM (HubSpot, Pipedrive, Salesforce, etc.) * Outreach techniques (SPIN, Rapport, Objection Handling) * Strong verbal and written communication * Pipeline organization and management * Basic understanding of the B2B market (especially if technology-related, e.g., dedicated link, virtual PBX, leasing, etc.) If aligned with your technology domain, we would also include: * Familiarity with IT solutions (dedicated internet, IP telephony, infrastructure) * Ability to engage decision-makers (IT, finance, executive leadership) 2\. Behavioral Competencies (Soft Skills) These are what truly differentiate an average BDR from a high-performing one: * Resilience (handling frequent “no” responses) * Discipline and strong routine * Energy and proactivity * Active listening * Goal-oriented mindset * Ability to quickly generate interest * Emotional intelligence 3\. Key Metrics a Strong BDR Should Achieve Since you operate within a structured team, you may use these as benchmarks: * Number of calls/day * Number of effective connections * Number of qualified meetings scheduled * Attendance rate (show rate) * Meeting-to-opportunity conversion rate Education * Completed high school (minimum requirement) * Undergraduate degree in progress in Administration, Marketing, Commercial Management, or related fields (preferred) Strategic Differentiator (for your context) For your B2B technology business model, an ideal BDR must: * Be able to uncover client pain points (e.g., unstable connectivity, high telephony costs) * Understand they sell solutions—not products * Adopt a consultative posture, even during prospecting **Additional Information** CLT employment contract Health insurance Meal allowance / Food voucher Kilometer reimbursement – Client visits Base salary + Commission Recurring commission based on portfolio GSTN was founded as IDEALLTI in 2007 and began operations in 2008 with the mission of delivering Hosting, Cloud Computing, and Dedicated Link services to enterprises — with quality, efficiency, and above all, security — ensuring our clients’ businesses remain online 24/7. To deliver this today, our company operates its own Data Center in Brazil, located in the Campinas region — São Paulo. GSTN’s philosophy is built upon four pillars: service excellence, innovation, deep understanding of clients’ needs and businesses, and top-tier partnerships with the best technology companies available in the market. Thus, we develop solutions enabling enterprises and government bodies to achieve high-performance results with tangible gains from information technology implementation. With intellectual capital as our primary input, we rely on a first-rate team of professionals certified by the world’s leading IT solution providers.