Sales Development Representative (Outbound / ABM)

Dinarys GmbH is looking for a skilled Sales Development Representative for its subsidiary company - ITOutposts (DevOps services), with strong experience in outbound prospecting, ABM-driven lead generation, and multistep outreach sequences. 

You will handle the full outbound cycle: ICP research → personalized messaging → warm engagement → qualification.

We are seeking a process-driven SDR who enjoys structured workflows, automation, experimentation, and predictable KPI-based results.
 

Requirements

• English level B2+ (Advanced writing preferred).
• 2+ years in SDR / Outbound / Lead Generation roles.
• HubSpot Sales Hub certification — a strong plus.
• Excellent CRM management and documentation discipline.
• Deep understanding of ICP, Buyer Persona, GTM motion.
• Strong copywriting skills for personalized outreach.
• Basic understanding of DevOps/Cloud concepts — a plus.
• Process-oriented mindset and KPI-driven work style.
• Experience with automation tools (AI tools, workflows, Zapier, Clay)
   

Nice to Have

• Hands-on ABM experience from scratch.
• Understanding of DevOps, Cloud, InfraOps, Platform Engineering services.
• Experience working with intent data (6sense, Bombora, Clay Intent).
• Experience in B2B SaaS or IT Services outbound sales.

Key Responsibilities

1. ABM Lead Generation

• Research target segments, companies, and decision-makers (ICP, Buyer Persona).
• Enrich data using Clay (growth signals, intent, tech stack, company insights).
• Build personalized ABM lists for targeted outreach.
• Write highly customized email and LinkedIn messages (zero templates).
• Create multistep outbound sequences (intro → value → case → follow-up → final push).
• Maintain ABM metrics, stages, and lead data inside HubSpot.

2. Cold Outreach & Campaign Management

• Set up and manage outbound email and LinkedIn campaigns (HubSpot, Instantly, Lemlist).
• Configure audiences, triggers, workflows, and exclusions.
• Monitor deliverability, domain reputation, and sending infrastructure.
• Search, validate, and enrich contacts (Apollo, Clay).
• Maintain database hygiene: bounce checks, suppression lists, duplicates, spam indicators.

3. Warm Lead Communication

• Respond quickly to inbound inquiries and positive outbound replies.
• Qualify leads based on ICP and identify pain points.
• Coordinate with the technical team when deeper context is required.
• Schedule intro calls and manage follow-ups.
• Maintain clear, structured communication throughout the engagement cycle.

4. Operational & Reporting

• Keep CRM (HubSpot) clean and fully updated: notes, lifecycle stages, tags.
• Prepare regular performance reports: open rate, reply rate, positive responses, SQL conversion.
• Automate workflows using Zapier, HubSpot Workflows, Clay, and AI agents.
• Meet KPI targets related to response quality, booked meetings, and SQLs.
   

Tools You Will Use

• HubSpot — CRM, sequences, workflows, dashboards
• Apollo.io — prospecting, validation, enrichment
• Clay — data enrichment, signals, automation
• Instantly / Lemlist — cold outreach (email + LinkedIn)
• Forge / Mailstand — domain + mailbox rotation
• Zapier — automation and integrations
   

We Offer

• Fully remote work.
• Transparent KPIs and regular performance reviews.
• Modern outbound/ABM toolstack and automation-driven workflows.
• Supportive team that encourages innovation and data-driven approaches.
• Long-term cooperation with international projects.