Sales Development Representative

Position Title: Sales Development RepresentativeReports to:Sales Development DirectorLocation: US- CA, OR, NVPurpose:As a Sales Development Representative at Adherent, you will be responsible for the early stages of the sales process for your assigned territory. You will work closely with Business Development Managers, Solution Engineers and the Marketing team within a pod structure, supporting the conversion of marketing generated leads into qualified sales opportunities.Your primary focus will be following up on inbound MQLs and proactively conducting cold outbound outreach to a defined account base through phone, email, LinkedIn and other channels. You will be expected to consistently initiate cold outreach outside of inbound activity, have meaningful conversations with prospects, understand their industry challenges, clearly communicate our value proposition, and qualify interest. The core objective of the role is to generate and book qualified meetings and pass these opportunities to Business Development for further progression.Key Responsibilities:KRA 1 - Sales ActivityProactively conduct cold outbound outreach via phone, email, LinkedIn, voice and video to engage prospects within a defined account baseSupport marketing campaigns by conducting cold outreach and following up on inbound MQLs such as webinars, whitepaper downloads and demo requests to qualify interest and book meetings with the Business Development teamQualify prospects through discovery conversations, understanding their needs, challenges, current environment and potential fit with our offeringBook qualified meetings and conduct a professional handoff to the Business Development teamBuild and maintain a pipeline of engaged prospects through consistent outreach and follow-up, utilising the available tech stackDevelop a strong understanding of target personas, the challenges they face, and how Compliance & Risks solves those challengesAct as a subject matter expert by continuously building knowledge of Compliance & Risks’ products and value proposition to effectively engage and educate prospectsKRA 2 - CollaborationWork closely with Business Development to align on target accounts, industries, and job titles, identifying who to engage, when to engage them, and whyPartner with Marketing by providing feedback on lead quality, campaign performance and messaging, based on direct conversations with prospects in the marketContribute to refining what a good quality SQL looks like through ongoing feedback from outreach and discovery conversationsShare insights from prospect interactions to help improve targeting, messaging and overall go-to-market approachKRA 3 - Tools, Data, & ProspectingMaintain accurate and up-to-date records of all activities, leads, accounts and opportunities within HubSpot and Salesloft, ensuring full CRM hygiene and visibilityUtilise tools such as LinkedIn Sales Navigator and ZoomInfo to identify target accounts, key stakeholders and build structured account mapsProactively research accounts using tools such as ZoomInfo and LinkedIn Sales Navigator to identify relevant signals and triggers at both account and contact level, using these insights to prioritise who to engage, when to engage them, and whyLeverage the available tech stack to support prospecting, outreach and pipeline development, ensuring consistent and effective activityUse LinkedIn to engage prospects through InMails, messages, and voice or video notes, supporting outbound activity through relevant and timely interactions within your defined account baseDemonstration of Values:All employees should continually promote the legacy of our Company Culture through demonstrating its values:TrustRespectWinning TogetherInnovationExperience and Qualifications:1–2 years’ SDR experience required, ideally within large business or enterprise environments, including engaging multiple stakeholders and multithreading across accountsUniversity degree or equivalent post-secondary education desirable, but not essentialExperience using a modern sales tech stack is highly advantageous, including HubSpot, Salesloft, ZoomInfo, LinkedIn Sales Navigator, Leadfeeder, ChatGPT and Google SuiteHighly organised, able to work autonomously, with strong attention to detail and qualityStrong work ethic and results-oriented mindsetComfortable operating in a fast-paced, constantly changing environmentStrong written communication skills and confident phone presenceFluent English (native or professional level) is essential; Japanese fluency preferredBehavioral Competencies:Continuous Learning: Actively seeks feedback, learns quickly, and adapts to new processes, messaging and market changes to improve performance.Communication & Active Listening: Engages prospects clearly and confidently, listens to understand needs, and tailors conversations to drive qualification and progression.Resilience: Maintains consistency and motivation in the face of rejection, staying focused on activity and targets in a high-volume outreach environment.Resourcefulness: Takes initiative in researching accounts, identifying new opportunities, and using all available tools to drive pipeline activity and translate this into results.About AdherentAdherent is the leading provider of market access and product compliance SaaS solutions. Our C2P platform helps global enterprises monitor and manage product requirements, regulations, and standards across markets, enabling them to bring products to market faster and with lower risk.We support over 220 global enterprise customers across technology, consumer goods, retail, industrial goods, and life sciences, including brands such as GE, Google, Nike, Amazon, Ikea, Bose, Tesla, Samsung, and Fujitsu.The world is full of innovative products that improve our lives. The challenge is bringing them to every market – safely, sustainably, and in full compliance with the regulations that protect the people who use them.Why Join UsYou’ll join a company that cares deeply about what it builds and how it builds it. We believe in ownership, thoughtful decision-making, and empowering teams to do their best work. You’ll have the chance to shape the future of engineering at Adherent — not only by scaling a strong organisation, but by helping define how AI-native engineering can be done responsibly and well.Our MissionTo enable companies to deliver trustworthy products and capture growth opportunities – worldwide.Adherent empowers companies to innovate responsibly and deliver safe, compliant and sustainable products to future customers, wherever they may be.Our CultureWe are committed to building an inclusive workplace where people with different backgrounds, experiences, and perspectives can thrive. We believe diverse teams build better products, make better decisions, and create stronger companies.Adherent is an equal opportunities employer, and we are committed to fostering a workplace built on respect, trust, and opportunity for all.Why You’ll Love Working HereComprehensive Benefits: Enjoy a competitive salary, performance-based bonuses, health insurance, and a robust retirement plan. We also offer generous annual leave, company days, service days, and paid leave for new parents to support your personal and professional life.Wellbeing at the Core: Our wellbeing program and Employee Assistance Program are designed to help you thrive. From mental health support to promoting work-life balance, we prioritize your wellness.A Warm Welcome: Starting with a personalized welcome swag pack delivered to your door, you’ll be paired with a buddy and equipped with top-tier IT tools. Our detailed onboarding program ensures you feel empowered from day one.Growth Opportunities: We foster a learning culture where continuous learning and development are encouraged and supported. Our educational assistance program helps cover the costs of external training, empowering you to enhance your skills and pursue new knowledge without financial barriers.Inclusive and Collaborative Environment: Join a talented and diverse team that values inclusivity, collaboration, and innovation. Together, we’re shaping the future in a supportive, high-energy workplace.Flexibility for Balance: Benefit from remote working options and a flexible environment that promotes wellness and work-life harmony.Award-Winning Culture: We’re proud to have been recognized for our Flexible Working and Employee Wellbeing strategies—proof of our commitment to creating an exceptional workplace.Our Commitment to Inclusion and DiversityAt Adherent, we believe that diversity drives innovation and strengthens our ability to create a cleaner, safer, and better world for everyone. We have achieved the Diversity Bronze Award from Irish Centre for Diversity and are proud to foster an inclusive workplace where everyone feels valued, respected, and empowered to thrive. We celebrate individuality and encourage every team member to bring their authentic self to work.Join us in shaping a culture where collaboration, empowerment, and respect are at the heart of everything we do. Together, we’ll continue building a workplace that reflects the world we serve.Attributes for Success at AdherentCollaborative Mindset: Thrives in a team-oriented environment, values partnership, and demonstrates care and respect for colleagues to achieve shared goals.Transformational Thinking: Embraces change and actively contributes to driving innovation and cultural evolution within the organization.Agility: Adapts quickly to shifting priorities and market demands, maintaining focus and effectiveness in a fast-paced environment.Empowerment: Takes ownership of decisions and actions, demonstrating confidence in making autonomous choices that align with company goals.Fearless Flexibility: Approaches challenges with an open mind, learns rapidly from setbacks, and adjusts strategies to navigate dynamic circumstances.Innovation-Driven: Leverages creativity and cutting-edge technology to develop solutions that simplify complex problems and create competitive advantages.Customer-Centric Focus: Obsesses over delivering value to customers by understanding their needs and providing impactful solutions that build trust and loyalty.Trustworthiness: Acts with integrity, builds credibility through consistent actions, and fosters an environment where others feel respected and valued.Respect for Diversity: Values diverse perspectives, treats everyone with dignity, and cultivates an inclusive workplace that encourages new ideas and opinions.High-Energy Execution: Brings enthusiasm, drive, and focus to every task, ensuring timely delivery of impactful results.Continuous Learner: Stays current with industry trends, tools, and technologies while seeking opportunities for personal and professional growth.Results-Oriented Problem Solver: Tackles challenges with precision and determination, delivering measurable outcomes that align with company objectives.Visionary Contributor: Aligns personal goals with the company’s mission to create a cleaner, safer, and better world while helping shape the organization’s future.