Sales Development Executive

Xref is a global, best-in-class HR and recruitment technology company that empowers organizations with people-focused feedback to make great decisions. Our platform supports every stage of the employee lifecycle—from hire to retire—through automated reference checks, employee engagement surveys, and exit surveys. With a passionate team behind everything we do, our vision is to change the way organizations collect and action feedback from their people.

As a Sales Development Representative at Xref, you will play a crucial role in driving pipeline growth by sourcing and qualifying new leads, holding insightful conversations with prospects, enriching contact information, and routing leads down the appropriate path. You’ll work closely with marketing, sales, and customer success to ensure prospects receive a seamless experience, whether they self-serve or move through the sales pipeline.

This is initially a six month fixed term contract role. You will be based in our Sydney CBD office for a minimum of three days per week, with the option to work from home for the remaining two days.

Key Responsibilities
• Prospect & Generate Leads: Identify and engage new leads through outreach (email, LinkedIn, phone, etc.).
• Qualify Prospects: Engage in meaningful conversations to understand prospect needs, budget, and decision-making authority.
• Enrich Leads: Gather additional data to improve lead quality and segmentation.
• Route Qualified Leads:
• Path 1: Coach qualified leads to self-serve signup and transition them to Customer Success for onboarding.
• Path 2: Identify high-value opportunities above our premium pricing threshold and pass them to Sales for a demo.
• Book Meetings: Schedule demos and ensure smooth handoffs to Account Executives or Customer Success Managers.
• CRM Management: Maintain accurate and up-to-date records in our CRM (e.g., HubSpot, Salesforce).
• Collaborate Across Teams: Provide insights from conversations to inform marketing and product development.
• Achieve Targets: Hit KPIs focused on sign-ups, demo bookings, and qualified lead volume.

• 6–18 months of experience in a similar role (e.g., sales development, recruitment, SaaS prospecting).
• Exposure to a sales-led or product-led growth environment.
• Familiarity with CRM tools and prospecting platforms (e.g., LinkedIn Sales Navigator, Apollo, ZoomInfo).
• Experience working with software or B2B technology products is a plus.

About You
• A natural conversationalist with excellent verbal and written communication skills.
• Curious and commercially minded—you enjoy asking the right questions and uncovering prospect needs.
• Energetic, resilient, and target-driven with a strong work ethic.
• Tech-savvy and comfortable learning new tools and systems.
• Confident working in a fast-paced, start-up style environment.

• People focused: We prioritise people in our technology and workplace, fostering inspiration, empowerment, and inclusivity. We have a big heart and are positively charged, we embrace innovation and welcome all ideas and contributions.
• Flexible working: We embrace a hybrid work model that prioritises results and encourages a flexible
   approach to working.
• Recognition and reward for your work - We work hard and celebrate success.
• Socials and Events - We love to celebrate together. From sales kick-offs and end-of-quarter wins to awards and shoutouts — we create a fun, high-performing environment where your hard work gets the recognition it deserves.

No agencies, please.

Check out why our employees love what they do and get a glimpse of what it's like to work at Xref >> here <<