Sales Development Representative

About the role

You will be the primary guardian of inbound quality for German small and medium-sized businesses, owning the entire lifecycle of lead evaluation from first interaction to qualified demo. Every day you will act as the trusted voice of Qonto, translating complex financial needs into clear value propositions for time-pressed decision-makers. You are responsible for building sustainable rhythms that allow Qonto to scale its sales motion without sacrificing the premium experience our customers expect. This position demands intellectual rigor and emotional intelligence, as you diagnose pain points and position our banking-led workspace as the logical next step. You will document and refine every interaction, turning qualitative insights into quantitative improvements that feed directly into the broader revenue engine. Because you are the first human contact for many prospects, your professionalism and judgment will directly shape the perception of the entire Qonto brand in Germany. You will partner closely with revenue leadership to iterate on messaging, optimize conversion metrics, and ensure that the pipeline you create is predictable and actionable.

Key facts

What you'll do

Evaluate inbound leads for German SMBs with speed and precision, determining fit, urgency, and decision-making authority within minutes of initial contact.

Initiate and manage high-volume daily outreach, maintaining a sustainable cadence of approximately 50 calls while adhering to strict response-time standards.

Book qualified meetings for Account Executives by aligning stakeholder availability, clarifying expectations, and confirming technical prerequisites before the call.

Chase and reschedule missed appointments with persistence and empathy, minimizing revenue risk and maximizing pipeline coverage.

Maintain pristine CRM hygiene in Salesforce or HubSpot, ensuring that every interaction, note, and tag reflects the current reality of the lead journey.

Define and document the end-to-end SDR workflow, creating checklists, escalation paths, and quality benchmarks from the ground up.

Collaborate with Account Executives to refine the ideal customer profile, adjusting targeting based on real-world feedback and win/loss patterns.

Act as the critical feedback loop between the market and the product team, surfacing objections, use cases, and competitive insights that inform positioning.

Champion the responsible use of AI tools to augment research, drafting, and pattern recognition while preserving authentic human connection.

Serve as the methodological sparring partner for the Sales Enablement team, testing hypotheses and validating playbooks before they are scaled.

Own the transition of qualified opportunities to implementation and success teams, ensuring a seamless handoff that preserves momentum and trust.

Identify early signals of expansion interest within existing customer accounts and route them to the appropriate growth teams.

Track personal performance metrics rigorously, experimenting with call scripts, outreach sequences, and qualification criteria to drive continuous improvement.

Represent Qonto at industry relevant events and virtual sessions, contributing to demand generation campaigns that support the broader marketing strategy.

Communicate transparently with stakeholders across Europe, aligning on forecasts, pipeline coverage, and strategic priorities for the German market.

Requirements

You must possess at least one full year of hands on experience in inbound sales or sales development, preferably focused on SMB segments with ten to fifty employees.

You must demonstrate a proven track record of speaking directly with CEOs, CFOs, and other financial decision-makers in a B2B context.

You must operate with a high degree of autonomy, thriving in environments where self direction is essential and supervision is minimal.

You must be fluent in German, both written and verbal, to the level of a native speaker, ensuring clear and professional communication at all times.

You must be comfortable managing your entire day inside a CRM platform such as Salesforce or HubSpot, using data to drive decisions and follow up.

You must exhibit genuine curiosity and initiative around outbound prospecting, taking ownership of process gaps and proposing concrete improvements.

You must see long term potential in the small and medium business segment, viewing it as a viable career path rather than a temporary entry point.

You must be based in Berlin and able to work on site with the team, as collaboration and cultural alignment are central to how we operate.

You must align with our commitment to building a discrimination free workplace where merit and potential are the sole basis for evaluation.

Nice to have

Experience designing or contributing to the creation of sales playbooks and standard operating procedures.

A background in fintech, banking, or financial infrastructure solutions that serve small businesses.

Familiarity with European regulatory environments and compliance considerations relevant to financial services.

Previous exposure to high velocity, high trust sales motions where relationship depth develops quickly.

Practical notes

This is a founding role with immediate impact expectations and no inherited playbook.

The position is full time based in Berlin, Germany, requiring consistent presence and collaboration with the local team.

Travel is not expected as part of this role at this time, though occasional participation in local events may be requested.

Candidates must be eligible to work in Germany without sponsorship requirements.

The selection process will prioritize practical skills, cultural alignment, and demonstrated potential over formal credentials.