Sales Development Representative (SDR)
About IAM Experts: IAM Experts is a leading consultancy firm that provides professional services in Identity Access Management (IAM) to organisations worldwide. With over 18 years of industry recognition, we are committed to delivering expertise and dedication to every project. Collaborating with established leaders and emerging vendors, we stay ahead through continuous technology watch. Operating across three continents with offices in the UK, France, and South Africa, our diverse team is proficient in 5+ languages, supporting clients globally. We take pride in our international reputation and rely on the support of over 350 valued consultants in the IAM space. In our dynamic environment, we promote open communication, respect, trust, and ongoing improvement.
Role Overview: We are seeking a driven and commercially minded Sales Development Representative (SDR) to join our team in Gauteng/Johannesburg, South Africa. The successful candidate will play a key role in generating new business opportunities across key focus verticals including Banking, Insurance, and broader Financial Services, focusing on opening doors, engaging senior stakeholders, and building qualified sales pipelines for our consulting and cybersecurity services.
This is a high-impact role requiring strong outbound prospecting skills, curiosity about technology, and the ability to confidently engage decision-makers in complex enterprise environments within these regulated and security-sensitive industries.
Key Responsibilities
Prospecting & Lead Generation
- Identify and research new business opportunities within banking, insurance, and wider financial services organisations as well as any other organisations where IAM and cybersecurity requirements are strong.
- Build targeted account lists using data tools, LinkedIn, and market research to prioritise high-value prospects
- Execute structured outbound campaigns to generate interest in IAM and cybersecurity consulting services
Cold Calling & Outbound Engagement
- Conduct high-volume cold calling to engage key decision-makers and introduce IAM and cybersecurity offerings
- Confidently open conversations with senior stakeholders (CIOs, CISOs, Heads of IT/Security)
- Follow up consistently via phone, email, and LinkedIn to develop initial interest into qualified discussions
Stakeholder Engagement & Qualification
- Engage with technical and business stakeholders to understand their identity, security, and access management challenges
- Qualify opportunities based on budget, authority, need, and timeline
- Identify potential IAM use cases such as identity governance, access control, MFA, and compliance requirements
Pipeline Development & CRM Management
- Build and maintain a healthy pipeline of qualified leads for handover to senior sales and consulting teams
- Accurately log all activities, interactions, and notes in CRM system (HubSpot) Continuously update opportunity status and ensure data integrity across the sales funnel
Account Research & Targeting
- Research target organisations to understand structure, technology landscape, and key decision-makers
- Map out organisational hierarchies and identify entry points into IT, security, and risk teams
Sales Collaboration & Handover
- Work closely with Account Executives and IAM consultants to ensure smooth handover of qualified leads
- Share detailed insights from prospect conversations to support proposal development and solution positioning
- Participate in pipeline reviews and sales planning sessions to refine targeting strategies
Market Awareness & Industry Insight
- Stay up to date with cybersecurity trends, regulatory requirements, and IAM best practices
- Understand key drivers in financial services such as compliance (e.g., GDPR, POPIA), risk reduction, and digital transformation
- Apply industry knowledge to personalise outreach and improve engagement success rates
Required Skills & Experience
- 1–3+ years’ experience in an SDR or similar outbound sales role
- Background or strong understanding of IT, cybersecurity, or enterprise software (IAM experience is a plus)
- Proven experience in cold calling and consistently opening new business opportunities
- Demonstrated ability to engage senior stakeholders and decision-makers
- Strong communication skills (verbal and written) with a confident, professional telephone manner
- Experience selling into or targeting banking and/or insurance sectors is highly advantageous
- Familiarity with CRM systems and sales engagement tools
- Self-starter with strong resilience, persistence, and target-driven mindset
What We Offer:
- 21 days holiday per year Hybrid/Remote working (with 1 day in the office per week/month).
- Opportunity to work in a fast-growing IAM and cybersecurity consulting environment
- Clear progression path into Account Executive role
- Competitive base salary with performance-based incentives
Contact: If you want to be part of our dynamic and talented team, please submit your CV and cover letter outlining your experience to careers@iamexperts.net.
Applications will be reviewed on a rolling basis until the position is filled.
IAM Experts is an equal opportunity employer and values respect, diversity, inclusivity, and fairness in the workplace.
Pay: R400 000,00 - R500 000,00 per year
Application Question(s):
- What is your notice period with your current employer?
- What are your salary expectations per year?
Experience:
- Business development: 1 year (Required)
Location:
- Gauteng, Gauteng (Required)
Work Location: Hybrid remote in Gauteng, Gauteng (City of Johannesburg)
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