Sales Development Representative

Responsibilities

Research target accounts, procurement processes, and decision-makers, then conduct tailored outbound outreach and consultative conversations to identify and qualify sales opportunities. Collaborate with Marketing on account-based campaigns, maintain accurate HubSpot records, track pipeline activity, and hand qualified opportunities to the Commercial team.

Requirements

The role seeks experience in SaaS, fintech, payments, or B2B technology, with exposure to complex sales involving multiple stakeholders and an understanding of public-sector procurement and regulated environments. Candidates should be confident in consultative communication, targeted prospecting, account-based marketing, CRM use, organisation, and cross-functional collaboration.

Skills

• B2B Sales
• Prospecting
• Account Development
• Lead Qualification
• Consultative Discovery
• Stakeholder Engagement
• Public Sector Procurement
• Tender Research
• Account-Based Marketing
• Outbound Outreach
• Campaign Collaboration
• CRM Management
• HubSpot
• Pipeline Management
• Market Research
• Written and Verbal Communication

Benefits

• Paid Professional Development
• Flexible Leave Options
• Company-Wide Paid Day Off
• Hybrid Working
• Health Insurance
• Additional Pension Contribution
• Nursery Program
• Wellbeing Support
• Employee Referral Program
• Corporate and Team Events
• Short-Term Remote Working Arrangements
• International Travel Opportunities

About this role

About us
We’re Littlepay - a growing fintech headquartered in Melbourne with operations in the UK, EU, LATAM, USA, and Australia. Our payments platform enables our customers to pay for public transport using any payment card, mobile wallet, or wearable device. Processing over USD 1 billion a year in 19 countries and continuing to expand globally, we’re proud to move more people through better payment experiences.
About the role
We’re looking for a motivated and commercially curious Sales Development Representative (SDR) to help accelerate Littlepay’s growth into new markets.
Working closely with our Commercial and Marketing teams, you’ll play an important role in identifying prospective customers, engaging key decision-makers and developing qualified opportunities for our sales pipeline.
This is an opportunity to join a growing business, develop your B2B sales expertise and contribute directly to our commercial growth ambitions.
You’ll be part of a coordinated go-to-market approach, combining account based marketing, targeted prospecting and commercial engagement to build relationships with organisations that can benefit from Littlepay’s technology.
What you’ll do
Prospecting & Account Development
Research and identify prospective customers within Littlepay’s priority markets and target account segments.
Research public sector organisations, procurement structures and relevant tender opportunities to identify potential routes to commercial engagement.
Identify key decision-makers, influencers and buying groups within target organisations.
Build relationships with stakeholders across complex buying groups, including public authorities, operators and procurement teams.
Execute targeted outbound prospecting through email, LinkedIn, telephone and other appropriate channels.
Develop personalised outreach based on account priorities, business challenges and Littlepay’s value proposition.
Build relationships with prospective customers and identify opportunities for further commercial engagement.
Lead Qualification & Opportunity Generation
Engage prospective customers through consultative conversations to understand their business challenges, operational needs, procurement requirements and potential fit with Littlepay's solutions.
Qualify inbound and outbound prospects against agreed Ideal Customer Profiles (ICPs) and qualification criteria, identifying potential commercial opportunities.
Arrange qualified discovery meetings, document opportunity details and ensure a smooth handover to the Commercial team.
Marketing & Campaign Collaboration
Work closely with Marketing to support account-based marketing (ABM) programmes and targeted go-to-market campaigns.
Follow up on engagement from priority accounts, campaigns and marketing activities.
Share prospect feedback and market insights to improve targeting, messaging and campaign effectiveness.
Coordinate outreach with wider Marketing activity to ensure a consistent and relevant customer experience.
CRM & Pipeline Management
Maintain accurate account, contact and prospecting activity records in HubSpot.
Track outreach, engagement, qualification outcomes and next steps.
Support the development and maintenance of accurate target-account and buying-group information.
Monitor prospecting performance and contribute to regular pipeline reporting.
Follow agreed processes for lead qualification, opportunity creation and handover.
What we're looking for
Experience in a SaaS, fintech, payments or B2B technology environment.
Exposure to complex B2B sales environments involving multiple stakeholders.
Understanding of public sector procurement processes, tender cycles and the complexities of selling into regulated environments.
Strong written and verbal communication skills, with the confidence to engage professional stakeholders.
Ability to conduct consultative discovery conversations, identify customer challenges and navigate complex stakeholder relationships.
Familiarity with account-based marketing or targeted outbound prospecting.
A proactive, organised and results-oriented approach to work.
Confidence researching organisations, identifying stakeholders and developing tailored outreach.
Ability to manage multiple accounts, activities and priorities effectively.
Comfortable working with CRM systems and using data to manage and improve performance.
A collaborative mindset and willingness to work across Commercial and Marketing teams.
Our benefits
We love to look after our people. At Littlepay, you'll be part of an inclusive and diverse team that celebrates the differences and unique gifts we each bring to work.
You’ll have access to:
A high trust working environment, with access to cloud collaboration tools like Notion, Slack, Claude, Google Workspace, and Jira to help us work together effectively
Paid professional development (including conferences, courses, learning subscriptions, etc.)
Harrison Assessments - our talent management provider that facilitates continuous professional development
A variety of flexible leave options
A company-wide paid day off
Flexible (hybrid) working conditions
Health insurance via our provider Vitality
UK pension additional contribution split
YellowNest nursery program
Wellbeing support- including a free School of Life subscription for all employees, and counselling via the School of Life (UK) or our EAP program (Australia)
Our generous employee referral program
Mid-year, quarterly, and end-of-year corporate and team events and workshops
Short-term remote working arrangements
International travel opportunities (dependent on role)
In-office expectations
At Littlepay, we believe great work happens when we solve problems, together. We see in-person collaboration as an important way to build connections, share ideas, and support each other meaningfully.
For those assigned to an office location, we generally expect a minimum two-day presence in the office each week. This may vary depending on your role, team, and location. For examp...

About Littlepay

Software Development · 51-200 employees · headquartered in Melbourne, Victoria · founded 2015