Sales Development Representative - Spotted Zebra

About Spotted Zebra

At Spotted Zebra, we're building an AI-native end-to-end hiring platform that helps the world's leading organisations find the right people, faster and fairer than ever before. We're a multi-award-winning Series A company giving talent leaders the solution they've always needed—skills science native, AI-amplified, and built by people who've lived and breathed TA.

What We Do

Spotted Zebra brings Interview Intelligence, Skills Assessments, and an AI Interview Agent together in one platform designed for intelligence and action. Our agent and assistant, Spot, works the way talent teams need it to, keeping humans in control.

FTSE 100 and Fortune 500 companies trusting us include British Airways, NIQ, Domino's, Lidl, Merlin Entertainments, AWE, United Utilities, and Paramount. We've been named Personnel Today's Talent Acquisition Supplier of the Year 2025, secured gold across multiple industry awards, and were recently named on the UK Top 100 Startups List.

About the Role

As a Sales Development Representative (SDR) at Spotted Zebra, you'll be the engine of our enterprise pipeline, opening doors into UK, EMEA, and US-headquartered organisations with 5,000+ FTE. Working in close partnership with Account Executives, you'll research target accounts, craft personalised multi-channel outreach, and book high-quality meetings with senior Talent Acquisition and HR leaders.

This isn't a spray-and-pray SDR role. Our buyers are senior TA leaders at large, complex organisations. You'll use AI tools daily to research faster, personalise at scale, and spend more of your time on high-impact conversations.

Key Responsibilities

• Build and manage a pipeline of opportunities through outbound prospecting across email, phone, and LinkedIn (using tools such as Sales Navigator), targeting enterprise accounts (5,000+ FTE).
• Dig into target accounts' hiring plans, transformation programmes, skills initiatives, and news triggers to ensure touchpoints are relevant and personalised.
• Become an expert in the talent acquisition space, staying on top of industry trends, challenges, and news to bring genuine insight to every conversation.
• Ensure every meeting handed to Account Executives is high quality and set up for success.
• Engage senior stakeholders (Heads of TA, Directors of TA, CPOs) in credible, value-led conversations about their hiring challenges.
• Maintain excellent CRM hygiene in HubSpot, keeping pipeline data accurate for reliable forecasting and reporting.
• Work with marketing to convert campaigns, events, and content engagement into booked meetings.
• Use AI tools to work smarter—from account research and message drafting to call preparation and follow-up.
• Feed learnings from the front line back into messaging, ICP, and the go-to-market playbook.

Requirements

• Experience in an outbound sales or recruitment role, ideally as an SDR in B2B SaaS, or a compelling track record demonstrating fearless prospecting and persistence.
• Experience in a B2B SaaS startup or fast-scaling company.
• Excellent written and verbal communication skills.
• Genuine curiosity about prospects and their businesses, prioritizing researched, relevant messaging over mass outreach.
• Strong organizational skills to juggle multiple sequences, follow-ups, and stakeholder conversations while keeping pipeline data up to date.
• Resilience and self-motivation: treating "no" as data, not defeat, and managing your pipeline with discipline.
• Comfort speaking with senior stakeholders and holding credible conversations about hiring, talent, and skills.
• Enthusiasm for AI tools and a willingness to experiment with new ways of working.
• A team-first mindset: celebrating wins, sharing learnings, and aiming to grow with the company.

Nice-to-Haves

• Experience selling SaaS into HR, Talent Acquisition, or People teams.
• Familiarity with HubSpot or similar CRM and sales engagement tools.

Benefits

• Meaningful share options
• Health insurance
• Dental cover & eye-care support
• Enhanced pension
• Nursery salary sacrifice scheme
• 25 days holiday (excluding bank holidays)
• Remote-first work culture
• Work-from-home budget & co-working space budget
• Learning & development budget
• Wellbeing allowance
• Travel insurance & electric car scheme
• Access to the latest AI-powered tools and technologies

Commitment to Diversity & Inclusion

At Spotted Zebra, we welcome people of all stripes. We are committed to providing equal opportunities and an inclusive and diverse culture. Everyone is unique, and we encourage candidates to share any accommodations needed to make the interview experience comfortable and positive.