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Sales Development Representative
Location: Cape Town, Western Cape, South Africa (Fully Remote)
Engagement Type: Contractor
Working Hours: Monday to Friday - 12:30am to 9:00am SAST
Salary: R18 000 - R24 000 ( Based on Experience )
Why this role exists
Our client is an AI platform used by more than 1,000 real estate agencies across Australia and New Zealand. Their free Agent Grader scores an agent's digital visibility and ranks them against their market, and it has become their best acquisition asset: agents claim a score, see where they sit, and get recommendations they can only act on with a paid plan. In a few short weeks over 300 agents have already claimed their profiles. The problem is what happens next. This role owns that gap. You turn scores into conversations, and conversations into booked meetings for the people who close. You will be the first dedicated sales hire in the business.
What you will own
Working every Grader lead, and building the list when inbound does not fill the day. Every agent and agency that claims a score, attends a webinar or comes off an event list gets worked to a decision within an agreed window. Nothing sits untouched. Where that does not fill your day, you build the working list yourself out of the Grader database and the targeting model below, inside the audiences and priority order marketing has set. You are never waiting for someone to hand you names.
Multi-channel outbound. Sequenced email through Instantly, LinkedIn, and phone into a defined afternoon calling block. Value-offer first (their score, their ranking, their recommendations), never a cold pitch for a demo.
Prioritisation, qualification and routing. You will not work the list from the top down. We are building an Agency Opportunity Score built from four signal layers that identifies the signals that show they are more likely to convert: Grader and DVI position. Score, tier and visibility gap across the 38,000 plus agents we already hold data on, plus whether they have claimed their profile and how recently. Rent roll strength. Proxied from rental listing counts and property management headcount. A strong rent roll means cash flow and budget in a soft market, and these agencies are the consolidators absorbing exiting agents and rent rolls. Market activity. Listing volumes, days on market, and share of stock under $1M by suburb and region.
Booked, held meetings. The metric is meetings that happen and are accepted by the person taking them, not meetings booked.
CRM discipline. Every touch, outcome and next step logged in HubSpot the same day. If it is not in HubSpot it did not happen. You will also flag data problems you find rather than working around them.
Feedback to marketing and product. Weekly, in writing: which openers worked, which objections repeat, which Grader scores convert, what agents asked for that we do not have.
Requirements
Two years or more of outbound SDR or BDR work into small business or SME buyers, with evidence of consistent, self-directed activity, not inbound order taking.
Written English that a suspicious, time-poor agent will read to the end.
Comfort on the phone with people who did not ask you to call, and the resilience to keep dialling in a soft market.
Startup temperament. There is no enablement library, no manager three metres away, and no established process. You will be expected to work out the answer, propose it, and then document it for whoever comes next.
Fluency with a CRM (HubSpot preferred), sequencing tools (Instantly preferred), Claude and comfort building and segmenting your own working lists from a database rather than waiting for one.
Willingness to work a shifted day that gives at least four hours of live overlap with the Australian eastern business day. From October that means an early start.
Preferred
Experience selling into real estate, property services or another relationship-driven, licence-based industry.
Experience in a product-led business where a free tool feeds a sales conversation.
Familiarity with Instantly, HubSpot sequences, LinkedIn Sales Navigator, or similar.