🌞 The Job Description of a Software Sales Representative in Australia (2023 Edition)

Hear from two SDRs on the key areas of responsibility they have: prospecting, cold outreach and administrative work.

Hey legends!

Another Earlywork Newsletter coming at you hot off the press 🗞️.

This week we sat down with community members Manav Jain and Lawrence Ly to chat about one of the most misunderstood roles in tech.

Enjoy 🤩

🎉 Cheeky reminder: we’re offering 💰 $200 cash 💰 for EACH person you successfully refer to Earlywork Academy before the 17th of March

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💡Let’s Dive In

Software sales is one of the least understood career paths in the Australian technology landscape.

Yet it’s also one of the top 3 in-demand roles by tech employers, with some of the highest compensation levels of any entry-level tech role.

So what exactly does an entry-level software sales representative do day-to-day?

The most common industry title for an entry level software sales role is called a Sales Development Representative (SDR).

You may also see the titles Business Development Representative (BDR) or Inside Sales Representative (ISR) used interchangeably with SDR, though sometimes, there may be slight differences in seniority or the types of customers you focus on.

Typically, the job duties of an SDR  are split into three key areas:

1. Prospecting: Understanding your ICP, developing customer personas and conducting research

2. Cold Outreach: Personalising outreach to your leads via calls, emails and Linkedin

3. Admin: Logging calls, following up with leads

For most entry-level software sales positions, your main objective will be to book discovery calls or product demo calls for the Account Executive you work with (a more experienced sales team member). 

Account Executives are responsible for ultimately closing the sale, though in some cases, an entry-level salesperson will still be involved in the discovery call.

This article dives deeper into what these three key areas of responsibility look like👇