Sales Development Representative at Enterprise
Generates and qualifies opportunities through outbound and inbound prospecting, feeding the Account Executives' pipeline.
In LATAM enterprise, personal relationships remain decisive
Procurement processes can take twice as long as in Anglo markets
Internal coordination is as critical as customer-facing skills
Ideal OCEAN+ Profile
At enterprise companies (201-1000 employees), openness to trying new channels and sales strategies
At enterprise companies (201-1000 employees), discipline in pipeline management and follow-up
At enterprise companies (201-1000 employees), the energy to build relationships and close deals
At enterprise companies (201-1000 employees), the balance between assertive persuasion and active listening
At enterprise companies (201-1000 employees), resilience in the face of constant rejection and long sales cycles
At enterprise companies (201-1000 employees), building long-term relationships with clients
Strengths and Red Flags
Strengths
- High-cadence outbound prospecting
- Rigorous lead qualification using BANT/MEDDIC frameworks
- Navigating complex buying committees by mapping stakeholders, sponsors, and economic decision-makers
- Managing 6-18 month sales cycles without losing energy or momentum
Red Flags
- Abandons follow-up after the first rejection
- Fails to log activity in the CRM consistently
- Pushes the client at the wrong moments in the buying cycle, damaging the relationship
- No experience with enterprise procurement or negotiations with legal departments
Interview Questions
Describe a typical week of prospecting: how many contacts do you attempt, which channels do you use, and how do you prioritize who to contact first?
Evaluates: Conscientiousness and work structure
Tell me about a hard-to-reach prospect you managed to convert into a qualified meeting. What did you do differently?
Evaluates: Creativity and persistence
Describe the most complex enterprise deal you led. How many stakeholders were involved?
Evaluates: Managing complex buying processes
How do you build a business case for a CFO who wasn't part of the discovery meetings?
Evaluates: Translating technical value into financial language
More about Sales Development Representative
Career path, personality archetypes and similar roles in the full profile.
This Role in Other Contexts
Sales Development Representative — base profile with no company context
View profile → Startup (1-50 employees)In LATAM startups, the Sales Manager is often also the first AE
View profile → SMB (51-200 employees)In LATAM SMBs, the Sales Manager reports directly to the owner or CEO
View profile → Global (1001+ employees)Must be able to sell upward to HQ in addition to managing local markets
View profile →Does your next Sales Development Representative at Enterprise (201-1000 employees) match this profile?
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