Sales & Customer Success Global (1001+ employees)

Sales Development Representative at Global

Generates and qualifies opportunities through outbound and inbound prospecting, feeding the Account Executives' pipeline.

Must be able to sell upward to HQ in addition to managing local markets

High emotional resilience is the strongest predictor of success in global sales

Fluent English with commercial and financial vocabulary is a baseline requirement

Generic profile Startup (1-50 employees) SMB (51-200 employees) Enterprise (201-1000 employees)

Ideal OCEAN+ Profile

Openness 55 Conscientiousness 83 Extraversion 79 Agreeableness 69 Emotional Stability 65 Structure & Rhythm 60
Ideal range
Openness
47 62

At global corporations (1001+ employees), openness to trying new channels and sales strategies

Conscientiousness
75 90

At global corporations (1001+ employees), discipline in pipeline management and follow-up

Extraversion
70 88

At global corporations (1001+ employees), the energy to build relationships and close deals

Agreeableness
60 77

At global corporations (1001+ employees), the balance between assertive persuasion and active listening

Emotional Stability
57 73

At global corporations (1001+ employees), resilience in the face of constant rejection and long sales cycles

Structure & Rhythm
50 70

At global corporations (1001+ employees), building long-term relationships with clients

Strengths and Red Flags

Strengths

  • High-cadence outbound prospecting
  • Rigorous lead qualification using BANT/MEDDIC frameworks
  • Adapting negotiation style and value proposition to local market and culture
  • Managing sales teams distributed across multiple time zones with process consistency

Red Flags

  • Abandons follow-up after the first rejection
  • Fails to log activity in the CRM consistently
  • Assumes a sales model that works in one market translates directly to another
  • Centralizes decisions without empowering local sales leaders

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

In which markets outside your own have you sold directly? What adaptations did you make?

Evaluates: Cultural intelligence and real tactical adaptation

How do you manage the tension between standardizing the sales process and giving local teams autonomy?

Evaluates: Balance between control and decentralization

More about Sales Development Representative

Career path, personality archetypes and similar roles in the full profile.

Career Path Archetypes Similar Roles Case Study

This Role in Other Contexts

Generic profile

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 → Enterprise (201-1000 employees)

In LATAM enterprise, personal relationships remain decisive

View profile →
View all profiles for Global →
Bpo Contact Centers → Retail Ecommerce → All solutions →

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