Sales Development Representative (Maritime… at Alex Staff… · Estonia

Our client is an international TravelTech company developing technology solutions for the global travel industry. The company builds digital products that help businesses streamline and automate complex travel-related operations.

One of the company's key areas is crew travel management for the maritime and aviation industries, where customers need to coordinate frequent and often last-minute travel changes across international teams and locations.

As the company continues to grow, it is building its Sales Development function from the ground up and is looking for a Sales Development Representative (SDR) focused on Maritime & Aviation.

This is a unique opportunity to become the first SDR in the company, help establish the outbound sales process, and build the foundation for a growing SDR team. The role also offers a clear development path toward Account Executive, based on performance and the quality of the pipeline you generate.

The position is fully remote and open to candidates based in the EU.

Your tasks on the position:

• Own a portfolio of named accounts within the maritime or aviation industry

• Research target companies, decision-makers, and relevant business triggers to identify high-potential prospects

• Build and execute personalized multichannel outbound sequences across email, LinkedIn, and phone

• Conduct cold outreach and initiate conversations with operational decision-makers

• Qualify prospects through meaningful two-way conversations and identify genuine business needs and sales potential

• Generate qualified opportunities and hand them over to Account Executives for further development and closing

• Use research and data to personalize outreach rather than relying on generic mass messaging

• Use AI tools for lead enrichment, research, and first-draft outreach, adding your own judgment and personalization before engaging prospects

• Maintain accurate and up-to-date information in the CRM

• Track your pipeline and performance against agreed targets

• Analyze which messages, channels, and approaches generate the strongest conversion

• Share market and prospect feedback with the Sales team and contribute to improving the outbound playbook

• Work closely with Account Executives to ensure smooth opportunity handover and strong pipeline quality

• The role is designed around proactive outbound prospecting rather than inbound lead follow-up

• At least 8-12 months of hands-on SDR/BDR experience in cold outbound sales

• Proven experience generating pipeline through proactive outbound prospecting rather than primarily working with inbound leads

• Ability to demonstrate previous pipeline targets and attainment with specific results or metrics

• Strong research-led prospecting skills and the ability to identify relevant business triggers and build personalized outreach around them

• Recent hands-on experience with cold calling and confidence speaking with prospects by phone

• Experience running outbound sequences across email, LinkedIn, and phone

• Hands-on experience with a CRM such as Salesforce, HubSpot, or Pipedrive

• Experience with prospecting and data-enrichment tools such as Apollo, Clay, or similar platforms

• Strong CRM discipline and understanding of the importance of accurate pipeline data

• Ability to work independently and stay productive in a remote-first environment

• Research-driven and personalized approach to prospecting

• Strong communication skills and a positive, confident phone presence

• Fluent business English

• Current location within the European Union

• Ability to work extended hours several days per week to provide overlap with US Eastern business hours, which may mean working until approximately 19:00-21:00 local time

• Availability for a full-time contractor role

Will be an advantage:

• Previous experience in the maritime, aviation, or travel industry

• Experience selling B2B SaaS solutions to mid-market or enterprise customers

• Understanding of crew travel, fleet operations, manning agencies, flight departments, or other operational travel environments

• Experience using LinkedIn Sales Navigator, lemlist, or similar sales engagement tools

• Experience incorporating AI tools into prospect research, enrichment, or outreach workflows

• Knowledge of additional languages besides English

• Previous experience helping build or improve an outbound sales process or playbook

• Fully remote work format within the EU

• Opportunity to become the first SDR in the company and help build the outbound sales function from the ground up

• Clear career development path toward an Account Executive position based on demonstrated performance and pipeline quality

• Opportunity to work in the international TravelTech industry with specialized Maritime & Aviation markets

• Exposure to international B2B customers and complex operational use cases

• High level of ownership and the opportunity to directly influence the company's outbound sales strategy and playbook

• Modern sales environment with access to CRM, prospecting, data-enrichment, and AI tools

• 25 days of annual leave plus 10 public holidays, which can be used flexibly according to the candidate's country

• Sick leave and special leave options

• Full-time B2B contractor engagement with an international company