Sales Development Representative - EMEA UKI
Role Summary
Our mission at HubSpot is to help millions of organizations grow better.
As a member of HubSpot's Sales Development organization, you'll be part of a team that owns early pipeline creation in HubSpot's downmarket sales motion. Depending on business need, new SDR hires may begin in an inbound chat motion - handling real-time chat qualification - before transitioning into the outbound SDR role described below.
Through thoughtful qualification conversations, you'll determine whether an opportunity is a strong fit, create qualified pipeline for the Small Business Sales team, and ensure every meeting you book is positioned for success. Moreover, you'll support the entire Small Business Sales organization through a 1:many qualification model. Rather than partnering with a single seller, you'll create qualified pipeline for the broader sales team, making consistent judgment and qualification quality critical to scaling customer growth.
This role is designed for individuals who want to build a long-term career in sales through measurable business impact and continuous development.
What You'll Do
- Start in an inbound chat motion if assigned based on business need, handling real-time chat-based qualification conversations before transitioning into the full outbound SDR role
- Own your pipeline by managing your queue, prioritizing high-intent opportunities, and consistently meeting or exceeding performance goals.
- Evaluate inbound buying signals to distinguish genuine purchase intent from early research or low-fit demand using sound business judgment.
- Engage prospective customers through high-quality phone conversations to understand their goals, challenges, and whether HubSpot is the right solution.
- Create qualified pipeline by scheduling meetings, documenting complete qualification context in the CRM, and setting clear expectations for both customers and sellers.
- Support the Small Business Sales organization by delivering high-quality opportunities that enable Account Executives to focus on closing.
- Maintain strong work rate and responsiveness by working prioritized demand within established service level agreements (SLAs).
- Leverage AI-powered prioritization and sales tooling to improve efficiency while applying human judgment to every qualification decision.
- Continuously apply coaching, feedback, and performance insights to improve qualification quality, conversion, and pipeline value.
What You'll Bring
Required Qualifications
- Interest in building a long-term career in B2B sales (This role is the first step in HubSpot's sales career path: Sales Development Representative Business Development Representative Account Executive, so if your focus is split between sales and other paths like customer success, marketing, operations, etc, this role likely won't be the best fit.)
- Strong verbal communication skills and confidence speaking with business owners by phone
- Demonstrated ability to make thoughtful decisions with incomplete information
- A results-oriented mindset with accountability for outcomes, not just activity
- Curiosity about how businesses operate and the challenges customers are trying to solve
- Resilience in a fast-paced, high-activity environment with frequent outreach
- Ability to prioritize work independently and manage competing demands effectively
- Comfort learning and using AI-powered tools to improve productivity and decision-making
- Professional proficiency in English
Nice-to-Have Qualifications
- Previous experience in customer-facing, sales, hospitality, retail, or service-oriented roles
- Familiarity with CRM platforms or sales technologies
- Exposure to SaaS, inbound sales, or demand qualification
- Experience balancing quality and speed in a metrics-driven environment
- Experience with live chat, messaging platforms, or real-time digital customer communication
Where You'll Work
- Location: Ireland
- Work location preference eligibility: Hybrid or Onsite
- Travel/Shift: No shift requirements.
- Language requirements: English
Application Requirements
- Applications must be submitted by Friday, 31st July
- Applications must be submitted in English.
- Cover letters: Not required.
The cash compensation below includes base salary, on-target commission for employees in eligible roles, and annual bonus targets under HubSpot's bonus plan for eligible roles. In addition to cash compensation, some roles are eligible to participate in HubSpot's equity plan to receive restricted stock units (RSUs). Individual compensation packages are determined using objective, role-related criteria, which may include skills, experience, qualifications and other job-related factors.
This resource will help guide how we recommend thinking about the range you see.
Benefits are also an important piece of your total compensation package. Explore the benefits and perks HubSpot offers to help employees grow better.
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