Senior Sales Development Representative

About WSO2

Founded in 2005, WSO2 is the largest independent software vendor providing open source API management, integration, and identity and access management (IAM) to thousands of enterprises in over 90 countries. WSO2's products and platforms—including our next-gen internal developer platform, Choreo—empower organizations to leverage the full potential of artificial intelligence and APIs for securely delivering the next generation of AI-enabled digital services and applications. Our open-source, AI-driven, API-first approach frees developers and architects from vendor lock-in and enables rapid digital product creation. Recognized as leaders by industry analysts, WSO2 has more than 800 employees worldwide with offices in Australia, Brazil, Germany, India, Sri Lanka, the UAE, the UK, and the US, with over USD100M in annual recurring revenue. Visit https://wso2.com to learn more.

About the Role

As a Senior Sales Development Representative (SDR) at WSO2, you will be a strategic engine behind our North American expansion. You aren't just the first point of contact — you are a consultant who identifies high-value enterprise pain points and maps them to WSO2's solutions. This is a high-impact role for a seasoned professional who excels at outbound and account-based prospecting. You will partner closely with Account Managers and Marketing to penetrate Tier-1 accounts, dismantle gatekeeper barriers, and build a multi-million dollar pipeline.

Key Responsibilities

• Strategic Pipeline Generation: Execute outbound strategies (cold calling, email, and LinkedIn) to engage C-level executives and tech/engineering leads within the North American market.
• Account-Based Outreach: Move beyond batch and blast to develop highly personalized, research-driven outreach for targeted enterprise accounts.
• Advanced Qualification: Conduct deep-dive discovery calls to uncover technical and business pain points, ensuring every meeting booked for the AM team has a high probability of conversion.
• Tech Stack Mastery: Leverage sales stack (Salesforce, Apollo.io, LinkedIn Sales Navigator, ZoomInfo, etc.) to automate workflows while maintaining a human-first approach to prospecting.
• Market Intelligence and Industry Trends: Stay ahead of the curve on cloud native trends, digital transformation, and the competitive landscape to position WSO2 as the superior alternative to legacy middleware.
• Cross-Functional Collaboration: Partner with Account Executives to ensure smooth handoffs. Act as a bridge between Marketing and Sales. Provide boots on the ground feedback from field events to refine outbound campaign messaging and lead-scoring criteria.
• Continuous Optimization: Regularly assess outreach strategies and tactics, using real-time performance metrics to optimize your approach, maximize lead conversion rates, and contribute to the overall success of the sales team.

Qualifications, Skills and Relevant Experience

• Experience: 3-5+ relevant years in a high-growth B2B SaaS environment, specifically in SDR, BDR, or Inside Sales roles.
• Communication: Exceptional verbal and written English skills. You can write a concise, compelling cold email that stands out in a crowded CxO inbox.
• The North America Edge: Proven experience managing US/Canada time zones and a deep understanding of the North American business culture and communication nuances.
• Resilience and Grit: A self-starter who views no as a request for more information and thrives in a fast-paced, autonomous environment.
• The Track Record: A documented history of generating multi-million dollar qualified pipelines and consistently exceeding monthly/quarterly meeting/pipeline quotas.
• Domain Expertise: Familiarity with APIs, middleware, IAM, AI, or cloud native architectures. You should be comfortable speaking tech with Architects and value with CXO's
• Signal-Based Prospecting: A data-driven mindset. You know how to use intent data and social signals to time your outreach for maximum impact.

In Addition to a Competitive Compensation Package, WSO2 Offers:

• A work culture and environment where we value both hard work AND flexibility.
• A flexible vacation/leave plan that fits your needs.
• Health, dental, and life insurance for you and your family.

Diversity Drives Innovation

We've built our business on a commitment to diversity and inclusion. We believe it's important to foster an environment that values and respects each individual's strengths, perspectives, and ideas. Doing so not only drives innovation; it also ensures that we can create superior experiences for our customers, partners, and employees worldwide. We value the diversity of our team regardless of race, ethnicity, religion, gender, age, national origin, disability, sexual orientation, or veteran or marital status, and we do not tolerate any form of discrimination.