Sales Development Representative (Enterprise & IoT)

Your Role

We’re building emnify’s SDR function from the ground up, and you’ll be one of the first hires helping shape it. This is an opportunity to do more than execute a playbook — you’ll help build one.

As a Sales Development Representative focused on enterprise and IoT, you’ll play a critical role in generating high-quality pipeline across complex, technical sales cycles. This is not a high-volume transactional SDR role. You’ll operate in an account-based, allbound motion that combines qualification with highly targeted outbound into strategic accounts and multi-stakeholder buying groups.

You’ll engage Heads of Product, VPs of Engineering, IoT leaders, and commercial decision-makers at companies building and scaling connected products across mobility, energy, healthcare, industrial, and retail. These are sophisticated buyers who have heard every generic IoT pitch before — standing out requires creativity, relevance, technical curiosity, and persistence.

Working closely with Account Executives, Marketing, and leadership, you’ll help define what great outbound looks like at emnify while building deep exposure to one of the fastest-evolving technology markets globally.

This role is designed for someone who loves prospecting, enjoys being on the phone, embraces AI and modern tooling as part of their workflow, and is energized by building in an ambitious scale-up environment.

Why emnify?

• A flexible, international working culture with colleagues from 20+ nationalities across multiple countries

• The opportunity to join and shape a foundational SDR function at a critical stage of growth

• Exposure to complex enterprise sales cycles, technical stakeholders, and strategic account development

• A collaborative environment where Sales, Marketing, Product, and Customer Success work closely together

• A highly innovative and fast-moving market at the center of global IoT transformation

• Structured onboarding, enablement, and ongoing support designed to help you ramp successfully

• An ambitious growth trajectory with significant opportunities for progression as the business scales

Your Goals

• Generate high-quality enterprise pipeline through strategic outbound prospecting and qualification

• Build meaningful engagement across technical and commercial stakeholders within target accounts

• Help define scalable outbound and qualification frameworks as the SDR function evolves

• Become a trusted partner to Account Executives on account strategy, penetration, and opportunity creation

• Continuously improve messaging, targeting, and workflows using AI, data, and market feedback

Your Impact

• Own outbound prospecting into target enterprise and mid-market accounts

• Qualify opportunities based on ICP fit, use case, stakeholder alignment, and commercial potential

• Run multi-threaded outreach across technical and business buyers, with a strong focus on calling, supported by email, LinkedIn, and events

• Develop industry-specific messaging and use cases tailored to target accounts and verticals

• Partner closely with Account Executives on strategic account planning and penetration

• Work with Marketing on events, ABM execution, and demand generation feedback loops

• Generate pipeline aligned to long sales cycles and high-ACV opportunities

• Contribute to building repeatable outbound and qualification playbooks for the wider business

• Maintain strong CRM hygiene and use data to continuously improve execution and pipeline quality

What We Expect

• You are creative, resilient, and thoughtful in how you engage complex accounts and buying groups

• You genuinely enjoy being on the phone and know how to create momentum in cold conversations

• You are AI-native and use modern tools to improve how you research, personalize, and execute

• You thrive in ambiguity and are energized by helping build a function, not just operating within one

• You are proactive, curious, and motivated by the challenge of opening doors in competitive markets

• You can confidently engage both business and technical stakeholders with credibility and relevance

• You bring strong ownership, accountability, and a desire to continuously improve your craft

What Success Looks Like

• Consistent generation of qualified pipeline, not just meetings booked

• Effective engagement across multiple stakeholders within target accounts

• Strong alignment with Sales and Marketing on account strategy and execution

• Meaningful contributions to scalable outbound and qualification frameworks

• Increasing influence on messaging, process improvements, and SDR best practices as the team grows

Must Have

• 2+ years of outbound SDR or BDR experience in B2B SaaS, technical products, or another customer-facing commercial role

• Experience prospecting into mid-market or enterprise accounts

• Ability to engage both business and technical stakeholders confidently

• Experience using CRM and outbound platforms such as Salesforce, HubSpot, or Outreach

• Native or near-native English and German; Spanish and/or French is a plus

• Based in Berlin, or excited to collaborate from our Berlin office 3–4 days per week in a flexible hybrid setup

Nice to Have

• Experience in IoT, telecom, connectivity, or infrastructure SaaS

• Experience selling into technical organizations or engaging stakeholders such as Heads of Product or VP Engineering

• Experience in a founding or early-stage SDR environment

• Familiarity with account-based sales development strategies and multi-threaded prospecting

Why this might not be a fit

• You’re most motivated by converting warm inbound opportunities rather than proactively building pipeline through outbound prospecting and new business development

• You prefer stepping into highly structured environments with mature systems, established playbooks, and clearly defined processes already in place

• You’re looking for a true “plug and play” sales role rather than one where you’ll help shape processes, test approaches, and contribute to building how we scale

• You’re uncomfortable operating with ambiguity, experimenting with new approaches, or creating momentum independently

• You prefer relationship management or customer success over the challenge of opening new opportunities from scratch

• You dislike spending meaningful time on the phone or engaging senior stakeholders in cold outreach scenarios