Junior Sales Development Representative (EMEA)

Berlin

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 scal