Strategic Sales Development Representative

OPENTEXT - THE INFORMATION COMPANY OpenText is a global leader in information management, where innovation, creativity, and collaboration are the key components of our corporate culture. As a member of our team, you will have the opportunity to partner with the most highly regarded companies in the world, tackle complex issues, and contribute to projects that shape the future of digital transformation.

AI-First. Future-Driven. Human-Centered. At OpenText, AI is at the heart of everything we do—powering innovation, transforming work, and empowering digital knowledge workers. We are hiring talent AI can't replace to help us shape the future of information management. Join us.

Your Impact:

OpenText has developed global Centres of Excellence for Sales Development to support best-in-class cloud software technology and solutions.

You will be joining a social, high-performing team required to collaborate with peers to effectively attract and qualify prospects evaluating the purchase of OpenText solutions. The successful incumbent will be comfortable cold calling, cold emailing and engaging via social media and video. It is important that you have a strong understanding of B2B lead generation and business development.

If you are energetic, tech savvy, motivated and creative, this position will challenge and enhance your skillset. This is a quota-carrying role for career-minded individuals that offers a strong introduction and foundation for a future role in Sales, Pre-Sales, Solution Consultancy or Leadership within a global software organisation. You will receive best-in-class onboarding, continuous on-the-job coaching and personalised development to support your professional growth.

What The Role Offers:

Outbound Prospecting

• This role supports outbound activity including cold calling, emailing and social outreach into targeted Enterprise Clients and whitespace opportunities.
• Works alongside Commercial Solution Sales Executives and Solution Sales Executives to engage prospective Clients and introduce OpenText solutions.

Inbound Lead Development

• Responsible for following up and qualifying inbound leads generated through campaigns and marketing activity.
• Builds understanding of Client needs and passes qualified opportunities to Commercial Solution Sales Executives.

Opportunity Progression

• Supports early-stage opportunities in partnership with Commercial Solution Sales Executives, Solution Sales Executives and Solution Consultants.
• Maintains engagement with prospects and helps move opportunities through the initial stages of the sales cycle.

Prospecting Activity

• Builds Client relationships through consistent outreach activity across phone, email and social channels.
• Identifies contacts and maintains accurate data using Salesforce and research tools.
• All lead generation activity and progress is tracked and managed within Salesforce and Outreach using approved tools and processes. Commercial SDRs provide regular updates on activity and pipeline contribution.
• Leads are qualified using defined criteria and aligned prospecting processes.
• Commercial SDRs are responsible for partnering with Commercial Solution Sales Executives to develop a territory strategy for discovering, nurturing and qualifying pipeline within Enterprise Clients (>$1B annual revenue). The focus of the role is to identify and engage whitespace opportunities, convert leads into Sales Qualified Opportunities, and contribute to pipeline growth and revenue generation.
• Commercial SDRs are also responsible for working with their Sales and Solution Consultant teams to actively support and progress opportunities through the sales pipeline funnel.
• Their prospecting activity is split between outbound, sales-led prospecting into targeted Enterprise Clients, and following up inbound leads generated from prospect and Client engagement activated by Global Campaigns and Regional Field Marketing. Success in this position is measured by qualified pipeline creation, pipeline acceleration and revenue, with activity-based metrics in place to achieve this outcome.

What You Need to Succeed:

• Ability to achieve activity and performance targets.
• Strong communication skills with the ability to engage and build rapport with prospects.
• Ability to work independently and as part of a team.
• Positive, proactive approach to prospecting and learning.
• Ability to adapt in a fast-paced environment.
• Good organisational and time management skills.
• Goal-oriented mindset with attention to detail.
• Willingness to learn and develop within a sales environment.
• Experience with CRM tools such as Salesforce is beneficial but not essential.

This role is ideal for individuals looking to develop expertise in Enterprise prospecting, whitespace Client development and pipeline generation while building a foundation for a future career in software sales.

OpenText's commitment to diversity and inclusion surpasses legal requirements, evident in our Equal Employment Opportunity Statement of Policy which promotes a respectful and empowering environment for employees of all backgrounds, culture, national origin, race, color, gender, gender identification, sexual orientation, family status, age, veteran status, disability, religion, or other basis protected by applicable laws.

If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please contact us at [email protected]. Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.

Compensation: At OpenText, we offer a thoughtfully designed benefits package that supports your physical, emotional, and financial wellbeing. A summary of those benefits can be found on our Why Join Us page. As you move through the hiring process, we’re happy to provide more details about our compensation programs, including variable and commission compensation opportunities for eligible roles, vacation entitlement, and paid time off. Salary Range: $46,700 - $70,100; Depending on the candidate’s education, experience, skills, geographical location, and alignment with internal equity and external market, actual salary may vary and be higher or lower than the range posted. California Residents: The pay range above is a reasonable estimate of salary based on pay scale, candidate experience, skills, and education. In addition to the comprehensive benefits noted above, the role may be eligible for bonus or commissions. AI Usage Disclosure: As part of our commitment to transparency, we use artificial intelligence (AI) tools to assist in various stages of our recruitment process, including resume screening, candidate matching, interview scheduling, and communications. These tools are designed to improve efficiency, reduce bias, and enhance candidate experience. All decisions regarding hiring are made by qualified human professionals, and we continuously monitor our AI systems to ensure fairness and compliance with applicable regulations.