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About the Role
As a Sales Development Representative at Poka, you will be the first point of contact with potential customers in North America. Your role goes far beyond simple lead qualification: you will act as an educator and evangelizer, building understanding of Poka's value, mapping stakeholders, and ensuring opportunities progress with momentum. By combining outbound hunting, strong research, and proactive inbound follow-up, you will help create and advance a high-quality pipeline that fuels Poka's growth.
Responsibilities
- Research and map prospects by identifying high-potential accounts and stakeholders, and building strong knowledge of their industry, challenges, and priorities to personalize outreach and accelerate consensus.
- Drive outbound prospecting, uncover new opportunities, and build a high-quality pipeline, which is the core focus of this role.
- Own inbound follow-up by responding promptly to marketing-generated leads with tailored messaging, ensuring timely engagement and qualification.
- Execute outreach with discipline, meeting and exceeding weekly activity goals across calls, emails, and LinkedIn, while tracking key metrics to optimize performance.
- Perform lead qualification through structured conversations that uncover pains, map stakeholders, and apply sales frameworks effectively.
- Educate and evangelize prospects using Poka's product and persona expertise to reframe operational issues into business outcomes and build credibility.
- Build pipeline momentum by multithreading, re-engaging stakeholders, and rigorously driving next steps to ensure SQLs don't stall.
- Collaborate closely with Account Executives for seamless handoff, while continuing to support multi-threading and nurturing until opportunities advance.
Requirements
- 2+ years in Enterprise B2B sales (SDR, AE, or Account Manager), ideally in industrial or enterprise SaaS/software.
- Exceptional communication and presence: clear and persuasive communicator with strong active listening skills in English.
- Ability to adapt messaging from frontline workers to executive leaders, building credibility at all levels.
- Outbound-driven: energized by cold calling, thriving in outbound sales, and taking pride in building new conversations from scratch.
- Team player: actively contribute ideas to improve processes and messaging within the SDR team, and collaborate cross-functionally to strengthen Poka's outbound program.
- Skilled at researching accounts and personas, and reframing insights into compelling business narratives that resonate across stakeholders.
- Familiarity with sales technology tools such as Salesforce, Outreach, ZoomInfo, and LinkedIn Sales Navigator is a plus.
- Experience with buyer intent signal tools like 6Sense is highly valued.
- An understanding of English is essential for company-wide meetings and internal communications.
- English is the primary language for communicating with clients and partners.
Skills
- Communication
- Active listening
- Sales
- Outbound sales
- Research
- Storytelling
- Salesforce
- Outreach
- ZoomInfo
- LinkedIn Sales Navigator
- 6Sense
Location
- North America
- Québec City
- Montréal
Work Type
- Hybrid
- Remote
Experience Level
- 2+ years
Benefits
- Generous vacation policy
- Additional paid days
- Charity day
- Group insurance from day one (dental, medication, disability, travel, etc.) with employer contributions
- Access to telemedicine
- Employee Assistance Program (EAP)
- Retirement savings plan with employer contributions
- MacBook Pro
- $500 home office allowance upon hiring
- Generous annual learning and development budget
- Rewarding employee referral program
- Snacks available in offices (fresh fruits, snacks, pastries, coffee, tea, etc.)
About the Company
- Poka is changing how the world's industrial teams work by capturing the knowledge of their best people and putting it in every operator's hands.
- Our connected worker platform is purpose-built for manufacturing and the wider industrial world, with industrial AI inside the shift, not on top of it.
- We support global leaders like Nestlé, Bosch, Mars, and Danone across 3,000+ sites in 70+ countries.
- Poka is a fast-growing part of the IFS family.
- Manufacturers are under pressure to capture the knowledge of a retiring workforce, onboard new people faster, and get AI onto the floor in a way operators actually use.
- Poka is one of very few platforms that does all three, already trusted at 3,000+ sites.
- You'll open the door to those conversations with the reach of IFS behind you and the pace and ownership of a growth-stage company.