Sales Development Coordinator - SDR [Remote-BR]

About the Role

We are looking for a Sales Development Coordinator who is data-driven and passionate about building scalable pipeline generation engines. In this role, you will lead and optimize our SDR/BDR operation across Inbound, Outbound, and VAR Channel motions, helping transform qualified demand into high-quality sales opportunities. Operating in the cybersecurity market and engaging with C-level technical buyers, including CISOs, you will drive process excellence, coaching, funnel optimization, and operational efficiency to maximize pipeline generation and revenue growth.

Key Responsibilities

Sales Development Operations: Lead and optimize SDR/BDR activities across inbound, outbound, and channel-generated leads, ensuring a scalable and predictable pipeline generation process.

Funnel Performance & Analytics: Monitor key funnel metrics, identify conversion bottlenecks, and leverage CRM data and dashboards to continuously improve pipeline performance.

Playbook & Outreach Strategy: Develop, test, and standardize multi-channel prospecting playbooks, cadences, messaging frameworks, and persona-based outreach strategies tailored to technical decision-makers.

Coaching & Enablement: Conduct regular call reviews, provide structured coaching, implement qualification methodologies (such as MEDDICC-lite and SPIN), and continuously improve team performance.

Cross-Functional Alignment: Partner closely with Marketing, Sales, and Channel teams to ensure efficient lead routing, SLA compliance, campaign attribution, and accurate pipeline reporting.

Performance Management: Track team KPIs, analyze productivity and conversion trends, establish improvement plans, and ensure consistent execution against pipeline generation goals.

Requirements

Strong experience as a top-performing SDR/BDR, SDR Team Lead, Sales Development Manager, or similar leadership role within B2B SaaS.

Hands-on experience managing both inbound and outbound prospecting motions.

Strong analytical skills with experience using CRM platforms (Salesforce, HubSpot, or similar), sales engagement tools, and reporting dashboards.

Deep understanding of pipeline generation, lead qualification, conversion metrics, SLA management, and sales funnel optimization.

Experience building playbooks, qualification frameworks, coaching programs, and scalable sales processes.

Excellent communication, coaching, and stakeholder management skills.

Advanced English.

Nice to Have

Experience in Cybersecurity, Identity Security, or enterprise software sales.

Familiarity with complex B2B sales cycles involving CISOs, IT leaders, or Security decision-makers.

Experience working with VARs, Channel Partners, or indirect sales models.

Background running structured A/B testing for messaging, cadences, and outbound strategies.

What we offer:

Hiring Model: “CLT”;

Health Insurance (no employee co-payment);

Dental Insurance (no employee co-payment);

Meal benefit | CAJU card (R$1,210.00/month);

Home office allowance (R$100.00/month);

Wellhub (Gympass);

Birthday off;

English classes 100% covered by the company;

ALURA access for technical and personal/professional development courses;

All necessary equipment to perform your activities;

100% remote position, with the possibility to visit the São Paulo (Pinheiros) office when desired.