Sales Development Representative (Enterprise & IoT)

About the Role 

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

This is not a transactional SDR role. You’ll work in an account-based, allbound motion that combines qualification with highly targeted outbound into complex, multi-stakeholder buying groups. Your focus will be on generating high-quality pipeline for high-ACV opportunities across long, technical sales cycles. 

The IoT connectivity market is evolving fast. Legacy carriers, hyperscale's, and commodity providers are all competing for the same customers. The teams that win are the ones that can engage the right buyer with the right technical and commercial relevance at the right moment. 

You’ll engage Heads of Product, VPs of Engineering, and IoT or connectivity leaders 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 and tuned it out. Earning their attention takes research, creativity, technical curiosity, and the willingness to pick up the phone when email is not enough. 

We’re looking for someone who genuinely enjoys being on the phone, uses AI as a core part of how they work, and stays creative and resilient when the first sequence does not land. The right fit is energized by building, excited by a complex market, and motivated to help define what great looks like. 

Your Role: 

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

• Qualify opportunities based on ICP fit, use case, and stakeholder relevance  

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

• Develop industry-specific messaging and use cases for target accounts  

• Partner closely with Account Executives on account planning and penetration  

• Work with Marketing on events, demand generation, and ABM execution, including feedback loops from the field  

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

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

• Help build and refine repeatable outbound and qualification playbooks 

What We’re Looking For 

• 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 building a function, not just operating within one 

What Success Looks Like 

• Consistent creation 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 contribution to scalable outbound and qualification frameworks 

Must Have 

• 2+ years of outbound SDR or BDR experience in B2B SaaS or technical products or within customer facing role 

• Experience prospecting into mid-market or enterprise accounts  

• Ability to engage both business and technical stakeholders  

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

• Fluent in English and Portuguese,  

• Based in São Paulo, and able to collaborate from our Sao Paolo office 3–4 days a week in a flexible hybrid setup. 

Nice to Have 

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

• Experience selling to technical stakeholders such as Heads of Product or VP Engineering  

• Experience in a founding or early-stage SDR environment