Sales Development Representative

In a nutshell

This SDR role is built differently - harnessing tech to power your success. BrightLocal is an AI powered company and here AI does the heavy lifting on research, list-building and first-draft outreach, so your time is focused on the high impact work; judgement calls, qualification and the conversations that actually convert.

You'll sit within our Sales team, reporting to the Outbound Senior Sales Executive, and play a pivotal role at the very start of the customer journey. Working across both inbound and outbound, you'll engage prospects who already know us (trialists, high-intent leads and existing customers) while proactively reaching good-fit companies who don't. Through multi-channel outreach across email, phone and LinkedIn, you'll create qualified opportunities for our Account Executives to close.

This is a great opportunity to continue to build your sales career: you'll get extensive training on SEO, AEO, local search and the BrightLocal platform, plus an uncapped commission structure that rewards outbound especially well. You'll work closely with colleagues across Marketing and Sales, including our teams in the US, Ukraine and the Philippines.

What you'll be doing

Working the warmest leads first

• Work free-trial and ICP lead-scored lists, using audit results and intent signals to personalise outreach and book qualified first calls.

• Qualify against BANT, industry fit and CMS, so the calls you book are worth an Account Executive's time.

• Be the fast, human follow-up on high-intent inbound interest.

Growing existing accounts

• Reach out to existing customers who are a good fit for BrightLocal's Services and subscription upgrades.

• Run tailored sequences that book qualification calls and grow revenue from customers who already trust us.

Converting warm signals

Our free Local AI Visibility Checker generates a steady stream of high-intent sign-ups, triaged by AI and surfaced to you in HubSpot.

• Work the highest-value sign-ups into booked meetings.

• Follow up on anonymous website visitors, using IP and buyer-intent signals to open conversations with the right contacts.

Building outbound pipeline

• Prospect into good-fit companies who don't yet know BrightLocal, suited to our subscription packages, Local AI visibility tracking and Services.

• Build targeted sequences into lookalike industries where BrightLocal over-indexes, using firmographics and AI tools to make a genuinely impactful first conversation.

• Use location audits and AI research to tailor outreach, rather than sending generic templates.

Keeping the pipeline healthy

• Manage and qualify leads through the Leads pipeline in HubSpot, keeping records clean and hand-offs seamless.

• Run high-quality, multi-channel cadences, using AI for research, enrichment and speed-to-lead, and feed insights back to improve conversion.

What we're looking for

Essential

• Confident in communicating by phone, email and LinkedIn, and able to build rapport with a stranger quickly.

• Comfortable working to a personal monthly target, in a target-driven, commission-based role.

• Organised enough to manage a CRM pipeline without leads slipping through the cracks.

• Able to use AI tools to speed up research and drafting, while keeping messages personal and human.

• Curious about how local businesses win customers, and willing to learn SEO, AEO and local search from scratch.

• Resilient and able to keep momentum across outbound prospecting as well as inbound follow-up.

• A genuine team player who'll work closely with colleagues across Marketing, Sales.

• Able to prioritise across multiple lead sources without losing quality on any of them.

Nice to have

• Previous experience in a sales, business development or customer-facing role.

• Direct experience with HubSpot or a similar CRM.

• An interest in, or exposure to, SEO, local search or digital marketing.

The type of person who thrives here

• Curious: you want to know why a sequence worked, not just that it did.

• Resilient: a no doesn't put you off the next call.

• Coachable: you take feedback and use it.

• Judgement-led: you know AI can write the first draft, but you decide what's actually worth sending.

• Target-driven: a monthly number motivates you rather than intimidates you.

• Collaborative: you're quick to share what's working with the wider team.

• Ambitious: you want a genuine track record in sales, and you push yourself to hit and beat your number rather than just tick along.

The Perks (The important details)

• Salary: Dependent on experience

• Commission: uncapped, paid monthly on every qualified lead you generate.

• Company bonus: every team member takes part in our company bonus scheme, linked to targets.

• Working pattern: flexible working-from-home options, working US-aligned hours (12pm to 8.30pm UK time) alongside the rest of the Sales team.

• Holiday: 25 days' annual holiday, plus bank holidays, plus your birthday off!

• Duvet days: 3 duvet days per year

• Healthcare: private healthcare and Vitality rewards for every team member.

• Working abroad : work abroad for up to four weeks a year.

• Training & coaching : regular sales coaching plus extensive local search marketing training, with the team attending conferences and training together.

• Learning & Development : £1,000 annual personal learning budget

• Working environment : A friendly, supportive team with a strong, people-first culture

• Growth units : Global long term incentive plan*

*Participation is subject to eligibility and plan rules, and any payout is not guaranteed.

Our commitment to inclusion

At BrightLocal, we believe the best ideas come from diverse perspectives.

We are proud to be an equal opportunity employer, and we are committed to building a team where everyone feels welcome, supported, and able to do their best work. When people feel they belong, great things happen.

We strongly encourage applications from women and underrepresented groups in our industry. If this role excites you, but you do not meet every single requirement, we would still love to hear from you. Research shows that some people are less likely to apply unless they meet 100% of the criteria. Your experience, perspective, and potential matter more than ticking every box.

We are open to flexible working arrangements and are happy to make reasonable adjustments at any stage of the recruitment process. If you need anything to feel comfortable and confident applying, just let us know. We are here to help.