Sales Development Representative (Europe)

Patchstack is looking for a driven Sales Development Representative to fuel our rapid growth. If you're passionate about outbound prospecting, love qualifying leads, and enjoy working in a dynamic startup environment, this role is for you!

This is a fully remote role, but you should be based in Europe, and your time zone should be UTC-1 to UTC+3.

What is Patchstack?

We are a group of people passionate about open-source software, protecting website owners and developers from hackers.

We do this by helping them identify & patch vulnerabilities in their WordPress sites. We also run a community of ethical hackers and security researchers who help us find and patch these vulnerabilities in open-source components.

What we do

• We provide a SaaS solution to detect and virtually patch plugin vulnerabilities.
• We run a community-driven bug bounty platform (Patchstack Alliance) to nurture a community of independent security researchers behind the WordPress ecosystem.
• We maintain an open and free WordPress vulnerability database
• We provide vulnerability information to some of the biggest WordPress hosting companies
• We provide professional code review and security auditing to WordPress plugins

Who are we looking for?

As a Sales Development Representative (SDR), you'll be the first point of contact for our future customers, playing a critical role in our revenue growth strategy. Your primary focus will be generating qualified opportunities through strategic outbound prospecting and booking high-quality meetings for our Account Executive team. You'll be essential in building our pipeline and supporting our ambitious goals.

You will report to the Head of Partnerships and work closely with our AE to ensure seamless handoffs and consistent messaging across our sales process.

Key Responsibilities

• Research and identify key decision-makers at target accounts using our Ideal Customer Profile (ICP).
• Generate a consistent flow of qualified opportunities to support revenue targets.
• Conduct targeted outbound prospecting with personalized outreach messaging that resonates with specific segments.

• Conduct discovery conversations to qualify inbound and outbound leads based on established MEDDPIC criteria.
• Schedule qualified meetings and demos for the Account Executive, ensuring proper context and expectations are set.
• Follow up persistently and professionally with prospects to advance conversations.

• Gather competitive intelligence and market feedback during prospect conversations.
• Identify trends in prospect objections and relay insights to sales and marketing teams.
• Contribute to the development of sales playbooks and messaging frameworks.
• Maintain accurate prospect data and activity tracking in HubSpot.

Requirements

Key requirements

• 2-4 years of experience in B2B SaaS/PaaS sales or business development (experience in security solutions or hosting is a plus).
• English proficiency.
• A proven track record of consistently meeting or exceeding activity and conversion metrics.
• Strong negotiation, communication, and presentation skills.
• Experience with sales tools, including HubSpot Sales Pro, LinkedIn Sales Navigator Advanced, and other sales automation platforms (Apollo, Clay, etc).
• Self-motivated and comfortable with high-volume outbound prospecting activities.
• Resilient mindset with the ability to handle rejection and maintain positive energy.
• Strong organizational skills and attention to detail in CRM data management.
• Comfortable working remotely and traveling occasionally for events.

Nice-to-Haves:

• Familiarity with MEDDPIC.
• Familiarity with WordPress, web hosting, or security solutions.
• Cold-calling experience with complex B2B sales cycles.
• Previous experience in a fast-growing startup environment.
• Understanding of technical concepts related to web security or hosting.
• Previous remote work experience.

Benefits

• €35,000 - €45,000 base salary
• €55,000 - €75,000 - OTE
• Highly impactful work
• No corporate environment
• Opportunity for skillset growth through encouraged professional development
• Paid training for work-related personal development
• Paid time off (28 days vacation a year + 3 health days + public holidays)
• Full-time remote work in a globally distributed team
• Co-working space membership or WFH equipment for a home office.
• Fitness club or a local gym membership
• Annual company retreat
• Awesome team members!