Outbound B2B Sales Executive

Bluegrass Digital is looking for an energetic and organised Business Development Representative to create qualified introductory meetings with organisations that fit our ideal client profile. This is a junior, activity-driven outbound sales role focused on researching prospects, starting conversations and securing meetings for our senior commercial team.

You will use telephone calls, personalised email and LinkedIn outreach to engage technology and business decision-makers. You will not be expected to close complex software or staffing opportunities independently, but you must be confident initiating conversations and following up consistently.

About Bluegrass Digital

Founded in 1999, Bluegrass Digital is a software development and digital solutions company based in Cape Town, working with local and international clients. We design, build and support websites, digital platforms, software applications and mobile apps, and provide technology talent and staff augmentation services.

What you will do

• Research target companies that fit our ideal client profile including South Africa, Europe, US markets based on our ICP.
• Identify relevant technology, digital, product, engineering, delivery, procurement and business decision-makers.
• Build and maintain accurate prospect and contact lists. Organised and structured.
• Run consistent outbound prospecting through telephone calls, personalised emails, LinkedIn and other channels.
• Communicate Bluegrass Digital's services clearly and create interest in an introductory discussion.
• Qualify prospects at an initial level before arranging discovery meetings for the commercial team.
• Follow up prospects consistently and nurture longer-term opportunities.
• Re-engage former clients and dormant prospects where appropriate
• Record all activity, outcomes and next actions accurately in the CRM.
• Report on activity, conversations, meetings, attendance and pipeline contribution.

What we are looking for

• One to three years' experience in outbound B2B sales, telesales, appointment setting, lead generation or business development.
• Confidence speaking to business decision-makers by telephone.
• Clear, professional written communication for personalised email and LinkedIn outreach.
• Strong organisation, persistence and follow-up discipline.
• Comfort working towards measurable activity and meeting targets.
• Experience using a CRM such as Pipedrive.
• Ability to research companies and contacts independently based on ICP.
• A basic understanding of how software, product and technology teams operate and associated roles and terminology.

Useful but not essential

• Previous exposure to software development, digital agencies, IT services, SaaS, technology recruitment or staff augmentation.
• Experience with prospecting and sales-enablement tools such as LinkedIn, Surfe, Data tools

What success looks like

Following an agreed ramp-up period, the primary objective is to secure approximately 20 qualified discovery meetings held each month with prospects that fit Bluegrass Digital's ideal client profile. Success is based on meeting quality and commercial relevance, not simply the volume of bookings.

A qualified meeting should:

• Be with an organisation that fits the agreed ideal client profile.
• Include a relevant decision-maker or genuine influencer.
• Relate to a credible software, digital delivery or technology resourcing need.
• Have a clear purpose and be accepted by the commercial team as suitable for discovery.
• Take place, rather than merely being added to a calendar.

Performance will also consider:

• Consistent and appropriate outbound activity.
• Meaningful prospect conversations initiated.
• Meeting attendance and quality.
• Conversion of meetings into qualified opportunities and pipeline.
• Accurate CRM records and reliable follow-up.

The person who will succeed:

You are proactive, resilient and comfortable with the repetition required in outbound sales. You do not wait for leads to arrive, and you are willing to pick up the telephone. You can follow a process without sounding scripted, take feedback constructively and remain organised across a high number of prospects and follow-ups.

Why join Bluegrass Digital

• Join an established South African software development company with more than 25 years of international experience.
• Gain exposure to local and international organisations and senior business and technology leaders.
• Develop practical experience in B2B technology sales with support from an experienced commercial team.
• Earn performance incentives linked to qualified opportunities and commercial results.

Originally posted on Himalayas