IMSM

Sales Development Rep

• Spend approximately 70% of time on outbound prospecting and 30% on inbound follow-up of marketing-qualified leads
• Identify, research, and qualify potential clients through prospecting, account research, and networking
• Execute outbound and inbound outreach cadences
• Book qualified discovery calls for Account Executives and Business Development Managers
• Qualify interest, fit, and need on introductory conversations
• Attend trade shows, industry events, and networking sessions
• Participate in training, mentoring, and coaching
• Shadow experienced colleagues in client meetings and pitches
• Maintain accurate CRM records of activity, meetings, outcomes, and sourced pipeline
• Respond to 100% of inbound marketing-qualified leads within 10–15 minutes during business hours
• Make approximately 40–60 calls per day and complete at least 7 contact attempts per marketing-qualified lead or target contact
• Track qualified discovery meetings booked and held and sourced deals in the CRM

Sales Development Representative

Administration

• Report directly to the Head of Client Coordination
• Support day-to-day operations and efficient service delivery across multiple WorkNest Secure service lines
• Coordinate multiple calendars and locations for Offensive Security Consultants
• Manage multiple assessments and client deliverables simultaneously
• Arrange assessments and provide clients with schedules and prerequisites
• Support maintenance of accurate pre-assessment documentation and processes
• Prepare for and conduct a weekly delivery update for the account management team on a rota basis
• Attend team meetings and periodic performance assessments
• Support recruitment and onboarding of Service Delivery team members when needed
• Help achieve monthly billable-day targets for Offensive Security Consulting
• Foster a high-performing, customer-focused team culture
• Work toward KPIs and report updates to the Head of Client Coordination to drive process improvement

Client Administrator

Manager

• Lead operational delivery and client coordination across Data Protection, Cyber Essentials, and Information Security Consultancy
• Ensure services are delivered efficiently, on time, and according to client expectations and contractual obligations
• Monitor service delivery performance, utilisation, and capacity planning
• Collaborate with the Head of Information Security Operations to align delivery performance with strategic objectives
• Line manage Client Coordinators across Data Protection, Cyber Essentials, and Information Security functions
• Conduct 1:1s, performance reviews, and annual appraisals
• Support career development, recruitment, onboarding, and training
• Foster a high-performing, accountable, collaborative, and customer-focused team culture
• Monitor service delivery costs and resource allocation
• Track and report KPIs including utilisation, revenue delivery, client satisfaction, and operational efficiency
• Provide performance insights and reporting to senior leadership
• Collaborate with finance and operations teams on billing accuracy and timely invoicing
• Act as an escalation point for client coordination issues
• Build relationships with consultants, service leads, sales, and finance teams

Sales Development Representative

Client Administrator

Client Coordination Manager