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Pennylane

Sales Development Representative – SME

Pennylane

. Qualify German SME leads based on company profile, accounting and finance tools, pain points, needs, and buying context .

Posted 11/1/2026full-timeBerlin • GermanyJuniorMid-LevelWebsite

Core Competencies

Role fit
Core Competencies

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Demonstrates expertise in B2B sales, particularly in qualifying leads and managing customer relationships within the German market. Proficient in Salesforce for tracking and documenting sales activities while maintaining high-quality standards and KPIs.

Highest-signal resume keywords
B2B Sales ExperienceLead QualificationSalesforce ProficiencyNative German LanguageUnderstanding of Accounting and Finance

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills
Lead QualificationSalesforce ProficiencyDiscovery ConversationsCRM AccuracyUnderstanding of Accounting ProcessesUnderstanding of Finance ProcessesSaaS Sales ExperienceFintech Sales ExperienceConsultative Sales SkillsInbound Qualification
Soft Skills
Customer FocusActive ListeningResilienceDisciplineProactive Approach
Industry Keywords
B2B SalesSME SalesGerman MarketSales PlaybookSales Cycle ManagementTax AdvisorsFinance TeamsBusiness OwnersERP ProcessesHigh Lead Volumes

Tech Stack

Tools & technologies
ERPTypeScriptGo

About the role

Key responsibilities & impact
  • Qualify German SME leads based on company profile, accounting and finance tools, pain points, needs, and buying context
  • Convert qualified leads into high-quality, well-matched meetings with Account Executives
  • Ensure clean handoffs and document qualification details, use cases, stakeholders, urgency, current setup, and next steps in Salesforce
  • Follow up by phone, email, and LinkedIn, and re-engage leads who have gone cold or missed appointments
  • Share market feedback, improve messaging, and collaborate with AEs, Marketing, and the Sales team
  • Optional: Own the full sales cycle for self-sign-up drop-offs, including re-engagement, solution presentations, and closing
  • Learn about the product, Ideal Customer Profile, German market context, qualification methodology, Salesforce, and internal sales processes
  • Shadow SDR and AE calls
  • Meet agreed activity and quality standards and KPIs
  • Help shape the German sales playbook and SME go-to-market strategy
  • Report directly to Jacob, Global Head of Sales, SME

Requirements

What you’ll need
  • At least two years of experience in B2B sales, as an SDR/BDR, in Inside Sales, or in a comparable customer-facing role
  • Ideally, experience in SaaS, fintech, accounting software, or a consultative sales environment
  • Ability to conduct strong discovery and qualification conversations
  • Understanding of companies’ accounting and finance setups, as well as their pain points, urgency, and decision-makers
  • High level of ownership, follow-up discipline, and CRM accuracy
  • Ability to manage high lead volumes, maintain clean Salesforce data, and ensure high-quality handoffs to AEs
  • Curiosity, customer focus, and active listening skills
  • Resilience, discipline, and a proactive approach
  • Native or near-native German
  • Business-fluent English
  • Experience with inbound qualification and Salesforce is a plus
  • Understanding of accounting, finance, or ERP processes is a plus
  • Experience selling to tax advisors, finance teams, or business owners is a plus
  • French language skills are a plus

Benefits

Comp & perks
  • Permanent, full-time contract, starting January 1, 2027, or earlier
  • Hybrid working: two days per week in the Berlin office (Monday and Thursday), with flexibility on the remaining days; occasional travel
  • Structured onboarding, including a Sales Academy, buddy program, and shadowing
  • Career development path toward Account Executive, depending on performance and available positions
  • 30 paid vacation days
  • Equity participation
  • Budget for a more comfortable home office
  • Monthly coworking space allowance
  • Access to Busuu to improve your English or French
  • Latest Apple equipment
  • Regular company events, including Tech Days and an annual company retreat
  • International team representing more than 25 nationalities and a well-funded parent company in France