Sales Development Representative (SDR) Location: Sydney, Australia ABOUT JOSYS Josys is a modern AI-native identity security and governance platform. Enterprise AI adoption has made identity the fastest-growing attack surface, and the hardest to govern. Josys discovers, governs, and secures every identity - human, machine, and AI agent - across every application in the enterprise, allowing security and IT teams to surface risk, control access, and remediate identity threats in real-time. Trusted by over 1,000 organizations and MSPs worldwide, Josys turns identity from the fastest-growing attack surface into an autonomously governed advantage. For more information, visit josys.com. OVERVIEW As a Sales Development Representative at Josys, you'll be the first voice prospects hear — responsible for driving outbound prospecting and qualifying inbound leads across the Australian market. This role sits at the growth edge of our APAC expansion, where every conversation you initiate can open the door to a new enterprise customer. Success here means consistently booking high-quality meetings for Account Executives, maintaining a sharp and well-researched pipeline, and continuously refining your outreach through data and fast iteration. ROLE EXPECTATIONS * Run high-volume, high-quality outbound prospecting across cold calling, email, and LinkedIn — using AI-powered sequencing and personalisation tools to dramatically increase relevance and reply rates at scale. * Qualify inbound leads with speed and rigour, accurately assessing fit against target criteria and ensuring seamless, well-briefed handoffs to Account Executives. * Research and map target accounts — typically companies with 200–5,000 employees — identifying key decision-makers across IT, Security, Procurement, and Operations using AI to compress research time and surface sharper insights. * Build and execute multi-channel outreach sequences using Salesforce, HubSpot, LinkedIn Sales Navigator, Lusha, and Smartlead, maintaining a healthy and well-structured pipeline at all times. * Partner closely with Account Executives to align on account strategy, refine messaging, and maximise conversion from first touch to booked meeting. * Track all activity and outcomes meticulously in CRM, then use that data — alongside AI-assisted analysis — to identify what's working, cut what isn't, and continuously improve conversion at every stage. * Handle objections with confidence and curiosity, turning resistance into dialogue and building genuine interest in how Josys solves real SaaS management problems. REQUIRED QUALIFICATIONS * Demonstrated success in an SDR or outbound sales role within a SaaS or B2B technology environment — you've hit targets, iterated on what didn't work, and know what a quality pipeline looks like. * Hands-on experience selling into or prospecting Australian businesses, with a clear understanding of local buying behaviours and enterprise decision-making dynamics. * Practical fluency with sales tools including Salesforce, HubSpot, LinkedIn Sales Navigator, Lusha, and Smartlead — you know how to make these work together, not in isolation. * Strong written and verbal communication in English, with the ability to craft outreach that cuts through noise and earns a response. * A genuine learning velocity — you absorb new product knowledge, market context, and feedback quickly, and you adapt your approach without needing to be told twice. * Comfort using AI tools in your daily workflow — for research, message drafting, performance analysis, or anything else that makes you faster and sharper. * An ownership mindset: you track your own numbers, diagnose your own gaps, and don't wait for a manager to tell you what to fix.