Sales Development Representative, EMEA

This is a hybrid position requiring in-office attendance one day per week at our London office. Candidates must reside within a commutable distance to be considered.Fullstory is a leading behavioral data platform focused on reshaping how businesses interact with their online audiences. Through advanced technology and data analytics, we help companies harness the power of their digital platforms to deliver exceptional user experiences. Committed to innovation, Fullstory is changing how organizations connect with customers, driving growth and success in the digital age.As a Sales Development Representative, you will be responsible for generating qualified pipeline through a strategic mix of outbound prospecting and timely follow-up on marketing-generated inbound leads. You’ll take ownership of a defined territory, building structured outbound plans across target accounts while ensuring high-quality engagement with prospects who have shown interest through marketing channels.This is a highly input-driven role. Success comes from consistent daily execution, from calls and personalized emails to finding creative ways to engage our prospects, account mapping, and disciplined speed-to-lead follow-up. You’ll manage clear KPIs across both outbound activity and inbound conversion, focusing on turning engagement into qualified opportunities.You will collaborate closely with Account Executives to align on target accounts, share account insights, and build coordinated outreach strategies across buying groups. By combining proactive prospecting with thoughtful inbound qualification, you’ll play a key role in creating scalable, repeatable pipeline growth.If you’re organized, commercially curious, and motivated by turning structured activity into meaningful pipeline impact, we’d love to hear from you.In a typical day, you might:Execute structured outbound prospecting across your target account list using phone, email, LinkedIn, and other creative engagement channelsResearch accounts and map buying groups to identify the right personas and personalize outreach effectivelyFollow up with marketing-generated inbound leads within defined SLAs, qualifying interest and uncovering painCollaborate with Account Executives to align on territory strategy, share insights from prospect conversations, and refine account plansTrack activity, pipeline contribution, and conversion metrics, continuously optimizing your approach based on performance dataUse our sales and AI-enabled tools (Outreach, Nooks, Gemini, Salesforce, 6sense) to prioritize accounts, personalize outreach, and maintain accurate CRM hygieneHere's what we're looking for:1+ year experience in a Sales Development or similar quota-carrying role within SaaS, or relevant transferable experience in a target-driven, client-facing environmentProven success in a KPI-driven environment, with consistent delivery against activity, meeting, and pipeline targetsExperience executing structured outbound prospecting and engaging mid-level to senior decision-makersStrong organizational skills with the ability to manage territory priorities, inbound SLAs, and outbound strategy simultaneouslyClear, confident communicator who can ask thoughtful questions, handle objections, and translate complex concepts into meaningful conversationsThe impact you will have in 6 months:Fully ramped and consistently delivering against activity, meeting, and pipeline targets across both outbound prospecting and inbound conversionOperating with clear ownership of your territory and running structured outbound plays, aligning closely with your Account Executive, and contributing meaningful, qualified pipeline to the businessThe impact you will have in 12 months:Recognized as a high-performing SDR, consistently generating qualified pipeline and operating with confidence across both outbound prospecting and inbound engagement.Contributing to the broader SDR team by sharing best practices, refining outbound plays, and supporting a cultu ... (truncated, view full listing at source)