Note: The job is a remote job and is open to candidates in USA. Wikimedia Foundation is the nonprofit organization behind Wikipedia and other free knowledge projects. They are seeking a Sales Development Representative to generate qualified leads and manage the outbound prospecting process for enterprise prospects, playing a crucial role in increasing commercial revenue that supports Wikimedia's mission.
Responsibilities
- Own outbound prospecting for a defined set of verticals (ICP), build and execute high-quality multi-touch sequences across email, phone, LinkedIn, and video
- Research and prioritize target accounts in collaboration with Account Executives, identifying the right stakeholders–product, engineering, legal, finance, procurement–for complex enterprise deals
- Develop tailored outreach messaging that connects each prospect's specific use case to our platform, whether that's enriching LLM training data, powering search, or building knowledge intensive products
- Build toward clear pipeline generation targets: qualified meetings booked and opportunities created, tracked monthly and quarterly
- Run initial discovery calls to understand prospect needs, data use cases, technical requirements, and organizational structure
- Qualify opportunities using a structured framework (MEDDIC) and hand off to Account Executives with a thorough, well documented summary
- Ask insightful and qualifying questions about technical integration and API workflows; partner with Solutions Engineers when deeper technical dialogue is needed
- Advanced HubSpot user and admin–comfortable building and managing outreach sequences, drip campaigns, pipelines, reports, and automated workflows from day one
- Iterates on sequences and templates using A/B testing, open-rate data, and conversion metrics
- Produces weekly activity reports that go beyond the numbers: what's working, what isn't, and where deals are (or aren't) moving in the pipeline
- Collaborate closely with Account Executives, Product, and Marketing to align on target accounts, messaging, and campaign follow up
- Feed competitive intelligence and prospect feedback back into the GTM playbook with conversations as a direct source of market signal
- Stay current on the enterprise data landscape: AI/ML training data, knowledge graphs, search infrastructure, and open-data ecosystems
Skills
- 2 to 4 years of experience in a B2B SDR, BDR, or inside sales role, ideally selling SaaS, data products, APIs, or developer platforms to enterprise accounts
- Demonstrated track record of meeting or exceeding outbound pipeline targets in a structured, metrics driven environment
- Advanced HubSpot proficiency: you've built sequences, managed workflows, created custom reports and dashboards, and can onboard colleagues on best practices
- Ability to engage both technical (engineering, data science) and business (product, legal, procurement) stakeholders with contextually appropriate messaging
- Strong written communication skills; you can craft a crisp, personalized cold email that earns a reply
- Alignment with Wikimedia's open knowledge mission, why it matters, and why it differentiates us in the market
- Experience at a nonprofit, mission driven organization, or open-source company
- Proficiency with additional sales tools: Apollo, LinkedIn Sales Navigator, Outreach, Gong
- Experience with MEDDIC, SPIN, or other enterprise qualification methodologies
Benefits
- Fully remote first culture with flexible working hours; US time zone strongly preferred
- Generous benefits: comprehensive health coverage, 401(k) with employer contribution, paid parental leave, and more
- Annual professional development budget to support your growth
- A defined promotion path to Account Executive. This role is designed for someone ready to grow into a full cycle sales career
Company Overview