Sales Development Representative
Job description
A Sales Development Representative role focused on outbound and inbound prospecting to generate new business opportunities for FICO's cloud software products within Financial Services organisations in the UK and France. It is a strategic, target-driven position supporting Key Account Managers.
At a glance
- Work mode
- Remote
- Languages
- French – native, English – native
What you'll do
- Actively identify and research potential customers through outbound efforts, including cold calls, emails, and LinkedIn outreach, leveraging AI tools such as Claude to build comprehensive prospect profiles, generate tailored messaging, and identify key business drivers before making contact.
- Respond to inbound leads and cultivate a strong pipeline by qualifying and converting marketing leads into sales-ready meetings and opportunities for Key Account Managers, using AI-assisted insights to prioritise target accounts, maintain cadence discipline, and ensure leads are qualified against FICO's Platform Capabilities.
- Prospect and contact key decision makers to generate new business opportunities within medium and large Financial Services organisations in the assigned region, focused on the UK and France.
- Maintain and update Salesforce with accurate lead and customer data, ensuring all interactions are effectively and efficiently logged.
- Plan and research to engage prospects through personalised communication and follow-ups, leveraging AI tools to deepen understanding of prospect pain points and match FICO solutions to their specific business challenges and desired outcomes.
- Position FICO's platform value proposition effectively, demonstrating a consultative approach and the ability to handle objections confidently, drawing on solution knowledge, customer success stories, and competitive differentiators to carry credible conversations with prospects.
- Develop extensive solution knowledge and stay updated on industry trends and competitor offerings, using AI tools to continuously deepen expertise and provide detailed insight to prospects.
- Collaborate with Key Account Managers on account and territory strategy, focusing on areas where KAMs aren't currently reaching and sharing AI-generated prospect summaries and meeting briefs for highly contextualised first meetings while working with Field Marketing to refine messaging and lead generation strategy based on campaign performance.
- Exercise resilience and self-motivation to thrive in a fast-paced, results-driven environment, maintaining a no-excuses approach to hitting targets and adapting techniques when facing objections or obstacles.
What we're looking for
- Native French/English speaker with excellent communication skills and a strong capacity to develop relationships quickly over the phone, through email, and social channels.
- Educated to degree standard or have gained the same level of experience operating in a commercial environment.
- Experience of working in a fast-paced commercial environment is essential.
- Ability to perform individually and as part of a high-performing team.
- Effective problem-solving and time management skills with the curiosity and agility to try new outreach angles and adapt when approaches aren't working, combined with the ability to think strategically, critically, and leverage data in decision-making.
- Understanding of broad business dynamics and how large, complex companies operate.
- Detailed, motivated self-starter who thrives in complex and challenging environments of a rapidly evolving business, with openness to coaching and continuous learning, receptive to feedback, willing to experiment with new skills, and able to apply newly acquired techniques quickly and consistently.
- Comfort with and curiosity towards AI tools (such as Isaac) as part of day-to-day workflows, including for research, outreach personalisation, and qualification preparation.
- Proficient in MS Office Suite.
Nice to have
- Previous sales experience is desirable.
- Experience in Inside Sales, Sales Development, or Business Development is desirable.
- Experience within financial services or a technology company/prospecting into the technology industry is desirable.
- Experience with Salesforce or similar CRM applications is desirable.
Benefits
An inclusive culture strongly reflecting our core values: Act Like an Owner, Delight Our Customers and Earn the Respect of Others.
The opportunity to make an impact and develop professionally by leveraging your unique strengths and participating in valuable learning experiences.
Highly competitive compensation, benefits and rewards programs that encourage you to bring your best every day and be recognized for doing so.
An engaging, people-first work environment offering work/life balance, employee resource groups, and social events to promote interaction and camaraderie.
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About FICO
A leading global analytics software company, helping businesses in 100+ countries make better decisions.
FICO (NYSE: FICO) is a leading global analytics software company, helping businesses in 100+ countries make better decisions. FICO Scores are used by 90 of the top 100 US lenders; 4 billion payment cards globally are protected by FICO fraud systems; 3/4 of US mortgages are approved using the FICO Score. FICO is among the world's top 100 software companies by revenue and helps many of the world's largest banks, insurers, retailers, telecommunications providers and other firms reach a new level of success.
Mission
Help businesses use data to improve every choice they make, using advances in artificial intelligence, machine learning, optimization, and much more.
Key facts
- Analytics software
- FICO Scores are used by 90 of the top 100 US lenders.
- 4 billion payment cards globally are protected by FICO fraud systems.
- 3/4 of US mortgages are approved using the FICO Score.
- Among the world's top 100 software companies by revenue.
- Helps businesses in 100+ countries make better decisions.
What they value
- Act Like an Owner
- Delight Our Customers
- Earn the Respect of Others