Sales Development Representative
All applicants must have the right to work in the United Kingdom.
Location: It would be great for you to be based in or around Glasgow, within commuting distance of our office - but we are also very happy to consider strong candidates from across the UK Employment: Permanent - Full-time
ABOUT SERVENT
Servent are a ‘born in the cloud’ Microsoft Solutions Partner and an Advanced Azure Partner, who help our customers become ‘modern enterprises' through the adoption of Microsoft Azure and the secure and governed use of AI. We are currently going through a period of growth, and this role will play an important part in the expansion of the business. FY27 marks a deliberate shift for Servent's commercial engine: rather than selling individual pieces of project work, we are building toward selling the destination - the ongoing, recurring relationship - from the very first conversation. This role is being created specifically to help build that engine.
ROLE OVERVIEW
The SDR is a new role at Servent, created to build outbound pipeline and to support the team's ability to convert Microsoft-sourced opportunities. It is a dual-mandate role: roughly 60% of your time will be spent on outbound net-new prospecting against a defined Ideal Customer Profile (ICP), and roughly 40% supporting one of our Solution Directors on Microsoft SME&C (Small, Medium & Corporate) accounts, where fast follow-up and admin discipline directly affect whether opportunities convert. This is a build role, not a follow-the-playbook role. Our sales process, CRM structure and portfolio of front-door offers are all being actively defined this year - you'll have real influence over how outbound prospecting is done at Servent, working closely with the Head of Client Engagement and the wider Solutions Director team.
RESPONSIBILITIES
Outbound prospecting of Enterprise Clients (~60%)
• Identify and engage net-new prospects against Servent's Ideal Customer Profile (ICP) via a mix of outbound calling, email and LinkedIn/social outreach.
• Qualify inbound and outbound leads against agreed criteria before handing off to the relevant Solutions Director.
• Build and manage your own pipeline of qualified opportunities, tracked through to a booked meeting or handoff.
• Once fully ramped, work Servent's dormant/lapsed client list - past clients without a current Solutions Director relationship - as a warm outbound channel.
• Contribute to and help pilot Servent's new front-door offers as they're developed, using them as a lower-friction way into net-new conversations.
Microsoft SME&C support (~40%)
• Support the aligned Solutions Director on Microsoft-sourced SME&C accounts - this segment carries a high volume of admin and follow-up relative to deal size, and timely response is critical to conversion.
• Manage meeting scheduling, lead routing and follow-up cadences on Microsoft-sourced leads.
• Keep opportunity data accurate and current in Dynamics 365 so nothing is lost to poor follow-up.
Pipeline, CRM & reporting
• Log all activity and maintain accurate, up-to-date records in Dynamics 365 (D365) - Servent's sales process and CRM configuration are being actively redefined in FY27, so accurate data entry matters more than usual during this period.
• Report weekly against your KPIs and flag early if your time-split is drifting from the 60/40 target so it can be addressed together with your manager.
• Work closely with the three Solutions Directors to hand off qualified opportunities cleanly, with the right context.
HOW SUCCESS IS MEASURED
Your performance will be tracked through a mix of outcome and diagnostic KPIs, agreed with your manager and reviewed regularly. We differentiate clearly between outbound performance and Microsoft SME&C support, and we protect time for both.
Outbound performance (primary mandate)
Once fully ramped, you will have clear, documented targets for:
• Qualified pipeline (£) generated from outbound activity.
• ICP accounts contacted and meetings booked with the right stakeholders.
• Conversion from first conversation / meeting to qualified opportunity.
• Consistent completion of protected outbound prospecting blocks each week (with a minimum number of quality touches across phone, email and LinkedIn).
• Specific numeric targets will be agreed during onboarding and reviewed regularly as Servent’s commercial engine matures.
Microsoft SME&C support performance
On the SME&C side, success is measured by:
• Speed to first touch on Microsoft-sourced leads (e.g. responding within agreed OLAs).
• Percentage of SME&C opportunities with a clear next step and up-to-date notes in D365.
• SME&C-originated meetings booked and progressed with the relevant Solution Director.
• Zero leads “going dark” due to missed follow-up or poor admin.
Time-split and role health
Because this is a dual-mandate role, we also track:
• Actual weekly time-split vs the 60/40 outbound/SME&C target.
• Impact of SME&C workload on outbound activity and results.
• This time-split is used diagnostically, so we can distinguish between “not performing” and “drowning in SME&C admin”, adjust workload, and protect the outbound focus that the role is being hired for.
ESSENTIAL EXPERIENCE
We're looking for someone who can hit the ground running with minimal ramp-up, so prior exposure to how technology (ideally Microsoft/Azure or cloud) is sold matters more here than in a generalist SDR hire.
• Relevant experience: 1-3+ years' experience in an SDR, BDR or outbound sales role, ideally within the Microsoft ecosystem, cloud/IT services, or a Managed Service Provider (MSP) - direct exposure to Azure, Microsoft 365 or SaaS sales cycles is strongly preferred.
• Proven prospecting ability: A track record of consistent outbound pipeline generation against target, in a role where prospecting was a core, measured part of the job.
• Technical fluency: Comfortable enough with cloud/technical terminology to hold a credible first conversation about Azure-based professional and managed services - full product and portfolio training will be provided, but a working foundation is expected from day one.
• CRM discipline: Practical experience using a CRM to manage pipeline, activity and forecasting; Dynamics 365 experience is a plus but not essential.
• Self-starter: Confident, resilient and highly organised, with the judgement to self-prioritise across a genuinely dual mandate (new business outbound + Microsoft SME&C support) without close day-to-day supervision.
• Scale-up mindset: Comfortable in a small, fast-scaling team where process is still being built - you'll be shaping how prospecting is done here, not inheriting a mature playbook.
• Communication: Excellent written and verbal communication, comfortable engaging both technical and commercial stakeholders at prospect organisations.
OUR VALUES AND BEHAVIOURS
Every role at Servent is expected to live these values - agreed by the Leadership Team at the FY26 Q4 offsite. They apply as much to this role as to any other, and shape how we hire, coach and hold each other accountable.
Clarity Over Comfort - Surface issues early, even when uncomfortable
• Raises risks early, even if the message is unpopular or incomplete
• Challenges vague scope, priorities, or decisions rather than working around them
• Asks direct questions when something doesn't make sense instead of assuming
• Names trade-offs openly (time, cost, quality, risk) rather than hiding them
• Gives honest feedback upward and sideways, not just downward
Ownership Beats Heroics - Clear accountability, no fence sitting
• Takes clear ownership for outcomes, not just tasks
• Clarifies “who owns this” instead of stepping in silently or blaming later
• Fixes problems at the root, not just firefighting symptoms
• Escalates early with options, not late with excuses
• Finishes what they start, even when it becomes hard or messy
Learn Faster than the Market - Continuous upskilling and curiosity
• Actively develops Azure, data, and AI capability beyond minimum requirements
• Shares learning with others, not hoarding expertise
• Experiments safely and reflects on what worked and what didn't
• Stays curious about client context, not just technical solutions
• Challenges outdated practices, even if “that's how we've always done it”
Client Outcomes First - Not just selling, not just delivering
• Frames work in terms of client outcomes, not internal effort or utilisation
• Pushes back on work that won't deliver real value, even if it's billable
• Ensures success criteria are clear before starting delivery
• Balances commercial and delivery realities, not optimising one at the expense of the other
• Follows through after delivery to confirm value was actually realised
Trust with Challenge - Open debate, disagree and commit
• Speaks up respectfully when they disagree, regardless of seniority
• Separates ideas from people - challenges thinking, not character
• Commits fully once a decision is made, even if they argued against it
• Avoids corridor conversations or passive resistance after decisions
• Assumes positive intent, even under pressure or disagreement
This role is for you if:
• You’re already experienced in outbound sales (SDR / BDR) and want more ownership than “just follow the script” – you want to help build the motion, not just run it.
• You’re comfortable picking up the phone, sending targeted outreach and getting told “no” a lot, and you still hit your numbers because you care about quality activity and follow-through.
• You like solving commercial problems in a technical world – you’re curious about Azure and Cloud, and you enjoy talking to both technical and business stakeholders.
• You’re organised and disciplined with your time: you can protect deep-work blocks for outbound while staying on top of a busy queue of Microsoft-sourced leads and admin.
• You prefer small, senior teams over big boiler rooms – you want direct access to Solutions Directors and Leadership, and you’re happy being visible and accountable.
• You get energy from fixing messy processes and CRM data rather than complaining about them, and you see building a clean, repeatable outbound engine as a career step, not a chore.
WHY JOIN SERVENT
• A genuinely new, high-visibility role at the centre of Servent's FY27 growth strategy - reporting directly into the Head of Client Engagement, with a seat at the table as the sales motion is built.
• Real influence over process from day one: the sales process, CRM and portfolio of offers are all being defined this year, and your input will shape them.
• A close-knit, senior team - you'll work directly alongside three experienced Solutions Directors and Servent's Leadership team, not inside a large, siloed sales floor.
• A trusted, established Microsoft relationship and a strong technical delivery reputation to sell into - you won't be prospecting cold on credibility as well as on the account.
OUR BENEFITS
Our people are our strength, and we are immensely proud of our supportive culture. We respect each person and their role in the business, and we aim to create a progressive and dynamic environment where employees are motivated to do their best work. We offer unlimited training to help employees grow and achieve their potential. Moreover, all employees enjoy our exceptional benefits package, which includes:
• Gym Discounts
• Financial Wellbeing
• MyMindPal
• Tech Benefits
• Reward and Recognition
• Employee Assistance Programme
• Death in Service
• Group Critical Illness
• Group Income Protection
• Private Medical Insurance
• Lifestyle Savings
We also offer a competitive pension scheme with Royal London.
As a company that values our people and supports hybrid working, we organise social and corporate events to keep our team close and connected.
Servent does not discriminate based on race, gender, gender identity, gender expression, age, colour, religion, disability, veteran's status, sexual orientation, or any other factor that is protected by law. Servent welcomes all qualified applicants for employment.
If you have a medical condition or an individual need for an adjustment for the interview process, please let us know how we can support you to be at your best.