📌 Core Information
🔹 Job Title: Sales Development Representative (SDR) | High-Growth London Fintech | Salary + Equity
🔹 Company: Expend
🔹 Location: London, United Kingdom
🔹 Job Type: Full-time
🔹 Category: Sales
🔹 Date Posted: 2025-05-20
🔹 Experience Level: 0-2 years
🔹 Remote Status: Remote OK
🚀 Job Overview
Key aspects of this role include:
- Prospecting and engaging with C-level prospects across various industries
- Qualifying inbound leads and booking high-quality meetings for the sales team
- Owning and managing a pipeline within HubSpot CRM
- Collaborating with senior members of Sales and Marketing to refine targeting strategies
- Contributing ideas and best practices to the growing SDR playbook
ASSUMPTION: This role requires a strong focus on outbound sales, with a high volume of outreach and a target-driven mindset. Success in this role will directly impact the company's growth.
📋 Key Responsibilities
✅ Prospect and engage daily with CFOs, Finance Directors, and other senior decision-makers using a mix of outbound calls, emails, and LinkedIn messaging
✅ Qualify inbound leads from marketing and website activity quickly and effectively, understanding their needs and ensuring fit
✅ Book high-quality meetings and demos for Senior Sales people, providing detailed handover notes to support deal conversion
✅ Nurture leads over time through follow-up sequences and content sharing to keep them engaged
✅ Own your pipeline, ensuring consistent activity tracking and accurate forecasting within our CRM (HubSpot)
✅ Collaborate closely with senior members of Sales and Marketing to refine targeting strategies, messaging, and improve lead conversion
✅ Contribute ideas and best practices to our growing SDR playbook and help shape the future of the Sales function
ASSUMPTION: This role requires a proactive and organized approach to lead management, with a strong focus on consistent activity and accurate forecasting.
🎯 Required Qualifications
Education: Bachelor's degree in Business, Marketing, or a related field (or equivalent experience)
Experience: 1+ years of experience in a Sales Development Representative (or similar lead generation) role, ideally in SaaS or Fintech
Required Skills:
- Proven track record of hitting or exceeding KPIs and targets for meetings/bookings or pipeline generation
- Strong communication skills - clear, persuasive, and confident with both written and spoken communication
- Familiarity with outbound sales frameworks (e.g. MEDDIC) and qualification best practices
- Skilled at asking the right questions to uncover needs and pain points. Able to handle objections and keep prospects intrigued
- Experience using CRM tools like HubSpot (preferred) or similar
Preferred Skills:
- A self-starter mentality - motivated, proactive, and organised, especially in a remote work setting
- You're a collaborator, and while you love winning, you also share knowledge with peers and work well with Sales team members and Account Managers to achieve collective goals
- Adaptable to change, fast-paced environments, and different prospect types
- Enthusiasm for technology and a genuine interest in solving real business problems
ASSUMPTION: While a degree is preferred, relevant experience and a strong track record in a similar role are more important for success in this position.
💰 Compensation & Benefits
Salary Range: £25,000 - £35,000 per year (AI estimate based on industry standards for SDR roles in London)
Benefits:
- Competitive base salary plus uncapped commission
- Share options
- Flexible working - fully remote with access to their London co-working hub
- Ongoing sales training, mentorship, and career progression opportunities
- 25 days annual leave plus bank holidays
- Monthly social team events and a fun, inclusive company culture
Working Hours: Full-time, with a flexible schedule and remote work options
ASSUMPTION: The salary range provided is an estimate based on industry standards for SDR roles in London. The actual salary may vary based on the candidate's experience and performance.
📌 Applicant Insights
🔍 Company Context
Industry: Financial Services, specifically Fintech focused on expense management
Company Size: Small (11-50 employees), which means a more agile and impactful work environment for employees
Founded: 2015, with a history of growth and innovation in the expense management space
Company Description:
- Expend is a fast-growing London-based Fintech startup revolutionising how businesses manage expenses
- Their powerful, all-in-one platform streamlines business spending with automation, covering everything from receipts and mileage to invoices, tax reporting, and smart payment cards
- Expend is transforming a vast industry plagued by outdated systems with innovative, intuitive software that saves time, reduces hassle, and puts control back in the hands of finance teams
Company Specialties:
- Invoice Processing
- Receipt Processing
- Business Expenses
- Financial Management
- Budget control
- Expense Reports
- Expense Policy
- Financial Services
- Technology
- fintech
- xero
- Quickbooks
- accountancy
- Making Tax Digital
- software
- business software
- accounting
- expenses
- Expense Management
- payment card
- expense card
- budgeting
- and cloud accounting
Company Website: https://expend.com
ASSUMPTION: Expend's focus on innovation and automation in the expense management space sets it apart from traditional financial services companies.
📊 Role Analysis
Career Level: Junior to Mid-level, with opportunities for growth and advancement
Reporting Structure: This role reports directly to the Sales Manager and works closely with the Marketing team
Work Arrangement: Remote OK, with flexible working hours and access to their London co-working hub
Growth Opportunities:
- Proven success in this role can lead to advancement opportunities, such as becoming an Account Executive, Sales Manager, or beyond
- The company's rapid growth and expansion present numerous internal mobility opportunities
- Expend's focus on employee development and mentorship provides ample opportunities for professional growth
ASSUMPTION: This role offers a clear path for career progression, with a focus on employee development and mentorship.
🌍 Location & Work Environment
Office Type: Co-working hub in London, with remote work options
Office Location(s): Shoreditch, London, GB
Geographic Context:
- London is a major global city with a thriving Fintech industry, providing ample networking and professional development opportunities
- The company's co-working hub in Shoreditch offers a vibrant and collaborative work environment
- Expend's remote work options provide flexibility and a better work-life balance
Work Schedule: Full-time, with flexible hours and remote work options
ASSUMPTION: Expend's remote work options and flexible hours provide a better work-life balance, while their co-working hub in London offers a vibrant and collaborative work environment.
💼 Interview & Application Insights
Typical Process:
- Online application and resume screening
- Phone or video screen with the Hiring Manager
- In-depth behavioral and technical interview with the Sales Manager and a team member
- Final interview with the CEO
Key Assessment Areas:
- Sales skills and experience
- Communication and interpersonal skills
- Problem-solving and critical thinking
- Adaptability and cultural fit
Application Tips:
- Tailor your resume and cover letter to highlight your sales experience, communication skills, and relevant industry knowledge
- Prepare for behavioral interview questions that focus on your sales experience and problem-solving skills
- Research Expend's company culture and values to demonstrate your cultural fit
ATS Keywords: Sales Development Representative, SDR, Fintech, Expense Management, Lead Generation, Outbound Sales, CRM, HubSpot, Sales Skills, Communication Skills, Problem-Solving, Cultural Fit
ASSUMPTION: Expend's interview process focuses on assessing the candidate's sales skills, communication skills, and cultural fit, with a strong emphasis on behavioral and technical interviews.
🛠️ Tools & Technologies
- HubSpot CRM
- Sales engagement platforms (e.g., SalesLoft, Outreach)
- Email automation tools (e.g., Mailshake, Lemlist)
- LinkedIn Sales Navigator
ASSUMPTION: Expend uses a variety of sales engagement and automation tools to streamline the SDR process and improve productivity.
👔 Cultural Fit Considerations
Company Values:
- Innovation
- Customer-centricity
- Collaboration
- Integrity
- Growth mindset
Work Style:
- Agile and adaptable
- Data-driven and analytical
- Proactive and self-motivated
- Strong team player with excellent communication skills
Self-Assessment Questions:
- Do you thrive in a fast-paced, dynamic work environment?
- Are you comfortable using data and analytics to inform your sales strategies?
- Do you have a proven track record of success in a sales development role?
- Are you a strong team player with excellent communication skills?
ASSUMPTION: Expend values innovation, customer-centricity, collaboration, integrity, and a growth mindset. They look for candidates who are agile, adaptable, data-driven, proactive, and strong team players with excellent communication skills.
⚠️ Potential Challenges
- High volume of outreach and a target-driven mindset may lead to burnout if not managed effectively
- Working remotely may present challenges in maintaining a healthy work-life balance
- Expend's rapid growth and expansion may lead to changes in the role and responsibilities over time
- The competitive nature of the Fintech industry may present challenges in prospecting and lead generation
ASSUMPTION: While Expend offers numerous benefits and opportunities for growth, the role may present challenges related to work-life balance, rapid growth, and industry competition.
📈 Similar Roles Comparison
- Unlike traditional SDR roles, this position focuses heavily on outbound sales and prospecting, with a lower emphasis on inbound lead qualification
- Expend's focus on innovation and automation in the expense management space sets it apart from traditional financial services companies
- This role offers a clear path for career progression, with a focus on employee development and mentorship
ASSUMPTION: While this role shares similarities with traditional SDR positions, its focus on outbound sales, innovation, and career progression sets it apart in the Fintech industry.
📝 Sample Projects
- Developing and executing a targeted outbound sales campaign to generate qualified leads in the care homes industry
- Collaborating with the Marketing team to create and distribute content that addresses the pain points of finance leaders in the logistics industry
- Implementing and optimizing a lead scoring model within HubSpot to improve lead qualification and prioritization
ASSUMPTION: These sample projects highlight the SDR's role in outbound sales, content creation, and lead qualification, with a focus on improving the sales process and driving growth.
❓ Key Questions to Ask During Interview
- Can you describe the typical sales cycle for a new customer, from initial outreach to closed deal?
- How does Expend support the growth and development of its SDR team members?
- What are the most significant challenges facing the sales team in the current market, and how can this role help address them?
- How does Expend measure and track the performance of its SDR team members, and what are the key KPIs for success in this role?
- What opportunities exist for career progression within the sales team, and how does Expend support employees in achieving their long-term career goals?
ASSUMPTION: These interview questions focus on understanding the sales process, career growth opportunities, and performance metrics for the SDR role at Expend.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link
- Tailor your resume and cover letter to highlight your sales experience, communication skills, and relevant industry knowledge
- Prepare for behavioral interview questions that focus on your sales experience and problem-solving skills
- Research Expend's company culture and values to demonstrate your cultural fit
- Follow up with the Hiring Manager one week after submitting your application to express your interest and reiterate your qualifications
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
