Growth Development Representative at Clickatell

The Role:

• The GDR is the qualification and routing layer between Marketing, Product-Led Growth (PLG), Growth and Sales. The role converts inbound interest, targeted outreach engagement and referred PLG leads into well-qualified HubSpot Deals, with a clear next step and a disciplined handover. Success is measured by the quality, speed and commercial value of leads progressed, not simply by activity or meetings booked.

We Do The Right Things

Responsibilities of the Role
Inbound lead qualification and routing

• Respond to and work assigned inbound leads within agreed service levels.
• Assess ICP fit, organisation profile, use case, need, intent, stakeholder relevance and likely route to market.
• Qualify leads in or out and record a clear disposition and supporting context in HubSpot.
• Create and hand over qualified HubSpot Deals to the appropriate Account Executive (AE).
• Route suitable leads to PLG/self-service or nurture paths in line with agreed routing rules.

Target-account outreach

• Align with Marketing and Sales on agreed target-account lists, campaign priorities, messaging and follow-up plays.
• Research target organisations and relevant stakeholders before engagement.
• Execute coordinated outreach across approved channels and follow up on Marketing campaign engagement.
• Establish contact, test interest and qualify prospects before handing accepted Deals to the relevant AE.
• Provide structured feedback to Marketing on engagement, objections, messaging and reasons for non-conversion.

Review of referred PLG leads

• Receive high-potential PLG customers or leads identified and referred by the PLG/product process.
• Review the referred customer’s profile, product usage context, use case, commercial potential and need for managed engagement.
• Determine whether the lead should remain in PLG/self-service, move to a Growth Manager for managed onboarding, or be converted into an AE-led Deal.
• Complete the appropriate handover with relevant customer context, routing rationale and agreed next action.

CRM, reporting and feedback

• Maintain accurate lead status, source, qualification evidence, Deal association, next steps and routing outcomes in HubSpot.
• Ensure every AE or Growth handover is complete, timely and actionable.
• Track funnel performance, ageing, conversion and disqualification reasons.
• Analyse recurring patterns in qualification, objections, product fit, campaign response, routing and conversion, and translate them into evidence-based recommendations for Sales, Marketing, PLG and Revenue Operations.
• Decision rights and ownership: The GDR owns qualification, route recommendation, CRM evidence and handover quality up to formal acceptance by the receiving owner. The receiving AE or Growth Manager owns opportunity progression after acceptance. Final routing rules, qualification standards and exceptions are governed jointly by Sales, Marketing, PLG and Revenue Operations.

We Are On A Learning Journey
Requirements of the Role
Experience and capabilities

• 2–4 years’ experience in sales development, business development, inside sales, lead qualification or a similar B2B role; SaaS or technology experience is preferred.
• Practical experience using a CRM, preferably HubSpot, to manage leads, contacts, companies, Deals and activity.
• Confident prospecting, discovery and business communication skills across phone, email, LinkedIn and virtual meetings.
• Ability to research accounts, understand business use cases and distinguish genuine buying intent from general interest.
• Commercial judgement to route leads appropriately across PLG, Growth and AE-led motions.
• Strong follow-through, data discipline and ability to collaborate across Marketing, Sales, Growth, PLG and Revenue Operations.

A Bit About You

• Team Player: Self-directed and dedicated team player who positively engages with the team to solve.
• Optimizing Processes: Optimally utilizes the tools and resources available to maximizes output. Conducts day-to-day operations using best practice to achieve effectiveness and accuracy. Continuously reviews and makes recommendations for process improvements.
• Expert Thinker: Equipped with specialist knowledge and makes recommendations that are practical, smart and ready to implement. Remains up-to-date in the industry and offers technical advice, and support to own team and others.
• Effective Problem-Solver: Resourceful, persistent, and creative when solving problems. Able to be analytical and follow a logical process to make decisions. Finds the balance between a good and quick decision through experience and knowledge. Able to present and explain thinking and the resulting decision.
• Connecting Collaboratively: Actively connects to bring cohesion and deliver excellence. Sees the value in working closely with different specialities and teams to ensure all operations are aligned to meet the required objectives.
• Maximizing Awareness: Recognizes emotions and how it affects behavior and relationships. Self-aware and picks up on emotional cues in situations. Self-manages and empowered to show initiative, follow through on commitments, and work well in a team. Listens, reflects, and responds effectively to constructive criticism.
• Enabling Strategy: Implements the action plans in order to produce practical outputs while considering the implication, and consequences for the organization and our customers.
• Action Orientated Mindset: Know-how to skilfully approach technical activities to deliver value. Eager to deliver new or improved solutions to drive the organization forward. Focused on what needs to be done and ensures follow-through on all commitments.
• Embracing Change: Invites change and stays focused and resilient, and chooses responses that are positive when feeling uncertain. Remains flexible, adaptable, and open to opportunities to be innovative. Uses failure as an opportunity to learn and grows. Thinks ahead, anticipates, and acts.
• Driving Delivery: Goal-oriented and monitors processes and systems to ensure tracking towards goals despite challenging and stressful situations. Sets high standards for quality and performance and provides metrics to show improvements as well as real-time variance for effective tracking.

Why You Should Join
Perks of the Role
Working with a world class, award winning, international team with strong values and perspectives on the world. You can expect to become the best version of you in terms of your career and the challenges that will test and grow you. We have a learning culture, we take risks and we are here to make an impact, if that resonates, you will thrive here. Other things you may wonder about that we do also offer:

• Medical Aid contribution
• Pension fund contribution
• Risk benefit company contributions
• Reimbursable communications allowance for internet and mobile phone bills
• Half-day off on your birthday
• 5 personal days leave a year, over and above your annual leave + ½ day off on your birthday
• Flexible working conditions (remote & in person) with access to office hubs as required *current policy
• Home office set-up with laptop, monitor and other related items.