Sales Development Representative

Sales Development Representative

Salary: £35,000 base salary PLUS COMMISSION

Role outline

Formative is about to celebrate a decade in business - and we want to take the opportunity to broaden our client portfolio. We already work with the world’s biggest and best corporate brands and have a reputation for delivering exceptional quality and value to those global clients. Your focus will be on high quality lead generation and initial qualification - identifying and pursuing target leads that are firmly aligned with our core business offerings.

With a clear reward and commission structure, you will be expected to identify, target, and build relationships with prospective clients via a range of approaches, and to reach key decision-makers quickly and confidently.

We’re looking for someone who is adept at managing the top of funnel sales process and who will hit the ground running with a solid sales process to generate marketing and sales qualified leads that the Commercial Director and CEO can work with you to close.

As part of this process, you will design and develop a reporting mechanism by which pre-determined BD KPIs can be measured. You will be proactive, motivated by results and thrive on collaboration with others. The expectation will be that you play a pivotal role in driving our growth and will be well supported in doing so.

The successful applicant will be required to come into our Beaconsfield office a minimum of two times a week.


  • Deep understanding and mapping of our clients’ and targets’ industries - understanding what they do, the market they operate in, with a thorough understanding of how Formative’s value proposition can benefit them

  • Identifying and pursuing new business opportunities by strategically analysing and targeting key functions within prospective clients - finding the decision-makers in both user buyer and economic buyer groups

  • As well as searching for outbound opportunities, you will be the first point of contact to respond to, and qualify, inbound leads in a timely fashion

  • Working with prospective customers to understand and analyse their needs, identifying where Formative can add value

  • Developing and maintaining a robust pipeline to deliver on your acquisition targets

  • Creation of an accurate rolling 3 month forecast of opportunities that the business can work to closure

  • Recording and monitoring all pertinent sales activities through the company's CRM platform (Pipedrive)

  • Consistently demonstrating a commercial and focused mindset

  • Being mindful of ROI on marketing and sales efforts with the ability to measure and justify work and spend at all times - you will be reporting on a weekly basis to the Commercial Director and CEO

  • Alongside Commercial Director, modelling and informing best practice for business development within Formative, to enable success and outreach to potential clients

  • Achievement of KPIs as defined by the business

  • Working with inhouse teams to develop impactful lead generation material

This role outline is indicative of the primary duties and is not intended as an exhaustive list of all aspects of the role. It may be updated periodically.

Skills/ experience required

  • Must have experience in B2B sales

  • In- depth knowledge of agency market is desirable, but not essential

  • Proven track record in a BD or sales role, preferably within the creative and/or marketing sectors

  • In line with the above, you have a strong background in identifying and targeting high-potential functions within prospective clients, navigating internal hierarchies and influencing decision-makers

  • A track record of demonstrating high-quality lead generation to grow new business revenue within an organisation

  • Proven ability to effectively create and manage sales opportunity forecasts, demonstrating a strategic understanding of critical metrics

  • Proficient in tracking, analysing and reporting on predetermined, critical metrics, thus ensuring that the Commercial Director and CEO have an ongoing ‘live’ view of lead-generation activity

  • Hands-on experience with utilising CRM platforms to track and manage relevant sales activities, ensuring accurate and up-to-date records

  • Strong communication with the ability to articulate the value proposition effectively and influence stakeholders at all levels

  • Excellent at networking and relationship building, quickly building rapport, credibility and trust with prospective clients and key stakeholders

  • Proactive, innovative and resourceful mindset, with the ability to generate new ideas, identifying both bottlenecks and opportunities

  • Organised, well planned and self starting

  • Strong strategic thinking and problem-solving skills to navigate complex sales scenarios and maximise opportunities for Formative

  • Ability to collaborate across functions to achieve shared goals and objectives

  • Experience collaborating with business development teams to refine local sales collateral and craft compelling messaging

What we offer

Beyond the broader benefits of working in a fantastic, fast-paced agency with exceptional clients and lovely people (more on that below), you will have:

  • A clear commission (OTE) and KPI process, so that you understand exactly what is required for the role and what you will be rewarded for

  • The role will be highly collaborative. While there will be clear expectations in line with critical objectives, we will continually engage with you, support you and work with you to ensure that we get the process right!

We have a hybrid working model, which is predominantly remote working, with the option to come into our Beaconsfield office. You will be required to attend the office at least two days each week.

In addition to a fantastic commission and bonus scheme and a great working environment, we offer:

  • Profit-sharing scheme

  • 25 days paid holiday

  • An additional day off for your birthday each year

  • Private health insurance

  • Two weeks’ of development time per year

  • Individual Learning & Development plan tailored to each individual

  • Life Insurance

  • Employee Special Interest Groups (Green Team, DEI Working Group, Vertical Specialist)

  • Support for new parents and those returning to work

  • Cycle to work scheme

  • A dynamic hybrid work environment, with regular team and company wide social events

About Us:

Formative is a digital corporate content agency, working with some of the world’s leading B2B and corporate brands.

We bring the best of a busy newsroom to the world of corporate content- we call this brand journalism.

Our team consists of experienced business journalists and editors, an expert creative team along with a specialised social and insights team to provide our market-beating offer to clients.

At Formative, we believe strongly in the value of creating a diverse and inclusive workforce. If you require any reasonable adjustment in our process please don’t hesitate to advise. We encourage and support equal employment opportunities for all applicants for employment without regard to sex, race, colour, religion, national origin, age, disability, marital status or sexual orientation. Employment decisions are evaluated on the basis of an individual’s skills, knowledge, abilities, job performance, and other qualifications.