Outbound Sales Development Representative

Role overview

Blank Theory is a Melbourne-based digital agency that has partnered with well-known Australian brands such as Mazda, Dutton Group, Intersport, CIGWELD, and Australian Defence Apparel. Its work has also earned recognition at the APAC Search Awards and Good Design Awards. The business is now creating a dedicated outbound sales function and is seeking an experienced Sales Development Representative to help generate new opportunities.

This position is designed for someone who wants to join early and contribute to the shape and growth of the team. You will be given support through established campaigns, proven materials, strong case studies, and direct access to the sales leadership team.

What the role involves

Your main focus will be to reach the right decision-makers, spark meaningful interest, and secure qualified meetings for the Head of Sales. The work is centred on targeted outbound activity aimed at established Australian businesses that match the company’s ideal customer profile.

This is strictly a lead-generation and appointment-setting role. You will not handle proposals, negotiations, or deal management after meetings. Instead, you will begin the conversation, qualify the opportunity, and pass it on in the right way.

The company provides the target markets, account lists, CRM, messaging, call structures, and ongoing coaching. Your part is to bring the confidence, consistency, and persistence needed to convert cold outreach into booked meetings.

Key duties

• Place outbound calls to Australian businesses as part of targeted campaigns.
• Work past gatekeepers to connect with the correct decision-makers.
• Speak with business owners, senior leaders, and marketing decision-makers.
• Open conversations around marketing, growth, and performance.
• Secure qualified meetings for the Head of Sales.
• Follow up using phone, email, and structured outreach sequences.
• Maintain accurate HubSpot records, notes, and next steps.
• Confirm meetings and set expectations before handing them over.
• Partner with the Head of Sales to improve meeting quality and outcomes.

What makes a meeting qualified

The goal is not simply to fill calendars. A meeting is only considered qualified when it is booked with the right decision-maker, the prospect understands the purpose of the meeting, there is genuine interest in Blank Theory’s offering, the account aligns with the target campaign and ideal customer profile, and the meeting has been confirmed and handed over properly. Meeting quality is treated as equally important as volume.

Performance expectations

Once fully ramped up, the main KPI is two qualified decision-maker meetings per working day. Additional measures include meeting quality and attendance, weekly consistency, CRM accuracy and call notes, follow-up discipline, and the ability to absorb feedback and improve.

The commission plan has no cap. With consistent performance at KPI level, earnings are expected to reach an OTE of $120,000 to $140,000.

Who should apply

The company does not require prior agency experience, but the successful candidate must be comfortable speaking with senior decision-makers. Suitable backgrounds may include outbound sales, appointment setting, recruitment, real estate, business development, or other phone-based sales roles.

The ideal person will be confident on the phone, comfortable making a large number of outbound calls, able to navigate gatekeepers naturally, clear and engaging in conversation, resilient, organised, reliable, target-driven, and open to coaching and direct feedback.

Experience and background valued

• At least 12 months of outbound sales or appointment-setting experience.
• Experience booking meetings with senior decision-makers.
• Familiarity with CRM and prospecting tools such as HubSpot or Apollo.
• Experience working with structured call and outreach frameworks.
• Understanding of digital marketing or professional services.

What is provided

• Clearly defined target markets and outbound campaigns.
• Quality account lists and prospecting tools.
• Proven messaging, case studies, and supporting resources.
• Direct coaching and regular feedback.
• A strong base salary plus uncapped commission.
• No responsibility for closing or account management.
• The chance to help build a new outbound sales function.
• Career growth as the team expands.

Important notes

This role requires cold calling every day. Rejection is part of the job, and results will depend on consistency, clear communication, and follow-up. The position is best suited to someone who enjoys opening doors, speaking with senior stakeholders, and working toward a defined target.

Hiring process

The employer places more weight on communication style than on a polished CV. Shortlisted candidates will complete a phone role-play that covers getting past a gatekeeper, opening a discussion with a decision-maker, handling an objection, and asking for the meeting. Notice will be provided in advance so candidates can prepare.

Application details

Applicants are asked to submit a CV along with a brief summary of outbound sales experience. Shortlisted candidates will be contacted promptly.

Compensation

Base salary: $65,000 to $75,000 plus superannuation. On-target earnings: $120,000 to $140,000, excluding super. Commission is uncapped.