Sales Development Representative (SDR) (m/f/d)

About KEMARO

KEMARO was founded in 2016 in Switzerland and develops autonomous cleaning robots, cloud software, and artificial intelligence for industrial use. In 2018, the company launched the K900, the world’s first autonomous dry cleaning robot for industrial and logistics areas.

Today, KEMARO employs almost 60 people at its headquarters in Eschlikon and continues to grow internationally. Our solutions help companies in logistics, production, and industry to keep their operational areas clean, safe, and efficient.

To strengthen our sales team, we are looking for a Sales Development Representative (SDR) (m/f/d) at our headquarters in Eschlikon as soon as possible.

You are the first commercial contact for new leads and play a central role in developing concrete sales opportunities from interest.

Your focus is on the telephone: you quickly contact incoming marketing leads, qualify potential customers in a structured manner, and conduct initial discovery conversations. At the same time, you actively work with our existing CRM database and reactivate older leads and contacts to identify new sales opportunities.

It is not about booking as many appointments as possible. Your goal is to recognise relevant customer potential, understand the specific needs, and only hand over qualified opportunities with a clear next step to our sales or partner team.

• Quickly and consistently contact and qualify incoming Marketing Qualified Leads (MQLs) by phone.
• Conduct initial discovery conversations to understand the situation, requirements, and actual customer potential.
• Identify which use cases are relevant to the customer and where concrete challenges exist today.
• Identify relevant contacts, decision-making structures, timing, and next steps in the sales process.
• Develop qualified leads into Sales Qualified Leads (SQLs) and pass them on in a structured manner to Direct Sales or the responsible partner.
• Systematically reactivate existing and older leads in the CRM and check by phone whether the situation, needs, or timing have changed.
• Target earlier opportunities and contacts again to identify new sales opportunities.
• Proactively work within defined target customer lists and existing CRM data and develop new pipeline from existing contacts.
• Consistently carry out follow-ups and develop contacts in a structured way until a clear qualification or disqualification is possible.
• Document all activities, discovery results, next steps, and qualification information cleanly and completely in HubSpot.
• Evaluate campaigns and lead sources together with marketing and provide feedback on the quality of generated leads.
• Work closely with Direct Sales, Key Account Management, Partner Management, Marketing, and Pre-Sales.

• Initial proven experience in B2B sales, sales development, business development, inside sales, or a comparable sales-related role.
• Enjoyment of telephone communication and actively speaking with potential customers.
• Ability to conduct conversations in a structured manner and identify actual needs through good questioning.
• No fear of cold calling and reactivating older leads and contacts.
• Persistence and consistency in follow-up without being unpleasant or purely transactional.
• Structured and disciplined working style.
• High standards for CRM data quality and comprehensible documentation.
• Experience with HubSpot or comparable CRM systems is an advantage.
• Experience in industry, robotics, automation, mechanical engineering, logistics, or cleaning technology is an advantage but not a requirement.
• Hands-on mentality and willingness to take responsibility for results.
• German at native or very high level.
• Very good English skills for English-speaking sales and collaboration in our international team.
• Willingness to work predominantly on-site at the headquarters in Eschlikon.

What success looks like

You are not successful by producing as many calls or appointments as possible.

You are successful when more qualified sales opportunities and real pipeline emerge from our existing leads and marketing activities.

This means in particular:

• quick and consistent processing of new MQLs
• high contact rate with relevant leads
• increasing conversion from MQL to SQL
• high-quality discovery conversations
• clearly qualified use cases
• more reactivated leads from our existing CRM
• additional pipeline from earlier contacts and opportunities
• clean handovers to Direct Sales and partners
• fewer unqualified demos and sales activities
• clear next steps for every active lead
• complete and reliable CRM data