Sales Development Representative, Wikimedia Enterprise Job at Wikimedia Foundation

Job Description

We're looking for a Sales Development Representative who can translate Wikimedia Enterprise's unique value proposition into a qualified pipeline. You'll be the first point of contact for enterprise prospects, including technology companies, AI labs, media organizations, and large scale platforms. You'll play a critical role in helping us grow commercial revenue that directly funds the Wikimedia mission.

Job Responsibility

Own outbound prospecting for a defined set of verticals (ICP), build and execute high-quality multi-touch sequences across email, phone, LinkedIn, and video
Research and prioritize target accounts in collaboration with Account Executives, identifying the right stakeholders–product, engineering, legal, finance, procurement–for complex enterprise deals
Develop tailored outreach messaging that connects each prospect's specific use case to our platform, whether that's enriching LLM training data, powering search, or building knowledge intensive products
Build toward clear pipeline generation targets: qualified meetings booked and opportunities created, tracked monthly and quarterly
Run initial discovery calls to understand prospect needs, data use cases, technical requirements, and organizational structure
Qualify opportunities using a structured framework (MEDDIC) and hand off to Account Executives with a thorough, well documented summary
Ask insightful and qualifying questions about technical integration and API workflows
partner with Solutions Engineers when deeper technical dialogue is needed
Advanced HubSpot user and admin–comfortable building and managing outreach sequences, drip campaigns, pipelines, reports, and automated workflows from day one. Uses engagement signals to prioritize follow up and keeps prospecting moving along the pipeline
Iterates on sequences and templates using A/B testing, open-rate data, and conversion metrics
Produces weekly activity reports that go beyond the numbers: what's working, what isn't, and where deals are (or aren't) moving in the pipeline
Collaborate closely with Account Executives, Product, and Marketing to align on target accounts, messaging, and campaign follow up
Feed competitive intelligence and prospect feedback back into the GTM playbook with conversations as a direct source of market signal
Stay current on the enterprise data landscape: AI/ML training data, knowledge graphs, search infrastructure, and open-data ecosystems

Requirements

2 to 4 years of experience in a B2B SDR, BDR, or inside sales role, ideally selling SaaS, data products, APIs, or developer platforms to enterprise accounts
Demonstrated track record of meeting or exceeding outbound pipeline targets in a structured, metrics driven environment
Advanced HubSpot proficiency: you've built sequences, managed workflows, created custom reports and dashboards, and can onboard colleagues on best practices
Ability to engage both technical (engineering, data science) and business (product, legal, procurement) stakeholders with contextually appropriate messaging
Strong written communication skills
you can craft a crisp, personalized cold email that earns a reply
Alignment with Wikimedia's open knowledge mission, why it matters, and why it differentiates us in the market

Nice to have

Experience at a nonprofit, mission driven organization, or open-source company
Proficiency with additional sales tools: Apollo, LinkedIn Sales Navigator, Outreach, Gong
Experience with MEDDIC, SPIN, or other enterprise qualification methodologies

What we offer

Competitive compensation, commensurate with experience
Fully remote first culture with flexible working hours
US time zone strongly preferred
Generous benefits: comprehensive health coverage, 401(k) with employer contribution, paid parental leave, and more
Annual professional development budget to support your growth
A defined promotion path to Account Executive. This role is designed for someone ready to grow into a full cycle sales career
The rare chance to sell something genuinely good–a product that provides free knowledge to the world

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Sales Development Representative, Wikimedia Enterprise

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