Sales Development Representative, Wikimedia Enterprise

Wikimedia Foundation is a nonprofit organization behind Wikipedia, focused on providing free knowledge to everyone. The Sales Development Representative will be responsible for generating a qualified sales pipeline through outbound prospecting and collaboration with Account Executives, engaging with enterprise prospects in technology, AI, and media sectors.

Responsibilities:

• 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
• 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