Location
London

Hours
Full Time

Salary
Negotiable

About the Role
The Financial Times is one of the world’s leading news organisations, globally recognised for its authority, integrity and accuracy, with a mission to deliver quality information and services worldwide. At the FT, curiosity thrives and ambitious thinking is rewarded. Here, you’re given the chance to reach millions, create work that matters and deliver impartial journalism in a polarised world. In our warm, collaborative culture, you’ll connect with a diverse community of experts who support your growth, career aspirations and wellbeing. Your future at the FT will be filled with opportunities that challenge and inspire you. With no fixed path, you’ll discover new skills and forge a career that can take you anywhere. Build a newsworthy career at the FT.

FT Longitude is a thought leadership specialist within the Financial Times Group. We help leading B2B organisations define, evidence and communicate the ideas they want to be known for. Our work combines critical thinking, research, editorial expertise, storytelling and creative activation. We partner with clients to create high-profile thought leadership programmes that help them build authority, influence senior audiences and create commercial impact. As part of the Financial Times Group, we bring the credibility, rigour and authority of one of the world’s most respected business brands.

We are looking for a commercially curious, resilient and highly motivated Sales Development Representative to join FT Longitude’s growing commercial team. Inside sales is an important and developing part of FT Longitude’s growth strategy. In this newly created role, you will help open high-quality conversations with senior decision-makers at leading B2B organisations.

You will research accounts thoroughly, understand the issues affecting senior buyers and develop thoughtful, credible outreach that communicates FT Longitude’s value proposition. Working across inbound leads, marketing campaigns, named target accounts and proactive outbound activity, you will focus on creating qualified meetings and early-stage opportunities for the senior sales team.

Reporting to the Commercial Director, you will be based in London and work across a global remit. This is a six-month parental leave cover, with potential to extend, subject to demand and business rationale.

Key Responsibilities
- Research target organisations and identify relevant senior decision-makers across sectors including consulting, technology, financial services, professional services, enterprise software, risk, cybersecurity and artificial intelligence.
- Build and maintain accurate prospect lists using LinkedIn Sales Navigator, ZoomInfo, Google Workspace, CRM platforms and other sales intelligence tools.
- Develop tailored outreach through telephone, email and LinkedIn, with an approximate 70/30 balance between phone-led and digital or social engagement.
- Follow up marketing-qualified leads, campaign responses, event leads, named-account activity and self-sourced outbound opportunities.
- Engage senior collaborators including Chief Marketing Officers, Chief Strategy Officers, Chief Information Officers, Chief Information Security Officers, Chief Human Resources Officers, transformation leaders, Heads of Thought Leadership and Heads of Content.
- Use thoughtful questioning and MEDDPICC-based qualification to understand prospects’ needs, priorities, buying context and potential fit with FT Longitude.
- Book qualified meetings and create well-defined early-stage opportunities for senior commercial colleagues.
- Partner with sales and marketing colleagues to improve campaign follow-up, lead quality and account targeting.
- Contribute ideas on priority sectors, market themes, target accounts, outreach angles and buyer challenges.
- Maintain clear and accurate CRM records covering activity, conversations, qualification insights and agreed next steps.
- Report weekly on activity, conversations, meetings created, opportunities identified, key takeaways and blockers.
- As your knowledge develops, support selected early-stage discovery conversations and contribute relevant insight to pitches and proposals.

Success will be measured by the quality and consistency of your prospecting, your ability to create relevant conversations with senior buyers and your contribution to qualified meetings and opportunities. Measures are likely to include qualified meetings booked, opportunities created, target-account engagement, CRM activity and the quality of sales handovers. The emphasis is on meaningful commercial engagement rather than activity volume alone.

Experience
- Around one to two years’ experience in sales, sales development, business development, lead generation or a related commercial role.
- Confidence engaging senior partners by telephone, email and LinkedIn.
- Strong research skills and the ability to develop relevant, personalised outreach rather than relying on generic messaging.
- Experience in thought leadership, content marketing, B2B publishing, media, research, professional services or an agency environment is desirable.
- Experience using LinkedIn Sales Navigator, ZoomInfo, Salesforce or similar sales and CRM tools is desirable.
- Familiarity with MEDDPICC or another recognised sales qualification framework is desirable. Training will be provided.

About you
- Clear, professional communication skills and the ability to build rapport quickly.
- Curiosity about businesses, brands, markets and the issues influencing senior executive agendas.
- Resilience and persistence, with the ability to respond positively to rejection while maintaining a thoughtful and credible approach.
- Excellent organisation and the ability to handle multiple accounts, leads, conversations and follow-up activities.
- Strong written communication skills, including the ability to produce concise and engaging prospect communications.
- Confidence using data, CRM information and account research to prioritise activity.
- A proactive, self-motivated approach and a strong appetite for learning.
- A collaborative approach and willingness to work closely with sales, marketing, strategy and editorial colleagues.
- The confidence to contribute ideas and insight, not simply complete activities.

Qualifications
No formal qualifications required; emphasis is on relevant experience, skills and a strong commercial mindset.