Wikimedia Foundation - Sales Development Representative, Wikimedia Enterprise
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 • News from across the Wikimedia movement • Wikimedia Blog • Wikimedia 2030
Responsibilities
• Outbound Prospecting & Pipeline Generation • 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. • Discovery & Qualification • 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. • HubSpot & Sales Operations • 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. • Collaboration & Market Intelligence • 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.
Benefits
• 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 • The Wikimedia Foundation is the nonprofit organization that operates Wikipedia and the other Wikimedia free knowledge projects. Our vision is a world in which every single human can freely share in the sum of all knowledge. We believe that everyone has the potential to contribute something to our shared knowledge, and that everyone should be able to access that knowledge freely. We host Wikipedia and the Wikimedia projects, build software experiences for reading, contributing, and sharing Wikimedia content, support the volunteer communities and partners who make Wikimedia possible, and advocate for policies that enable Wikimedia and free knowledge to thrive. • The Wikimedia Foundation is a charitable, not-for-profit organization that relies on donations. We receive donations from millions of individuals around the world, with an average donation of about $15. We also receive donations through institutional grants and gifts. The Wikimedia Foundation is a United States 501(c)(3) tax-exempt organization with offices in San Francisco, California, USA.
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