Technical Sales Development Representative (SDR)

<div class="content-intro"><p><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt; color: rgb(0, 0, 0);">We are an innovative, Vancouver-based startup at the forefront of robotics, AI, and machine vision technologies. Backed by VC funding and we’ve been recognized with the 2025 Frost &amp; Sullivan Technology Innovation Leadership Award, the AAM Supplier Excellence Innovation Award, and the 2024 BC Tech “Company of the Year – Growth”, we are on a mission to redefine the future of AI-driven robotic vision systems.&nbsp; Apera AI helps manufacturers make their factories more flexible and productive. Robots enhanced with Apera’s software have 4D Vision – the ability to see and handle objects with human-like capability. Challenging applications such as bin picking, sorting, packaging, and assembly are now open to fast, precise, and reliable automation. Apera is led by an experienced team from high-growth companies focused on robotics, artificial intelligence, and advanced manufacturing.</span></p></div><p><strong><span data-contrast="auto">Role Summary:</span></strong><span data-ccp-props="{}">&nbsp;</span></p> <p><span data-contrast="auto">The Technical Sales Development Representative plays a critical role in&nbsp;identifying&nbsp;and qualifying new automation opportunities within manufacturing environments. This role sits at the intersection of sales development and early technical discovery, helping connect manufacturers facing operational challenges with vision-guided robotics solutions.</span></p> <p><span data-contrast="auto">This role is based in Central or Eastern Europe and is specifically focused on supporting our European Union customers and Business Development Manager team. As such, <strong>fluency in German and English is required.</strong></span></p> <p><span data-contrast="auto">You will engage manufacturing leaders, operations managers, and automation engineers to understand their processes,&nbsp;identify&nbsp;automation opportunities, and&nbsp;determine&nbsp;whether those opportunities are worth deeper technical exploration with the Sales Team. Through a combination of structured outreach, discovery conversations, and early qualification, you will help generate high-quality opportunities that move into the technical sales pipeline.</span></p> <p><strong><span data-contrast="auto">What&nbsp;you’ll&nbsp;do</span></strong></p> <ul> <li><span data-contrast="auto">Build a steady cadence of qualified discovery meetings and plant walkthroughs for the Regional Sales Manager, Business Development Managers (BDMs) and Global Account Managers (GAMs) by&nbsp;identifying&nbsp;manufacturers with meaningful automation opportunities.</span></li> <li><span data-contrast="auto">Run multi-channel outreach sequences (phone, email, LinkedIn), continuously testing messaging and targeting based on conversion data and customer feedback.</span></li> <li><span data-contrast="auto">Book and host the first customer introduction call, where you will:</span> <ul> <li><span data-contrast="auto">Introduce Apera and its vision-guided robotics technology</span></li> <li><span data-contrast="auto">Understand the customer’s process and operational challenges</span></li> <li><span data-contrast="auto">Ask structured discovery questions about automation needs</span></li> <li><span data-contrast="auto">Identify&nbsp;whether the opportunity is worth deeper technical exploration.</span><span data-ccp-props="{}">&nbsp;</span></li> </ul> </li> <li><span data-contrast="auto">Conduct early technical discovery conversations with manufacturing and operations leaders, gathering key details such as:</span> <ul> <li><span data-contrast="auto">Current picking or handling process</span></li> <li><span data-contrast="auto">Product variation and complexity</span></li> <li><span data-contrast="auto">Facility environment</span></li> <li><span data-contrast="auto">Existing automation</span></li> <li><span data-contrast="auto">Potential constraints</span></li> </ul> </li> <li><span data-contrast="auto">Evaluate whether the opportunity&nbsp;represents&nbsp;a strong technical and business fit for Apera before routing it to the Sales Team.</span></li> <li><span data-contrast="auto">Prepare a clear opportunity brief for the Regional Sales Manager or BDM including:</span> <ul> <li><span data-contrast="auto">Customer context</span></li> <li><span data-contrast="auto">Operational challenge</span></li> <li><span data-contrast="auto">Early feasibility indicators</span></li> <li><span data-contrast="auto">Stakeholders involved</span></li> <li><span data-contrast="auto">Next steps</span></li> </ul> </li> <li><span data-contrast="auto">Partner with the Sales Team on account-based prospecting,&nbsp;identifying&nbsp;plants, facilities, and key stakeholders within target manufacturing companies.</span></li> <li><span data-contrast="auto">Source contacts in ZoomInfo (and other systems) and&nbsp;maintain accurate&nbsp;plant, facility, and account structures in HubSpot CRM.</span></li> <li><span data-contrast="auto">Build and&nbsp;maintain segmented prospect lists by industry, manufacturing process, and automation use case.</span></li> <li><span data-contrast="auto">Rapidly learn industrial automation workflows, robotics applications, and machine vision use cases to build credibility with technical buyers.</span></li> <li><span data-contrast="auto">Partner with SDRs and the VP of Marketing to develop high-performing outreach sequences, including adapting messaging for Spanish-speaking manufacturing teams.</span></li> </ul> <p><span data-contrast="auto"> </span><strong><span data-contrast="auto">Supporting BDMs on Active Opportunities</span></strong></p> <ul> <li><span data-contrast="auto">Partner closely with Regional Sales Managers and BDMs on key accounts and active opportunities</span></li> <li><span data-contrast="auto">Assist&nbsp;with quote coordination and follow-up, ensuring proposals are reviewed and progressing</span></li> <li><span data-contrast="auto">Track proposal status and help schedule quote review meetings and technical follow-ups</span></li> <li><span data-contrast="auto">Maintain visibility on deal progress, customer questions, and next steps</span></li> <li><span data-contrast="auto">Support accoun</span><span data-contrast="auto">t expansion by&nbsp;identifying new plants, departments, or contacts within existing customers</span></li> <li><span data-contrast="auto">Help&nbsp;maintain pipeline accuracy and opportunity documentation in CRM</span></li> </ul> <p><strong><span data-contrast="auto">What “good” looks like</span></strong></p> <ul> <li><span data-contrast="auto">A typical day includes a mix of outreach and customer conversations, such as:</span> <ul> <li><span data-contrast="auto">50+ phone dials</span></li> <li><span data-contrast="auto">10–25 connects</span></li> <li><span data-contrast="auto">5–15 discovery conversations</span></li> <li><span data-contrast="auto">50+ emails sent (mix of automated and personalized)</span></li> <li><span data-contrast="auto">2–4 qualified intro meetings or discovery calls completed</span></li> </ul> </li> <li><span data-contrast="auto">Meeting quality matters more than volume,&nbsp;success is measured by opportunities that move into deeper technical discovery with the Sales Team.</span></li> <li><span data-contrast="auto">Outreach, reply, and meeting conversion rates improve because you test messaging tied to real manufacturing problems, not generic automation outreach.</span></li> <li><span data-contrast="auto">The Sales Team regularly confirms that the meetings you qualify involve real automation opportunities and the right stakeholders.</span></li> </ul> <p><span data-contrast="auto">Example feedback:&nbsp;“These plants&nbsp;actually have&nbsp;the right use case.&nbsp;Let’s&nbsp;schedule walkthroughs while&nbsp;I’m&nbsp;visiting next month.”</span></p> <p><span data-contrast="auto">You use AI and digital tools to prioritize accounts, summarize discovery conversations, and capture customer insights, while applying sound judgment to qualification decisions.</span></p> <p><strong><span data-contrast="auto">About you</span></strong></p> <ul> <li><span data-contrast="auto">Fully bilingual (German/ English).</span></li> <li><span data-contrast="auto">3+ years in SDR, BDR, or sales development, preferably selling into manufacturing, automation, robotics, or technical B2B markets.</span></li> <li><span data-contrast="auto">Comfortable speaking with operations managers, automation engineers, and plant leaders.</span></li> <li><span data-contrast="auto">Curious about how factories work and how robotics can solve operational challenges.</span></li> <li><span data-contrast="auto">Able to quickly learn and explain technical concepts at&nbsp;a high level.</span></li> <li><span data-contrast="auto">Confident hosting customer meetings and discovery conversations.</span></li> <li><span data-contrast="auto">Communicate clearly, ask thoughtful questions, and remain resilient under rejection.</span></li> <li><span data-contrast="auto">Work like a scientist: test messaging, analyze results, and iterate.</span></li> <li><span data-contrast="auto">Maintain disciplined daily execution: structured outreach, follow-ups, sequence management, and strong CRM hygiene.</span></li> <li><span data-contrast="auto">Highly organized and capable of managing multiple sequences and opportunities simultaneously.</span></li> <li><span data-contrast="auto">Experience with HubSpot and LinkedIn Sales Navigator is a strong asset.</span></li> </ul> <p><strong><span data-contrast="auto">Success Metrics</span></strong></p> <ul> <li><span data-contrast="auto">Discovery meetings completed</span></li> <li><span data-contrast="auto">Percentage of intro calls that convert to qualified opportunities</span></li> <li><span data-contrast="auto">Pipeline generated for BDMs and Regional Sales Managers</span></li> <li><span data-contrast="auto">Quality and completeness of opportunity briefings</span></li> <li><span data-contrast="auto">Speed of follow-up and CRM accuracy</span></li> </ul> <p><span data-contrast="auto"> </span><strong><span data-contrast="auto">Career Growth Path</span></strong></p> <p><span data-contrast="auto">This role is designed as a launchpad into more advanced commercial and technical roles, including:</span></p> <ul> <li><span data-contrast="auto">Business Development Manager</span></li> <li><span data-contrast="auto">Sales Engineer / Solutions Consultant</span></li> <li><span data-contrast="auto">Product Specialist</span></li> </ul> <p><strong><span data-contrast="auto">What do we offer!</span></strong></p> <p><strong><span data-contrast="auto">Equity Participation</span></strong><br><span data-contrast="auto">As an employee-owned company, we provide a meaningful stock option program, enabling all team members to share in the company’s long-term success and growth.</span></p> <p><strong><span data-contrast="auto">Competitive &amp; Transparent Compensation</span></strong><br><span data-contrast="auto">We offer a competitive compensation package aligned with market benchmarks</span><span data-contrast="auto">&nbsp;+ sales incentive. </span><span data-contrast="auto">The final offer will be&nbsp;determined&nbsp;based on a variety of factors, including your skills, experience, and the overall value you bring to the team and our mission.</span></p>