SDR – Sales Development Representative (m/f/d) – SME / SMB | Berlin (Hybrid)

SDR – Sales Development Representative (m/f/d) – SME / SMB | Berlin (Hybrid)

Permanent · Full-time · Starting January 1, 2027, or earlier · Berlin, 2 days per week in the office (Monday and Thursday)

Do you already have at least two years of B2B sales experience and want to take on real responsibility in inbound sales for the German Mittelstand? At Pennylane in Berlin, you will qualify companies that have already shown interest in our software, understand their accounting setup and challenges, and arrange suitable demo appointments for our Account Executives – without cold calling.

Do you want work that makes a difference – on a product that could soon help millions of entrepreneurs in Europe?

Do you thrive in a culture that values trust and personal responsibility?

Then Pennylane might be the right place for you.

Our Vision

Our goal is to become the most popular financial management software for SMEs in Europe.

We free entrepreneurs from time-consuming tasks in accounting and finance and provide them with the financial key figures they need to make the best decisions for their business.

At the same time, we help tax firms spend less time on repetitive tasks and more time advising their clients.

Context

Pennylane is one of the fastest-growing FinTechs in France – and we are in our second year of expansion into Germany, with our German team in Berlin.

In the 6 years of our existence, we have achieved the following:

• 💻 We have established ourselves as groundbreaking accounting and financial software for small businesses and their tax advisors.

• 💰 We have raised a total of €400 million, including from Sequoia, the renowned Silicon Valley fund that invested early in companies like Google, Facebook, Airbnb, Stripe, PayPal, and many more.

• 👨‍👩‍👧‍👦 We have grown from 7 co-founders to over 1,100 happy Pennylaners: We are now considered one of the best places to work in France (including remotely), with a rating of 4.6/5 on Glassdoor.

• 🌍 We have built an international environment with over 25 nationalities, with a strong remote-friendly culture where 30% of employees already work from all parts of Europe.

• 🤝 We have won the trust of thousands of clients and tax firms – with outstanding reviews.

• 🚀 Over 1,300,000 SMEs (Small and Medium-sized Enterprises) and over 6,500 tax firms already use Pennylane in France!

Why is this role so important to us?

The SDR team is crucial to how we acquire new customers.

As the first link in our sales chain, SDRs check which inquiries are a good fit for Pennylane and turn them into appointments – laying the foundation for the success of the entire team.

The German SDR team currently consists of 2 people, and you will help shape it as it grows. You will report directly to Jacob, our Global Head of Sales SME, and actively contribute your experience to building our German SME sales – with Sales Academy, Buddy, and Shadowing, we will quickly get you up to Pennylane's level.

How do you contribute to the project?

We receive many inbound inquiries every day from companies wanting to get to know Pennylane. You will work exclusively with these – 100% inbound sales, cold calling (outbound) is not part of this role.

The biggest challenge: balancing speed, volume, and depth of qualification. You react quickly to German prospects while also going deep enough to truly understand their accounting setup, business challenges, and the complexity of their case.

Specifically, this means:

• You qualify German SME leads: company profile, current accounting and finance tools, pain points, needs, and buying context

• You turn qualified leads into high-quality appointments with the appropriate Account Executive – relevant, cleanly scheduled, and with a high probability of them taking place

• You ensure a clean handover and document qualification, use cases, stakeholders, urgency, current setup, and next steps in Salesforce

• You follow up by phone, email, and LinkedIn, and reactivate leads that have disappeared or missed an appointment

• You contribute to the development of our German SME sales: you share market feedback, improve our messaging, and work closely with AEs, Marketing, and the entire Sales team

• Optional, depending on experience: You will be responsible for the complete sales cycle for self-signup abandoners – you will reactivate prospects who have not completed their registration, show them the appropriate solution, and close the opportunity yourself

Your success will be measured primarily by qualified appointments held, show rate, acceptance by AEs, conversion from appointment to validated opportunity, and influenced pipeline. We will calibrate the goals together based on the volume and maturity of the German market.

What do your daily tasks look like?

This is what your onboarding with us looks like:

The first 30 days

• You will learn about Pennylane's product, our ideal customer, the German market context, our qualification methodology, Salesforce, and our internal sales processes, and you will shadow SDR and AE calls

By Day 60

• You will qualify German leads independently, identify their central pain points, and hand them over to the appropriate AE with complete, actionable notes

By Day 90

• You will be responsible for the entire qualification process for German SME leads, meet the agreed-upon activity and quality standards, deliver a reliable flow of high-quality appointments, and identify initial levers for better conversion and messaging

After 12 months

• You will be a reliable, autonomous SDR for the German SME market, meeting or exceeding your KPIs, knowing German customer profiles, accounting workflows, and typical objections inside out, and being valued by AEs as a source of high-quality opportunities

• You will contribute to our German Sales Playbook and accelerate the development of our SME Go-to-Market in Germany

• Depending on your performance and available positions, you can prospectively develop into an Account Executive role

Who we are looking for

• You have at least two years of experience in B2B sales – as an SDR/BDR, in inside sales, or in a comparable customer-facing role, ideally in SaaS, Fintech, accounting software, or another consultative sales environment

• You conduct strong discovery and qualification calls: you understand a company's accounting and finance setup, identify pain points, urgency, and decision-makers, and assess whether an inquiry fits Pennylane

• You work with a high degree of personal responsibility, follow-up discipline, and CRM diligence: high lead volume, clean Salesforce data, high-quality handovers to AEs

• You are curious, customer-oriented, and a strong active listener – you ask the right questions and don't settle for superficial answers

• You are resilient, disciplined, and proactive: you handle rejections with confidence, persist with follow-ups, and maintain a high pace in a fast-paced sales environment

• You speak German at a native or near-native level and have fluent English (our company language)

• A plus: experience with inbound qualification and Salesforce, understanding of accounting, finance, or ERP processes, experience selling to tax advisors, finance teams, or business owners – and French language skills

What we offer

• 📄 Permanent full-time contract, starting January 1, 2027, or earlier

• 🏢 Hybrid working: 2 days per week (Monday and Thursday) in our Berlin office, flexible for the remaining days; occasional travel

• 🎓 Structured onboarding: Sales Academy, Buddy program, and shadowing

• 🚀 Development perspective towards Account Executive – depending on performance and open positions

• 🌴 Regardless of where you are located, you will receive 30 paid vacation days from Pennylane.

• 💵 You will receive a competitive compensation package.

• 📈 You will receive company shares to benefit from the success you build together with us.

• 🏡 You will receive a budget to transform your home into a more comfortable workspace, as well as a monthly allowance to work in a coworking space whenever you wish. In Berlin, we have an office that can be regularly worked from.

• 🇬🇧 You will get access to Busuu to perfect your English or French.

• 💻 You will receive the latest Apple equipment.

• 🎉 We value regular joint events such as our Tech Days (which bring together remote Pennylaners every 3 months) or our annual company seminar to create important moments of cohesion for everyone.

• 🌍 An international team with over 25 nationalities and a strong, well-funded parent company in France

🤝 Application Process

1. Introductory call with Mirko, Recruiter (30 min.)

2. Second interview with Jacob, Global Head of Sales SME (30 min.)

3. Practical case study and debrief with Jacob, Global Head of Sales SME, and a member of the Sales SME team (45 min.) – we will assess discovery quality, communication skills, and structure

🇫🇷 Données personnelles

Pennylane traite vos données pour gérer votre candidature et évaluer votre adéquation au poste. Si votre candidature n’aboutit pas, vos données peuvent être conservées 2 ans à compter de notre dernier échange ou de la clôture du recrutement afin de constituer & gérer un vivier de candidats. Vous pouvez vous opposer à tout moment et demander la suppression de vos données en écrivant à :
Notre data policy

🇬🇧 Personal Data

Pennylane processes your data to manage your application and assess your suitability for the position. If your application is unsuccessful, your data may be retained for 2 years from our last exchange or the closing of the recruitment process, in order to build and manage a candidate pool. You may object at any time and request the deletion of your data by writing to Learn more

🇩🇪 Personenbezogene Daten

Pennylane verarbeitet Ihre Daten, um Ihre Bewerbung zu bearbeiten und Ihre Eignung für die Stelle zu beurteilen. Sollte Ihre Bewerbung nicht erfolgreich sein, können Ihre Daten bis zu 2 Jahre ab unserem letzten Austausch oder dem Abschluss des Rekrutierungsverfahrens gespeichert werden, um einen Kandidatenpool aufzubauen und zu verwalten. Sie können jederzeit Widerspruch einlegen und die Löschung Ihrer Daten beantragen, indem Sie an Mehr erfahren

🇪🇸 Datos personales

Pennylane trata sus datos para gestionar su candidatura y evaluar su idoneidad para el puesto. En caso de que su candidatura no sea seleccionada, sus datos podrán conservarse hasta 2 años a partir de nuestro último contacto o de la finalización del proceso de selección, con el fin de constituir y gestionar una reserva de candidatos. Puede oponerse en cualquier momento y solicitar la eliminación de sus datos escribiendo a Más información

Find Jobs in Germany on Arbeitnow