What this job is really about

This is not a high-volume SDR role where you work through an endless lead list and move on after one “no.”

We target a defined list of large multinational pharmaceutical companies across Europe. You will own a focused set of these accounts and your job is to figure out how to get Personeo inside them.

These companies are complex. They have global teams, regions, clusters, individual countries and multiple stakeholders across Sales, Marketing and other commercial functions.

You will learn how each account is structured, identify the right people, find potential champions and build multiple paths into the organization.

Sometimes the first person you call will be the right one. More often, they will help you understand who else you should speak to. One conversation may lead you to another country, another cluster, another stakeholder or simply the phone number of the person you actually need.

The goal is not to call a company once and decide whether they are interested.

The goal is to find the way in.

Phone is our primary channel approximately 80% phone and 20% LinkedIn/email.

What we're building

Personeo is an AI sales roleplay and coaching platform helping enterprise sales teams practice real customer conversations, improve their skills and become more effective in the field.

Our strongest focus is pharmaceutical and healthcare companies, where sales teams can practice realistic customer conversations with AI and receive immediate feedback.

Since the beginning of 2026, we have grown by more than 350%, with customers expanding Personeo across multiple teams, countries and European markets.

We are now building a dedicated SDR team in Bratislava to accelerate that growth and turn Personeo into the industry-leading AI sales training and coaching platform for pharma.

We are still a lean Slovak technology company, which means the people joining now will have a real influence on how we build the product, sales organization and company around that ambition.

The role

Your main responsibility is to open the right doors inside our target accounts and turn them into qualified sales opportunities.

You will:

• Work with a defined list of large multinational pharmaceutical companies
• Research and understand how each account is structured across countries, clusters, regions and global teams
• Identify relevant decision-makers, influencers and potential champions
• Reach out directly to prospects, primarily by phone
• Use conversations to gather information and find better paths into the account
• Build relationships with multiple stakeholders rather than relying on a single contact
• Book qualified meetings and demos for our Account Executives
• Nurture promising contacts that are not ready yet
• Qualify inbound and partner-generated leads
• Potentially run first-round demos yourself as you gain experience
• Keep accurate records of conversations, stakeholders and opportunities in our CRM

You will work closely with our Account Executives and initially report directly to the Head of Sales.

You will not be starting from zero.

You will have defined target accounts, clear personas, tested value propositions, key messages and an established sales process to work with.

Who you'll be talking to

We primarily target large multinational pharmaceutical companies across the EU using an account-based sales approach.

Your conversations will typically be with senior people across Sales, Marketing and commercial leadership, including executives.

This is professional B2B prospecting rather than mass-market cold calling.

The product is directly related to the performance and development of their sales teams, so the conversations are generally relevant and constructive.

Because we focus on a limited number of strategically important accounts, you will have the opportunity to actually understand the companies you are targeting rather than simply working through thousands of contacts.

This probably isn't for you if...

You dislike cold calling, prefer waiting for inbound leads, or want a role where most communication happens over email.

It also won't be a good fit if you call a prospect once, hear “not interested” and move on. Our job is to get into a defined set of strategic accounts, which requires persistence, curiosity and the ability to keep looking for another route when the obvious one doesn't work.

You will regularly speak with senior people you have never met, operate with a high level of ownership, and be expected to think rather than simply follow a script.

Interview process

We keep the process simple and fast:

1. Interview with Richard, Head of Sales - 30 min
2. Interview with Miro, CEO - 30 min
3. Take-home exercise - 1 hour

From first conversation to offer, the whole process typically takes 1-2 weeks.

What we're looking for

Ideally, you have:

• 1-2 years of experience in outbound sales, appointment setting or booking B2B meetings by phone preferred, however if below criteria are met not required
• No hesitation about picking up the phone and speaking with people you have never met
• Professional, fluent and courteous English
• The ability to explain complex concepts in simple terms and get your point across clearly
• A proactive, fast-moving personality
• High ownership and a bias toward action rather than waiting to be told what to do
• The ability to think on your feet when a conversation takes an unexpected turn
• Persistence when the obvious route into an account does not work
• Curiosity to understand how large organizations work and who influences a buying decision
• Attention to detail, both during conversations and in CRM/record keeping
• The ability to quickly understand a product, its value proposition and different customer use cases

Experience in pharmaceutical or healthcare sales is an advantage, but not required.

Additional European languages are a major advantage, particularly Polish, German, French, Spanish or Italian.

Growth & ownership

We don't see SDR as a dead-end appointment-setting position.

As the team grows, there will be opportunities to progress into:

SDR → Senior SDR → SDR Team Leader

or fast-track into:

Account Executive / Customer Success Manager

You will be joining while we are building the SDR function from the ground up.

That means you will not just execute the process. You will help us improve how we map accounts, reach prospects, structure outreach, use sales tools and ultimately build the playbook that future SDRs will follow.

You will initially report directly to our Head of Sales, giving you significant exposure to how our sales organization and go-to-market strategy are being built.

Compensation & benefits

€1,500–€2,300 gross/month base salary, depending on experience.

€2,300–€3,000 OTE at target performance, with uncapped upside for strong performers.

Plus variable compensation:

• Fixed success fee for every qualified demo / opportunity created
• Revenue share on successful deals you originated and that are subsequently closed by an Account Executive
• Participation in the company ESOP for every team member

Your compensation therefore grows directly with the value you create.

You will also get:

• Experience selling into large multinational organizations across Europe
• Access to modern sales tools designed to maximize selling outcomes and minimize low-value work
• Unlimited use of Personeo for your own sales practice and coaching
• Direct exposure to an experienced team across sales, technology and training
• Unlimited time off
• Regular team activities and off-sites
• An open company culture built around ownership, merit and results

Personeo is an AI sales roleplay and coaching platform helping enterprise sales teams practice real customer conversations, improve their skills and become more effective in the field.