Sales Development Representative, Wikimedia Enterprise

About Wikimedia Enterprise

Wikimedia Enterprise is the commercial data platform of the Wikimedia Foundation–the nonprofit behind Wikipedia projects. We provide organizations with reliable, high volume, low latency access to the world's largest open knowledge dataset through a suite of enterprise grade APIs. Our customers include leading AI companies, search engines, media companies, technology platforms, and research institutions that depend on structured, trustworthy knowledge at scale.

Unlike most commercial data vendors, everything we build is rooted in a 20-year-old mission: free knowledge for every human being. That's not a marketing tagline — it shapes how we hire, how we sell, and how we treat our customers.

The Role

We're looking for a Sales Development Representative who can translate Wikimedia Enterprise's unique value proposition into a qualified pipeline. You'll be the first point of contact for enterprise prospects, including technology companies, AI labs, media organizations, and large scale platforms. You'll play a critical role in helping us grow commercial revenue that directly funds the Wikimedia mission.

This is a detail-oriented, outbound-heavy role. You'll need to understand technical data products and API based offerings to speak credibly with both business, product, and engineering stakeholders, and work closely with Account Executives and Product to move the right conversations from cold outreach to discovery. Strong candidates will bring commercial instincts, a structured approach to prospecting, and genuine curiosity about the enterprise data landscape. We’re also looking for someone with extensive experience tracking and managing a sales pipeline in Hubspot. 

What You'll Do

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.

What You Bring

Required

• 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

Nice to Have

• 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

What We Offer

• • 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

About the Wikimedia Foundation

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.

As an equal opportunity employer, the Wikimedia Foundation values having a diverse workforce and continuously strives to maintain an inclusive and equitable workplace. We encourage people with a diverse range of backgrounds to apply. We do not discriminate against any person based upon their race, traits historically associated with race, religion, color, national origin, sex, pregnancy or related medical conditions, parental status, sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, or any other legally protected characteristics.

The Wikimedia Foundation is a remote-first organization with staff members including contractors based 40+ countries*. Salaries at the Wikimedia Foundation are set in a way that is competitive, equitable, and consistent with our values and culture. The anticipated annual pay range of this position for applicants based within the United States is US$76,765 to US$117,457 with multiple individualized factors, including cost of living in the location, being the determinants of the offered pay. For applicants located outside of the US, the pay range will be adjusted to the country of hire. We neither ask for nor take into consideration the salary history of applicants. The compensation for a successful applicant will be based on their skills, experience and location.

*Please note that we are currently able to hire in the following:
US States: Arizona, California, Colorado, Connecticut, District of Columbia*, Florida, Georgia, Idaho, Illinois, Indiana, Iowa, Maryland, Massachusetts, Michigan, Minnesota, Missouri, New Jersey, New Mexico, New York, North Carolina, Ohio, Oklahoma, Oregon, Pennsylvania, Puerto Rico*, Rhode Island, Tennessee, Texas, Utah, Vermont, Virginia, Washington, West Virginia, Wisconsin and Wyoming (*US Territory or Federal District)

Countries: Brazil, Canada, Colombia, France, Germany, Ghana, India, Indonesia, Italy, Kenya*, Mexico, Morocco, Netherlands, Poland, Singapore*, South Africa, Spain, Switzerland and the United Kingdom. Our non-US employees are hired through a local third party Employer of Record (EOR) and must have current work authorization in their location. (*citizens/permanent residents only)

We periodically review this list to streamline to ensure alignment with our hiring requirements.

All applicants can reach out to their recruiter to understand more about the specific pay range for their location during the interview process.

If you are a qualified applicant requiring assistance or an accommodation to complete any step of the application process due to a disability, you may contact us at recruiting@wikimedia.org or +1 (415) 839-6885.

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