Sales Development Representative

About the Role

This role starts as an SDR focused on outbound prospecting and filling a qualified meeting pipeline for the founder, then expands into full-cycle ownership of discovery, demos, and closing after an initial ramp period. The rep will navigate both technical and financial stakeholders, educate prospects on a relatively new category, and help refine messaging and targeting in real time.

Core Responsibilities

Lead Generation & Prospecting
Build targeted account lists based on company size, intent signals, and firmographic fit using tools like Apollo and Clay
Execute multi-channel outbound campaigns across email, LinkedIn, and cold calling to generate qualified meetings
Identify and research key decision-makers across technical and financial buying groups within target accounts
Continuously refine outbound messaging and targeting based on response and conversion data

Calendar Management & Meeting Setup
Book and manage a high volume of qualified discovery calls during core US Eastern business hours
Participate in early-stage sales calls to absorb product knowledge, objection handling, and qualification criteria
Conduct post-call debriefs to refine lead qualification standards

Sales Execution & Pipeline Ownership
Transition into full-cycle ownership of assigned pipeline: prospecting through discovery, demo, and close
Qualify and prioritize opportunities using account-level usage or spend data
Navigate technical sales conversations involving infrastructure, integrations, and ROI-based value propositions

Sales Process & Tool Optimization
Operate across the core sales stack (e.g., Apollo, Clay, and scheduling/CRM tools) to manage outreach and pipeline
Use AI-assisted workflows to support lead research, qualification, and coordination across tools
Share process feedback to help shape and improve the sales playbook as it's built

Must-Have:
2+ years of B2B outbound sales experience with full-cycle prospecting ownership (list-building through qualification)
Documented experience selling a technical or non-self-serve product requiring buyer education and objection handling (e.g., infrastructure, developer tools, or data platforms)
Proven multi-stakeholder sales experience, navigating both technical and financial buyers within a single deal
Hands-on use of outbound sales tools such as Apollo, Clay, SalesLoft, or Outreach for lead generation and sequencing
Track record of measurable outbound performance (quota attainment, meetings booked, or pipeline generated, with reported metrics)
Demonstrated career progression within sales (e.g., SDR to AE) within 12–24 months at a single employer
C2 English (CEFR) — native or near-native fluency with the ability to navigate technical terminology in real time

Nice-to-Have:
Experience selling at a technical infrastructure or developer-tools company (e.g., Databricks, Snowflake, or comparable platforms)
Prior experience as a founding or early sales hire at an early-stage (Series A–B) startup, building outbound process from scratch
Experience qualifying leads using usage-based or spend-based metrics (e.g., cloud spend, API usage)
Familiarity with AI-assisted sales workflows (e.g., Claude, ChatGPT) used for prospecting or lead qualification