SDR

Role Summary

The Mid-Level Sales Development Representative (SDR) drives the top-of-funnel pipeline by identifying, engaging, and qualifying high-potential IT prospects. This role serves the sales team by securing high-quality discovery meetings and is measured by the volume and conversion rate of Sales Qualified Leads (SQLs) into the pipeline. Operating in a hybrid, full-time capacity, this position requires a blend of strategic prospecting and high-volume outreach within a fast-paced, early-stage startup environment.

Work Setup & Collaboration

• Maintain a hybrid schedule with designated in-office days for strategic alignment and remote days for focused execution.
• Exercise high autonomy in managing daily outreach volume and prioritizing lead lists based on real-time market signals.
• Collaborate directly with the Founding Team to refine value propositions and provide feedback on lead quality.
• Navigate a fluid startup environment with evolving processes, requiring high adaptability and proactive problem-solving.
  
  

What You'll Do

• Execute multi-channel outreach including cold calls, personalized emails, and LinkedIn engagement to generate interest.
• Research and map key decision-makers within target IT accounts and mid-market organizations.
• Qualify prospects using established frameworks (e.g., BANT or MEDDIC) to ensure high-intent handoffs.
• Schedule and transition discovery calls for the Account Executive or Founder with detailed briefing notes.
• Maintain CRM hygiene by logging all activities, updates, and lead intelligence in real-time.
• Iterate on messaging scripts and email templates to continuously improve open and response rates.
• Support marketing initiatives by following up on event attendees and high-value content downloads.
• Provide market feedback to the product team regarding prospect pain points and competitive intelligence.
• Manage the prospecting lifecycle with minimal supervision, demonstrating strong self-accountability for daily targets.
  
  

Success Indicators

• Generate a consistent volume of 10–15 Sales Qualified Leads (SQLs) per month.
• Maintain a lead-to-opportunity conversion rate of at least 20%.
• Achieve a consistent daily output of 50+ personalized touchpoints across all channels.
• Reduce time-to-first-contact for inbound leads to under 2 hours during business operations.
  
  

Required Qualifications

• 2–4 years of experience in a Sales Development or Lead Generation role, specifically within the IT or SaaS sector.
• Proven track record of meeting or exceeding monthly and quarterly pipeline quotas.
• Proficiency with modern sales stacks, including CRM platforms (HubSpot/Salesforce) and engagement tools (Apollo/Outreach).
• Deep understanding of IT personas, including the priorities of CTOs, IT Directors, and Security Managers.
• Experience in social selling and building professional rapport through LinkedIn and industry forums.
• Analytical mindset to interpret outreach data and pivot strategies based on performance metrics.
• Exceptional written communication for crafting clear, concise, and persuasive async outreach.
  
  

Nice to Have

• Experience working in an early-stage startup (1–20 employees).
• Familiarity with technical concepts such as cloud infrastructure, cybersecurity, or API integrations.
• Previous use of video prospecting tools (e.g., Loom or Vidyard) to increase engagement.
• Knowledge of intent data platforms to prioritize outreach based on prospect behavior.
  
  

About The Team/Environment

We operate at a high velocity with a focus on rapid experimentation and iterative growth. As a small team, we value transparency, direct feedback, and a high bar for individual ownership over results. Our environment is low on bureaucracy and high on tooling, prioritizing automated workflows so you can focus on high-value human interactions.