Sales Development Representative

Sales Development Representative (Partners + Merchant Direct)

About the Role We are looking for a high-energy, highly organized Sales Development Representative (SDR) to help expand our partner ecosystem and support direct merchant acquisition. This role sits at the front line of revenue growth building relationships with referral partners, identifying qualified merchant opportunities, and creating pipeline for the Sales team. You will work across two core motions: Partner-Led Sales activating, nurturing, and expanding referral partner relationships Direct Merchant Prospecting sourcing and qualifying merchants that fit our platform This is a high-visibility role where your work directly impacts revenue, partnerships, and market expansion.

What You'll Do Partner Development Engage inbound and outbound partner leads (ISVs, platforms, consultants, agencies, referral partners) Maintain consistent communication cadence with active partners Educate partners on product capabilities, onboarding process, and ideal customer profile Identify partner-sourced merchant opportunities and move them into the pipeline Track partner activity and performance inside CRM Merchant Prospecting & Qualification Prospect merchants through outbound channels (email, LinkedIn, events, industry lists, partner referrals) Conduct discovery calls to understand: Business model Payments needs Compliance and regulatory complexity Volume potential and growth profile Qualify opportunities and transition to Account Executives or Sales leadership Support early deal coordination with onboarding, underwriting, and compliance teams Pipeline & CRM Management Maintain clean CRM records (activities, notes, next steps, deal progression) Track outreach metrics and conversion performance Support reporting on lead sources, partner activity, and pipeline contribution Cross-Functional Collaboration Work closely with Sales, Partnerships, Marketing, and Onboarding Provide feedback on market trends, objections, and competitive intelligence Support event follow-up and campaign outreach Requirements Who You Are Core Traits Curious and coachable Comfortable in a fast-moving startup environment Highly organized and process-driven Strong communicator (written + verbal) Resilient and consistent with outreach Experience 13 years in Sales, SDR, Partnerships, or Customer-Facing roles (preferred but not required) Experience in fintech, payments, SaaS, or regulated industries is a plus Experience working with partners or referral channels is a plus Experience using CRM tools (Zoho, Salesforce, HubSpot, etc.)

What Success Looks Like (First 90 Days) 30 Days Complete product and industry training Begin outbound and partner outreach Run discovery calls with supervision 60 Days Independently qualify partner and merchant opportunities Consistently hit outreach and meeting targets Contribute qualified pipeline 90 Days Fully own partner + merchant qualification workflows Consistently generate qualified opportunities Become a trusted front-line voice of the company Key Metrics Qualified Opportunities Created Partner Activation & Engagement Meetings Booked Pipeline Contribution CRM Data Hygiene & Activity Completion Why This Role Matters This role is critical to expanding our partner ecosystem and accelerating merchant adoption. You help ensure the right businesses enter the pipeline improving close rates, onboarding success, and long-term customer quality. Benefits Compensation Structure (Example Adjustable) Base Salary + Variable Commission Commission tied to: Qualified opportunities created Partner-sourced pipeline Revenue contribution (optional depending on structure)