Sales Development Representative, Enterprise

About RoadRunner At RoadRunner, our daily motivation is to accelerate the road to Zero Waste™ while delivering maximum value for our customers and communities through efficient, scalable, and sustainable waste operations. Our team cares deeply about each other and our planet, and we are dedicated to leveraging technology and innovation to modernize a vital industry with integrity, expertise, and a passion for creating a future where waste is a problem of the past™. Technology, artificial intelligence, and data‑driven strategies are the backbone of our team of waste experts, enabling us to deliver streamlined, cost‑effective, and sustainable waste and recycling services. Since RoadRunner’s founding in 2014, we’ve helped thousands of customer locations nationwide achieve an average of 10–20% savings on their monthly waste bills while improving recycling efficiency. We’re proud that RoadRunner’s industry‑leading model and people‑first culture have been recognized by the 2023 SEAL Business Sustainability Awards, Pittsburgh Business Times’ Best Places to Work (2025), and Pittsburgh Inno’s 2022 Fire Awards. Our Glassdoor reviews are fantastic (3.3/5 on 311 reviews), our CEO’s approval rating is 71%, and 65% of our reviewers would recommend working here. Our Indeed ratings have consistently improved as we’ve been expanding our teams (3.5/5 on 85 reviews) and we now have over 14K followers on LinkedIn. ***Applicants must be authorized to work for any employer in the U.S. We are unable to sponsor or take over sponsorship of an employment visa. Compensation & Benefits: Pay Rate: $28.85 per hour ($60k annual) (Non-exempt / Full-Time) On Target Annual Commission (OTAC): $37k (Uncapped) Working Hours: 8:30 am – 5:30 pm EST with a 1-hour lunch Travel Required: <5% Job Summary: At RoadRunner, we’re not just managing waste—we’re transforming how businesses think about sustainability. As an Enterprise Sales Development Representative (SDR), you’ll be the driving force behind creating net new opportunities with some of the world’s largest companies. This isn’t about managing existing accounts or making mindless dials; it’s about uncovering fresh prospects, understanding complex organizations, and showing them how RoadRunner can make a real impact. What you’ll do: Be the voice of innovation: Use a multi-channel approach—calls, LinkedIn, and email—to connect with Directors, VPs and CEO's. Your mission? Show them how our technology uncovers hidden costs and drives efficiency. Think strategically: Partner with Enterprise AEs to target major accounts. You’ll map decision-makers, identify buying committees, and craft messaging that opens doors to new business. Lead the charge for zero waste: Own the top of the funnel for our biggest deals, ensuring our mission of sustainable materials management reaches the companies shaping the world. Master the tools: Use Salesforce, ZoomInfo, LI Navigator and Gong to build a smart, data-driven pipeline—just as efficient as the recycling programs we deliver. Primary Duties Including % of time: Strategic Outreach & Storytelling (60%) Multi-Channel Engagement: Execute high-volume, personalized outreach via phone, email, and social platforms to initiate conversations with key decision-makers. Value Articulation: Clearly communicate the environmental and financial impact of RoadRunner’s solutions, tailoring the message to solve specific prospect pain points. Strategic Sequencing: Manage and optimize outreach cadences to ensure consistent touchpoints and high engagement rates. Pipeline Architecture & Qualification (15%) Opportunity Identification: Research and identify high-potential prospects within target markets to build a robust top-of-funnel pipeline. Discovery & Qualification: Conduct initial discovery to assess "fit" and intent, ensuring only high-quality opportunities are transitioned to the next stage of the sales cycle. Lead Scoring: Leverage market intelligence to prioritize accounts that align with RoadRunner’s ideal customer profile (ICP). Professional Mastery & Influence (15%) Skill Refinement: Participate in ongoing training and coaching to master advanced sales techniques, psychological triggers, and objection handling. Stakeholder Influence: Develop strategies to navigate complex organizational structures and foster early-stage relationships with multiple stakeholders. Industry Leadership: Stay current on sustainability trends and waste-tech innovations to act as a credible consultant to prospective clients. CRM Integrity & Data Management (5%) Data Hygiene: Maintain a "Single Source of Truth" within Salesforce by logging all activity, notes, and prospect intelligence with high precision. Informed Decision-Making: Utilize CRM data to track personal KPIs, analyze outreach effectiveness, and report on pipeline health. Workflow Optimization: Streamline administrative tasks to ensure a seamless handoff between the prospecting and closing stages. Organizational Relationship: Reports To: Senior Manager, Enterprise Direct Reports: None Interacts with: Prospective Customers, Internal Teams Non-Negotiable Requirements (Experience): Candidates must meet the following criteria to be considered for this role: Minimum 2 years of Enterprise B2B sales experience, specifically targeting large complex companies with a national footprint The remote pro: Proven ability to thrive in a 100% remote sales environment, managing a high-paced, autonomous workflow with minimal supervision Bachelor’s Degree Required. The ideal candidate will also possess the following skills: Accountability: Passionate about business results and quality, with a strong sense of accountability towards metrics and goals. Resilience: Demonstrated resilience and perseverance, with the ability to stay motivated and positive when dealing with rejection. Coachability: Capable of taking constructive criticism to make improvements to your sales process and approach. Communication: Strong verbal and written communication skills; dynamic ability to capture a group’s interest and maintain it. Pipeline Management: Ability to establish and execute a pipeline target strategy for achieving sales targets through the appropriate stages of the sales cycle. Organization: Organized, self-reliant, and committed to following processes and procedures. Research: Strong research skills to develop a robust pipeline of potential clients. Core Values: Trust: Have confidence in our team. Have integrity in your actions Be Humble: Stay grounded. Seek feedback. Be curious. Be Passionate: Love what you do. Love what we do. Embrace Challenge: See obstacles as opportunities to learn and grow. Be Accountable: Take ownership. Be reliable. Be proactive. Care Personally About Each Other: Show compassion, empathy and open-mindedness. We are excited to consider talented individuals from across the country. However, please note that we currently do not support candidates residing in the following states: Alaska (AK) / Delaware (DE) / Hawaii (HI) / Kansas (KS) / Louisiana (LA) / Maine (ME) / Montana (MT) / Nebraska (NE) / Nevada (NV) / New Mexico (NM) / North Dakota (ND) / South Dakota (SD) / Vermont (VT) / Wyoming (WY) / Puerto Rico (PR) We thank all candidates for their interest in RoadRunner, but we cannot respond to everyone personally. Only those selected for an interview will be contacted. We look forward to reviewing your application! RoadRunner is an affirmative action and equal opportunity employer and is committed to the full inclusion of all qualified individuals. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, disability, age, sexual orientation, gender identity, national origin, veteran status, or genetic information. It is the policy of RoadRunner that qualified individuals with disabilities are not discriminated against because of their disabilities regarding job application procedures, hiring, and other terms and conditions of employment. It is further the policy of RoadRunner to provide reasonable accommodations to qualified individuals with disabilities in all aspects of the employment process. RoadRunner is prepared to modify or adjust the job application process or the job or work environment to make reasonable accommodations to the known physical or mental limitations of the applicant or employee to enable the applicant or employee to be considered for the position he or she desires, to perform the essential functions of the position in question, or to enjoy equal benefits and privileges of employment as are enjoyed by other similarly situated employees without disabilities, unless the accommodation will impose an undue hardship.