Sales Development Representative - Digital Natives

Sales Development Representative

The Sales Development Representative is responsible for driving net-new pipeline within high-value, high-growth accounts, including startups, unicorns, and enterprise disruptors. This role partners closely with Account Executives to execute strategic outbound prospecting, develop account-based strategies, and create qualified sales opportunities within whitespace accounts. This is a proactive, hunter-focused position requiring curiosity, persistence, and the ability to break into competitive, fast-moving organizations where technology is central to growth.

Role Description

• Own outbound pipeline generation across a defined set of strategic (Tier A) accounts
• Develop and execute account-based prospecting strategies, including multi-threaded outreach, persona mapping, and trigger-based engagement
• Identify and prioritize whitespace opportunities within high-growth and VC-backed companies
• Partner with Account Executives to align on account plans, messaging, and deal strategy
• Conduct high-quality discovery to uncover business challenges, growth initiatives, and IT priorities
• Engage senior executives and decision-makers using personalized, insight-driven outreach
• Leverage sales tools, data platforms, and market intelligence to improve conversion rates
• Build pipeline through a mix of cold calling, email, social engagement, and event-driven outreach
• Maintain accurate pipeline tracking and activity metrics within CRM systems
• Continuously refine messaging based on industry trends (AI, data, security, cloud, etc.)

Behaviors and Competencies

• Communication: Can effectively communicate complex ideas and information to diverse audiences and can facilitate effective communication between others.
• Time Management: Can consistently use time effectively, balance multiple tasks, and meet deadlines.
• Self-Development: Can actively seek feedback and use it constructively for personal growth.
• Strategic Thinking: Can analyze situations and can lead the development and execution of strategic initiatives.
• Decision-Making: Can analyze complex information, predict long-term consequences, and make decisions that align with strategic goals.
• Professionalism: Can proactively seek out challenges, initiate projects, and contribute to a professional work environment.
• Interpersonal Skills: Can communicate effectively, build relationships, resolve conflicts, and influence others in significant situations.
• Self-Motivation: Can proactively seek out challenges, initiate self-development projects, and contribute to personal or professional innovative ideas.
• Performance Management: Can provide constructive feedback to others, identify performance gaps, and implement improvement plans.
• Business Development: Can proactively seek out new markets, initiate strategic partnerships, and contribute to the development of innovative business strategies.

Skill Level Requirements

• Advanced outbound prospecting skills (cold calling, sequencing, multi-channel engagement)
• Strategic account research and whitespace identification (funding signals, hiring trends, technology stack analysis)
• Ability to generate pipeline within startup, unicorn, and high-growth ecosystems
• Strong opportunity qualification and handoff to Account Executives
• Ability to connect technical solutions to business outcomes (growth, efficiency, security, scale)
• Strong business acumen with the ability to quickly understand complex customer environments
• Executive-level communication skills with the ability to engage senior stakeholders
• High level of curiosity, learning agility, and resilience in a high-activity environment
• Competitive drive with a focus on performance metrics and exceeding goals

Other Requirements

• 13 years of experience in B2B technology or IT sales (enterprise or commercial accounts preferred)
• Prior experience as a Sales Development Representative or Business Development Representative with a strong outbound prospecting track record
• Demonstrated success meeting or exceeding pipeline generation targets in a quota-carrying environment
• Proven ability to penetrate net-new accounts and engage stakeholders at the Director level or above
• Experience leveraging modern sales tools (Salesforce, Outreach, Sales Navigator, intent data platforms)

Preferred:

• Experience in startup, VC-backed, or high-growth technology companies (selling into or working within)
• Fluency in SHI AX, CRM, Microsoft Office tools

The estimated annual pay range for this position is $40,000 - $100,000 which includes a base salary and bonus. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.

Equal Employment Opportunity M/F/Disability/Protected Veteran Status