Sales Development Representative

About the role

The Sales Development Representative role exists to convert account intelligence and real buying signals into qualified pipeline. The work requires disciplined research, thoughtful outreach, and the ability to engage multiple stakeholders with relevant business context rather than scripted messaging. Success is measured by the consistency and quality of opportunities created and advanced, and by how effectively this role partners with Account Executives to influence early pipeline strategy and deal progression.

Responsibilities

• Generate qualified sales opportunities from a defined set of target accounts aligned to Demandbase’s ICP
• Research accounts and buying groups to tailor outreach based on business priorities, intent signals, and GTM context
• Initiate first-time conversations through email, phone, and social channels with relevance and precision
• Qualify inbound and outbound interest into well-scoped opportunities that meet sales acceptance criteria
• Partner with Account Executives to align on account strategy, messaging themes, and follow-up plans
• Use Demandbase data and sales tools to prioritize outreach and improve conversion rates
• Maintain accurate CRM documentation for activities, contacts, and opportunity context
• Continuously refine messaging and approach based on performance data, feedback, and coaching

Qualifications

• 1–2 years of experience in SaaS sales development or a high-volume outbound sales environment
• Experience engaging B2B buyers across multiple roles or stakeholders preferred
• Demonstrated ability to write clear, relevant outbound messaging tailored to specific accounts
• Comfort working in a data-driven sales environment using modern sales tools
• Strong listening skills with the ability to adapt messaging based on prospect responses
• An organized approach to managing accounts, follow-ups, and priorities
• Experience with Salesforce, Outreach, LinkedIn Sales Navigator, Gong, or similar tools is a plus

Benefits

Hybrid schedule located in either the Austin, TX or Bay Area

Pay

Competitive salary and benefits package

Schedule

Hybrid schedule

Our Commitment to Diversity, Equity, and Inclusion

We are committed to creating a workplace culture that values and celebrates diversity in all its forms. We recognize that everyone brings unique experiences, perspectives, and identities to the table, and we are committed to building a community where everyone feels valued, respected, and supported. Discrimination of any kind is not tolerated, and we strive to ensure that every individual has an equal opportunity to succeed and grow, regardless of their gender identity, sexual orientation, disability, race, ethnicity, background, marital status, genetic information, education level, veteran status, national origin, or any other protected status. We do not automatically disqualify applicants with criminal records and will consider each applicant on a case-by-case basis. We recognize that true diversity and inclusion requires ongoing effort, and we are committed to doing the work required to make our workplace a safe and equitable space for all.