Sales Development Representative - Outbound

POSITION OVERVIEW

We’re looking for a driven, outbound-focused Sales Development Representative to join our growing SDR team. In this role, you’ll be the first point of contact for prospects at the top of our funnel — converting marketing-sourced leads and self-identified prospects into qualified meetings for our Account Executive team.

This is a purely outbound role. Success here is built on calling craft, persistence, and the ability to have sharp, credible conversations with decision-makers in municipal and private waste organizations. If you’re someone who is genuinely comfortable with the discomfort of cold outreach — and who takes pride in the technical side of prospecting — this role is built for you.

COMPENSATION

- $55k-65k Base Salary with $100k OTE

RESPONSIBILITIES & DUTIES

• Conduct cold outreach to top-of-funnel leads sourced through marketing nurture campaigns, company-hosted webinars, and industry events including tradeshows, conferences, and exhibitions
• Independently research and identify additional prospects within your assigned territory to supplement marketing-sourced leads
• Engage decision-makers primarily through cold calling and email outreach to qualify and advance leads through the funnel
• Qualify prospects and book introductory meetings for the Account Executive team
• Collaborate with Account Executives to align on target accounts, messaging, and ensure a seamless handoff of qualified opportunities
• Consistently meet or exceed monthly SDR activity and pipeline metrics
• Maintain accurate and up-to-date account and contact information throughout the prospecting process

QUALIFICATIONS

• Direct experience in an SDR or BDR role with a demonstrated focus on outbound prospecting (strongly preferred)
• Proven track record of meeting or exceeding quota through cold outreach
• Strong phone presence and comfort leading early-stage discovery conversations
• Working knowledge of Salesforce and Outreach in a sales development capacity
• Working experience applying BANT or a similar qualification framework (preferred)
• Familiarity with MEDDIC (nice to have)
• Experience selling in a vertical SaaS or general SaaS environment

BENEFITS

• Comprehensive benefits (medical with HSA option, vision, dental, and life insurance)
• Paid parental leave
• Medical and Dependent FSA
• 401K match
• Unlimited PTO
• Ten company holidays
• 1 Volunteer day
• Summer Fridays

Routeware is an Equal Opportunity Employer and prohibits all forms of discrimination or harassment.