Sales Development Representative

What You’ll Do

• Execute high-volume, high-quality AI-assisted outreach across email, phone, video and LinkedIn. Targeting fraud, identity, payments, and risk personas at Enterprise and Strategic accounts.
• Multi-thread into every account you work, building relationships across technical, operational, and executive stakeholders.
• Qualify opportunities using the PACTA framework (Pain, Authority, Consequence, Timing, API Calls) to ensure every meeting you book has a realistic path to deal creation.
• Manage ABM account coverage, working all Marketing warmed accounts in alignment with our SDR workflow.
• Follow up within agreed upon SLAs on all inbound leads and persistently reach out to drive opportunity creation.
• Enroll accounts into HubSpot sequences and track LinkedIn engagement via Dux-Soup in alignment with team targets.
• Hit >300 cold call dials per week using Koncert parallel dialer, with a focus on quality connect conversations.
• Execute event prospecting cycles pre-event outreach, and post-event follow-up sequences to drive opportunity creation.
• Monitor account alerts and web visit signals to prioritize warm outreach to high-intent accounts.
• Maintain clean CRM data in HubSpot and Salesforce to ensure accurate contact records, sequence enrollment status, and opportunity stage management.
• Create and manage opportunities with clear next-step notes; work with your manager to reject stale opportunities with documented reasoning and a follow-up plan.
• Participate in weekly 1:1s and team reviews with an ownership mindset: bring data, flag blockers, and propose solutions.

How You'll Be Measured

• Cold Calls: 300 dials per week
• Enrollments: 260 per week
• Meetings: Set 10 per month
• Inbound Conversion Rate

What We’re Looking For

• 1+ years of outbound sales development experience. You have logged real cold call volume and can point to sequences you have written and tested.
• Comfortable with a high-activity model: dials, enrollments, and pipeline creation are your daily operating rhythm.
• Genuine curiosity about fraud, identity, and security.
• Strong written communication, your emails and LinkedIn messages are direct, specific, and do not sound like templates.
• Proficiency with HubSpot or a comparable CRM and sales engagement platform.
• Experience with or willingness to ramp on leading MarOps Tools, including Koncert, Dux-Soup.
• Aptitude to generate prospecting lists with AI tools and enrichment platforms (Claude, Apollo).
• Comfortable operating in a fully remote, async-first environment.
• A process-oriented mindset: you track what works, adjust what does not, and document your learnings in collaboration with BDR manager.
• Ability to multi-thread across buying committees.
• Role requires proficiency with macOS and comfort working fully remotely using tools such as Slack, Google Workspace, and Zoom.

Tools You'll Use

• HubSpot: sequences, contact management, task workflows
• Koncert: parallel dialer for cold call volume
• Dux-Soup: LinkedIn automation and engagement tracking
• Salesforce: CRM and opportunity management
• LinkedIn Sales Navigator: prospecting and account research
• Apollo: contact data and prospecting lists
• Vector: intent signal monitoring
• Notion: team documentation and workflows

Compensation & Transparency

For US-based employees, the cash base compensation range for this role is $50,000 - $60,000 (OTE $70,000 - $85,000). We set standard ranges for all US roles based on function, level, and geographic location, benchmarked against similar stage growth companies.