Enterprise SDR

Sales | Enterprise SDR Position Overview We are seeking a driven and curious Sales Development Representative to join our sales team. In this role, you will be the first point of contact for inbound prospects and a proactive hunter building outbound pipeline into carrier and logistics companies. You know how to qualify with depth, not just speed — uncovering whether there's a real problem before passing anything along. The ideal candidate has cut their teeth in SDR or sales roles at an AI or enterprise software company and is ready to operate with more ownership and less hand-holding. This role is based in San Francisco. Key Responsibilities • Qualify inbound leads quickly and thoughtfully — separating genuine interest from noise, and digging to understand the real operational problem before moving prospects forward. • Handle objections in real time on cold calls and discovery conversations — not by deflecting, but by working through them with a clear, repeatable system that keeps the conversation moving toward yes. • Build and execute outbound sequences targeting carriers and logistics operators, using research to personalize at a level that earns responses. • Run discovery conversations that go beyond surface qualification — ask why, follow threads, and surface pain that the prospect hasn't fully articulated yet. • Partner closely with AEs to ensure smooth handoffs with full context, not just a warm introduction. • Maintain clean pipeline hygiene including notes, activity logging, and clear next steps on every active prospect. • Test and iterate on outbound messaging and sequences — bring a point of view on what's working and why. • Use modern sales tools and AI to research, sequence, and personalize faster than a traditional SDR motion. Represent the company at industry events — attend trade shows, conferences, and networking events to generate pipeline, strengthen relationships with carriers and logistics operators, and stay sharp on industry trends. Follow up meaningfully to convert event conversations into qualified opportunities. Help Define Our Sales Motion We're an early team, and your work will directly shape how our GTM function operates and succeeds. You won't be handed a playbook — you'll help write it. That means bringing structure where there isn't any, surfacing what's working and what isn't, and thinking beyond your own quota to the health of the broader sales org. Required Skills • Genuine curiosity — you ask real questions, listen carefully, and don't move on until you actually understand the prospect's situation. • High call volume comfort — you pick up the phone without overthinking it, dial consistently, and don't let a bad call affect the next one.• Fearlessness — you reach out to anyone, ask the uncomfortable question, challenge a prospect's assumptions when it serves them, and don't shrink in conversations with senior operators or executives. • A repeatable objection-handling system — when a prospect pushes back on timing, relevance, or switching costs, you have a structured way to address it rather than hoping it resolves itself. • Comfort running conversations with operators and managers inside carrier and logistics organizations. • Ability to write outbound messaging that is specific, relevant, and earns a response — not templated noise. • Strong organizational discipline — you keep your pipeline clean, your follow-ups tight, and your handoffs complete. • Bias for action — you move quickly, test new approaches, and don't wait for permission to try something. • Clear, concise communication in writing and on the phone. Confidence and poise in event settings — you're comfortable representing the company at trade shows and industry conferences, initiating conversations with strangers, and turning brief interactions into pipeline. Experience Level • 2–4 years of SDR or sales experience, ideally at an enterprise software company. • Experience with inbound qualification and outbound prospecting — comfortable doing both. • Familiarity with logistics, transportation, or operational software is a plus but not required. • Based in San Francisco. Even Better... • You've built or refined your own outbound sequences and can speak to what made them work. • You use AI tools as a core part of how you research, write, and prioritize — not as an afterthought. • You've worked in an early-stage environment before and know how to create structure when there isn't any. • You've sourced pipeline from events before and have a process for following up that actually converts. What You'll Bring • A natural curiosity about how businesses operate and what breaks down in day-to-day workflows. • The ability to build quick rapport with a wide range of personalities — from dispatchers to executives. • A proactive mindset and the ability to move pipeline forward without constant direction. • Accountability for your own numbers — you know your metrics, own your outcomes, and don't make excuses. • A collaborative approach to working with AEs, marketing, and leadership. Our ValuesOwnership: You run your pipeline like a business. When something isn't converting, you don't wait for someone to tell you to fix it — you diagnose it and adjust. We take full accountability for outcomes and hold ourselves to a higher standard than anyone else would. Curiosity: We ask why until we actually understand. The best qualified opportunities come from the deepest questions. We follow threads, challenge assumptions, and never accept a surface-level answer in a discovery call or an outbound sequence. Intensity: We know we don't have the luxury of patience. We move fast, care deeply, and play to win. When something isn't working, we say so and fix it. When we lose a prospect, we talk about it honestly so we win next time. What We Offer • A front-row seat to building the GTM motion at a fast-growing AI company. • Direct mentorship from AEs and sales leadership with a clear path toward an enterprise closing role. • Competitive base salary, performance bonus, and equity. • The chance to have a real impact on how we sell — not just execute someone else's playbook.