Mid-Market Sales Development Representative

Terminal Industries•Austin, TX

3d•Onsite

About The Position

Terminal is building the world's first AI-powered Yard Operating System (YOS) to digitize, automate, and orchestrate operations in logistics yards. These yards are crucial for global commerce but are often managed with outdated methods. Terminal's platform uses AI and machine learning to provide real-time visibility, intelligence, and control, significantly improving efficiency, sustainability, and scalability in the supply chain. The platform aims to reduce labor dependency, increase throughput, and enhance logistics accuracy. The company is seeking a talented Sales Development Representative (SDR) to drive top-of-funnel growth for Mid-Market and Enterprise prospect segments. This role focuses on quality over quantity, managing both outbound prospecting into target accounts and responding to inbound interest, qualifying and nurturing leads for Account Executives (AEs). The SDR will need to be technically curious to engage effectively with various buyer personas and will report to the SVP of Sales, working closely with AEs as a foundational member of the go-to-market team.

Requirements

Must be based in Austin, TX.
1–2 years of B2B sales development (SDR/BDR) experience; not an entry-level SDR role.
Proven track record selling into B2B, ideally mid-market and enterprise accounts.
Strong outbound prospecting skills, including AI messaging and automation capabilities or comfort level.
Comfortable on both sides of the sales funnel: qualifying inbound leads and running proactive outbound prospecting.
Technically curious and AI-literate, capable of holding credible conversations with target personas (GM, Ops, IT, etc.).
Resilient and coachable, able to act on daily feedback.
Hands-on experience with modern sales tooling (sequencers like AI everything, Apollo, CRM, LinkedIn Sales Navigator, etc.).
Organized and metrics-driven, managing personal pipeline and owning numbers.
Success-driven with a proven ability to consistently hit and exceed quotas.

Nice To Haves

Experience with complex, high-ticket sales cycles.
Domain experience in supply chain, logistics, or transportation technology.
Familiarity with the yard management or supply chain software landscape.
Experience prospecting into Ops, IT, and buying committees.
Experience at an early-stage, high-growth, venture-backed startup.
Familiarity with intent-based, signal-driven prospecting workflows.

Responsibilities

Own the top of the funnel for important accounts from both proactive outbound prospecting and fast first response to inbound interest, setting qualified meetings for AEs.
Own outbound prospecting into targeted accounts using multi-channel sequences (email, phone, LinkedIn) tailored for mid-market and enterprise sales cycles.
Qualify and nurture inbound leads from various sources (marketing, events, website), assessing fit, intent, and BANT, and moving sales-ready leads forward.
Research accounts and personas to craft persona-specific messaging addressing stakeholder priorities.
Multi-thread the buying group by mapping and engaging multiple stakeholders within an account.
Qualify inbound and outbound leads and book qualified meetings for AEs with necessary context.
Utilize intent and de-anonymization signals to prioritize accounts showing buying behavior.
Partner closely with AEs through a weekly feedback loop, using lead-quality ratings to refine targeting.
Maintain clean and accurate pipeline data in the CRM and adhere to activity, conversation, and meeting metrics and quotas.
Speak credibly about the Terminal platform and its value, and become proficient in multi-level objection handling.