Sales Development Representative

Scalar•San Francisco, CA

6d•Onsite

About The Position

Scalar is looking for two Sales Development Representatives (SDRs) to be the front of their sales motion. This is a unique opportunity to be one of the first three people on the sales team, working closely with the CEO. Scalar has significant existing reach through its API documentation package and open-source tooling, but needs systematic effort to convert this reach into conversations with paying customers. The SDRs will be responsible for building the top of the funnel, learning directly from the CEO how to engage with prospects, and contributing insights back into the sales strategy. The role involves selling a deeply technical product to engineering and platform leaders at companies with public APIs. Success requires understanding technical concepts well enough to engage credibly with engineers, even without a coding background. The company emphasizes a lean, process-light environment with high autonomy and ownership.

Requirements

1-3 years of SDR/BDR work in B2B SaaS, ideally selling technical products, or equivalent demanding experience demonstrating a strong work ethic.
Excellent writing skills, with the ability to craft short, specific, and human emails.
Technical curiosity to learn about APIs, SDKs, and MCP servers and discuss them credibly with engineers.
Willingness to research prospect's API documentation before outreach.
Viewing close proximity to the CEO and sales process as a positive opportunity.
Ability to treat rejection as data for improvement.
Operating with a high level of kindness and clear communication.

Nice To Haves

Experience selling developer tools, infrastructure, or to an engineering buyer.
A technical background (CS classes, bootcamp, side project, support/QA at a technical company).
Fluency with modern prospecting tools (Apollo, Clay, HubSpot) and an instinct for automation.
Previous experience as an early Go-To-Market hire.
Experience using API documentation extensively and having opinions on good documentation.

Responsibilities

Building target lists of companies with underserved public APIs.
Writing outreach specific enough to engage engineering leaders.
Researching prospect's API documentation to find specific points of value for outreach.
Working signups, open-source users, and documentation traffic to identify potential customers.
Running first calls to understand prospect needs and qualify them.
Handing over qualified meetings to the CEO and Solutions Engineer for closing.
Utilizing and potentially implementing prospecting tools like Apollo, Clay, and HubSpot.
Learning the technical category, including OpenAPI, SDKs, and MCP servers, to hold credible conversations with engineers.