Sales Development Representative

Shadeform•Charlotte, NC

27d•Remote

About The Position

Shadeform is a GPU cloud marketplace that aggregates compute across over 30 cloud providers through a single API and dashboard, enabling teams to find, deploy, and manage GPUs wherever capacity is available and affordable. As a YC-backed company (S23) on track to surpass $100M in revenue this year, we are a small team of around 15 people building a crucial layer of AI infrastructure. As an SDR at Shadeform, you will be responsible for building and feeding a qualified pipeline into the sales team through both outbound prospecting and inbound lead management. This role requires a blend of market intelligence, technical awareness, and structured outreach to identify and engage the right buyers, ensuring timely and high-quality responses to all inbound opportunities.

Requirements

1–3 years in an SDR, BDR, or similar outbound sales role, ideally selling a technical product to a technical buyer.
Proficiency in running email, social, and phone outreach, with the ability to write effective messaging.
Sufficient technical fluency to discuss AI infrastructure or the ability to acquire it quickly.
Discipline in using a CRM and managing pipeline, with a commitment to clean data.
Comfort with qualifying leads against frameworks (pain, budget, timing, technical fit) and determining appropriate routing.
Hands-on experience with prospecting tools like Apollo or LinkedIn Sales Navigator, or the ability to learn them quickly.

Nice To Haves

Experience selling into AI labs, infrastructure teams, or developer-heavy organizations.
Familiarity with the GPU or cloud market, including neoclouds, data center capacity, and SKUs like H100 and H200.
A track record of experimenting with AI-driven or automated prospecting workflows.

Responsibilities

Conduct end-to-end research for promising verticals such as mid-market and early-stage startups, enterprise, AI labs, GenAI companies, VFX and rendering, and bioinformatics.
Build accurate, enriched prospect lists using tools like Apollo, Unify, Crunchbase, and LinkedIn Sales Navigator.
Map organizational structures to identify decision-makers and budget holders (CTO, Head of Infrastructure, ML Lead, Ops).
Track GPU capacity trends, ecosystem movements, and market gaps to identify product opportunities and feed this intelligence back to the team for messaging and campaign development.
Execute multi-channel outbound campaigns via email, social media, and phone, tailoring messaging to each prospect's specific needs and scaling requirements.
Write technically informed messaging that demonstrates a clear understanding of AI infrastructure pain points, including GPU scarcity, latency, scaling bottlenecks, and market shifts.
Book a minimum of 30 discovery calls per month with qualified buyers and drive platform registrations.
Deliver at least 5 qualified opportunities per month to the Account Executive (AE) team that convert into pipeline.
Own and manage the inbound lead queue, ensuring no inbound lead goes uncontacted beyond 4 business hours.
Respond to every inbound lead with a personalized, technically aware first touch that reflects their context, avoiding generic templates.
Qualify inbound leads using the same frameworks as outbound, validating pain, budget, timing, and technical fit before routing.
Accurately triage leads, routing high-value or complex opportunities to the Senior AE and Head of Sales with full context, and managing smaller or early-stage leads through qualification.
Track and report on inbound volume, source quality, and conversion rates to inform GTM team channel performance.
Log every inbound lead in the CRM upon receipt, including source, initial context, and next steps.
Utilize sales frameworks and playbooks to validate pain, budget, and timing, and to creatively onboard customers for the long term.
Understand each customer's technical context, including workload type, GPU requirements, deployment scale, and key contacts.
Hand off qualified opportunities to the AE team with complete context and all qualification questions answered.
Log all activity, insights, and engagement data cleanly in the CRM.
Continuously optimize outreach methods and sequences based on performance data.
Collaborate with marketing, GTM, and AE teams on outbound content, including case studies, email hooks, and campaign angles.
Experiment with AI-driven prospecting tools and automation to enhance efficiency across the GTM team.
Proactively identify and vet new GPU cloud providers and capacity sources to address supply gaps for active pipeline, especially for high-demand SKUs.
Monitor the GPU supplier landscape, including neoclouds, regional data centers, and emerging capacity providers, to build a bench of vetted providers.
Work directly with Sales and the founding AE team to understand unmet requirements on live deals and translate them into targeted outreach to prospective suppliers.
Run initial vetting on new providers, assessing capacity, pricing, SLA terms, data center certifications, and network performance.
Maintain accurate, up-to-date records of prospective and onboarded providers in Airtable (Supplier Inventory).
Flag supply constraints or emerging shortages to Sales and leadership early to allow for adjustments in pricing and deal strategy.
Build relationships with provider-side BD and sales contacts to establish repeatable sourcing channels.