Sales Development Representative (SDR)

Totango

11h

About The Position

The Sales Development Representative (SDR) is crucial for Totango’s top-of-funnel growth, responsible for both outbound prospecting and inbound lead qualification. This role involves identifying and engaging potential clients, creating opportunities, and quickly qualifying demo requests and marketing-sourced leads. The SDR will collaborate closely with Account Executives to ensure generated opportunities are qualified and well-contextualized. Additionally, the SDR will contribute to marketing campaigns and help refine inbound and outbound strategies. This position reports to the Director of Marketing, offering unique exposure to campaign strategy, messaging, and demand generation, providing more context, ownership, and influence over pipeline development than a typical SDR role. It's designed for individuals seeking early exposure to go-to-market strategies and who can thrive without a traditional sales management structure.

Requirements

• Comfort with cold calling
• Strong written communication skills
• Experience with Salesforce or a comparable CRM
• The ability to think on your feet and adapt your approach for different personalities, accounts, and AEs
• A fast-learner mindset. You absorb feedback and apply it quickly
• A big, positive, enthusiastic presence; someone people genuinely love being on calls with!

Nice To Haves

• Prior sales development experience, ideally in B2B SaaS, a startup, or an SMB environment
• Experience selling into or prospecting Customer Success, RevOps, or post-sales teams
• Experience with multi-channel sequencing tools (Outreach, Salesloft, Apollo, etc.)
• Worked in a startup or high-growth environment where the playbook was still being written
• Active on LinkedIn and already know how to use it as a prospecting tool, not just a resume

Responsibilities

• Outbound prospecting across phone, email, LinkedIn, and other channels to find and engage the right people at the right accounts
• Inbound lead handling: Quickly qualifying demo requests and marketing-sourced opportunities, routing them to the right AE with full context
• Identifying champions and key stakeholders within target accounts through research and social monitoring
• Generating qualified pipeline for the Account Executive team; quality over quantity, always
• Contributing to marketing campaigns and helping amplify top-of-funnel efforts
• Maintaining clean, accurate records in Salesforce so nothing falls through the cracks
• Bringing creative approaches to account penetration when the standard plays aren’t working

Benefits

• Base salary is one part of your total compensation package
• Compensation determined within a range based on experience, job-related skills, relevant education or training, and other business and organizational requirements
• Equal opportunity employer
• Does not discriminate based on race, religion, national origin, gender identity, age, sexual orientation, or any other protected class
• Commitment to creating an inclusive environment for all employees

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level
• Education Level: No Education Listed
• Number of Employees: 11-50 employees