Sales Development Representative - Digital Natives

SHI International Corp.•Austin, TX

8d•$40,000 - $100,000

About The Position

The Sales Development Representative drives net-new pipeline within high-value, high-growth accounts, including startups, unicorns, and enterprise disruptors. The role partners closely with Account Executives to execute strategic outbound prospecting, develop account-based strategies, and create qualified sales opportunities within whitespace accounts. It is a proactive, hunter-focused position requiring curiosity, persistence, and the ability to break into competitive, fast-moving organizations where technology is central to growth. The representative owns outbound pipeline generation across a defined set of strategic accounts; identifies and prioritizes whitespace opportunities; conducts discovery; engages senior decision-makers through personalized outreach; and uses sales tools and market intelligence to improve conversion. Outreach may include cold calls, email, social engagement, and event-driven engagement. The role also maintains CRM pipeline and activity records and refines messaging in response to industry trends such as AI, data, security, and cloud.

Requirements

1–3 years of experience in B2B technology or IT sales; enterprise or commercial account experience preferred.
Prior experience as a Sales Development Representative or Business Development Representative with a strong outbound prospecting track record.
Demonstrated success meeting or exceeding pipeline generation targets in a quota-carrying environment.
Proven ability to penetrate net-new accounts and engage stakeholders at the Director level or above.
Experience leveraging modern sales tools such as Salesforce, Outreach, Sales Navigator, and intent data platforms.
Advanced outbound prospecting skills, including cold calling, sequencing, and multichannel engagement.
Strategic account research and whitespace identification skills, including analysis of funding signals, hiring trends, and technology stacks.
Ability to generate pipeline within startup, unicorn, and high-growth ecosystems.
Strong opportunity qualification and handoff skills with Account Executives.
Ability to connect technical solutions to business outcomes such as growth, efficiency, security, and scale.
Strong business acumen and ability to quickly understand complex customer environments.
Executive-level communication skills and ability to engage senior stakeholders.
Curiosity, learning agility, resilience in a high-activity environment, and competitive drive focused on performance metrics and exceeding goals.
Communication, time management, self-development, strategic thinking, decision-making, professionalism, interpersonal skills, self-motivation, performance management, and business development competencies.

Nice To Haves

Experience in startup, VC-backed, or high-growth technology companies, either selling into or working within them.
Fluency in SHI AX, CRM, and Microsoft Office tools.

Responsibilities

Own outbound pipeline generation across a defined set of strategic (Tier A) accounts.
Develop and execute account-based prospecting strategies, including multi-threaded outreach, persona mapping, and trigger-based engagement.
Identify and prioritize whitespace opportunities within high-growth and VC-backed companies.
Partner with Account Executives to align on account plans, messaging, and deal strategy.
Conduct high-quality discovery to uncover business challenges, growth initiatives, and IT priorities.
Engage senior executives and decision-makers using personalized, insight-driven outreach.
Leverage sales tools, data platforms, and market intelligence to improve conversion rates.
Build pipeline through cold calling, email, social engagement, and event-driven outreach.
Maintain accurate pipeline tracking and activity metrics within CRM systems.
Continuously refine messaging based on industry trends, including AI, data, security, and cloud.