SDR

Overview

You're an SDR at HockeyStack, selling marketing and sales intelligence software to B2B marketing teams, sales ops, and revenue leaders. You'll spend most of your day prospecting into mid-market and enterprise accounts, trying to get Directors/VPs of Marketing, Sales, and Rev Ops on the phone to talk about data unification and GTM analytics. The product is technical—think marketing attribution, account-based intelligence, and AI-powered insights—so you need to understand enough to have credible conversations.

Role Snapshot

Company Context

Stage: Likely Series A/B (YC grad, 99 employees, claims to be "fastest-growing")

Size: 99 employees

Growth: Actively hiring, positioning themselves as a fast-mover in the martech/sales intelligence space

Market Position: Crowded category competing against Bizible, 6sense, Dreamdata, and other B2B attribution/intelligence platforms. They claim "market dominance in core product" but you're still fighting for attention in a noisy space.

GTM Reality

Pipeline Sources:

• 20-30% Inbound - Some hand-raisers from their website, likely free trial signups or demo requests from content/SEO
• 70-80% Outbound - You're doing cold calls, LinkedIn outreach, and email sequences to marketing/sales leaders at B2B companies
• Minimal Partner/Referral flow at this stage

SDR/AE Structure: You book meetings, AEs close them. Clean handoff model.

SE Support: Likely shared SE pool for technical discovery calls or demos—you won't be demoing the product yourself.

Competitive Landscape

Main Competitors: 6sense, Dreamdata, Bizible (Adobe), HockeyStack is in the "marketing attribution + sales intelligence" space which is crowded.

How They Differentiate: AI-powered insights, claims to unify data better than competitors, likely positioning as easier to implement than enterprise tools.

Common Objections:

• "We already use [competitor]"
• "We have a data team that can build this internally"
• "Attribution is a solved problem for us"
• "Too expensive for what we need"

Win Themes: Speed to value, AI automation, unified view across marketing and sales (not just one or the other).

What You'll Actually Do

Time Breakdown

Prospecting (60%) | Meetings/Follow-up (25%) | Internal (15%)

Key Activities

• Cold calling: 60-80 dials per day to Directors/VPs of Marketing, Sales, and Rev Ops at B2B companies. Most don't answer. You're trying to get 2-3 conversations per day where you can pitch a 15-minute discovery call.
• Email sequences: Building multi-touch campaigns in Outreach/Salesloft. Researching accounts to personalize your messaging (e.g., "I saw your company raised Series B, curious how you're tracking pipeline attribution post-funding").
• LinkedIn outreach: Sending connection requests and DMs to prospects. Response rates are low, but it's part of the motion.
• Meeting prep and handoffs: Confirming meetings with prospects, sending calendar invites, prepping AEs on what you learned in the discovery call. You'll spend time in Salesforce logging activity and updating deal stages.
• Internal syncs: Daily standups, weekly 1:1s with your manager, pipeline reviews. The post mentions "highest standards of excellence" and "relentless focus on improvement," so expect feedback loops and coaching sessions.

The Honest Reality

What's Hard

• High rejection rate: You're calling senior people who get pitched constantly. Most calls go to voicemail. When you do connect, many will say "not interested" in 10 seconds.
• Technical selling: Marketing attribution and sales intelligence platforms are complex. You need to understand enough about data unification, multi-touch attribution, and GTM analytics to have credible conversations without sounding like you're reading a script.
• Onsite 5 days/week: No flexibility. You're in the SF office every day. If you value remote work, this isn't it.
• High-pressure culture: The post emphasizes "extreme urgency," "total market superiority," and "highest standards of excellence." This is a demanding environment. If you don't hit your numbers, you'll hear about it.
• Crowded market: You're not selling something totally new. Prospects have heard of attribution platforms. You need to articulate why HockeyStack is different, which takes reps and practice.

What Success Looks Like

• 15-25 qualified meetings per month: Meetings that AEs accept and convert into opportunities.
• Consistent activity: Hitting daily dials (60-80), emails (50-70), and LinkedIn touches (20-30).
• Fast ramp: The post mentions "turns feedback into results," so you're expected to improve quickly. If you're not hitting quota by month 3-4, you'll be on a plan.

Who You're Selling To

Primary Buyers:

• Director/VP of Marketing (mid-market and enterprise B2B companies)
• Director/VP of Sales Operations
• Chief Revenue Officer (larger accounts)

What They Care About:

• Attribution accuracy: "Which channels are actually driving pipeline?"
• Data unification: "Can I stop toggling between five different tools?"
• Speed to insight: "How fast can I get answers without building dashboards?"
• ROI: "Will this pay for itself by cutting wasted ad spend or improving conversion rates?"

Requirements

• Must work on-site in San Francisco 5 days/week (non-negotiable per the post)
• High motivation by money and competition (they explicitly call this out)
• Moves with urgency and takes ownership (won't wait for instructions)
• Coachable and focused on improvement (expect frequent feedback)
• Comfortable in a high-standards, high-accountability environment