Sales Development Representative

Overview

You're booking demos for AEs by prospecting into B2B companies that might benefit from a sending/gifting platform. You're reaching out to marketing ops, sales ops, and rev ops leaders via cold calls, emails, and LinkedIn. You're selling the meeting, not the product - trying to find companies that are frustrated with their current gifting approach or looking to scale their outreach efforts.

Role Snapshot

Company Context

Stage: Series C+ (well-funded, 406 employees)

Size: 406 employees

Growth: Recently recognized by Forbes as Top Startup Employer, actively hiring across multiple roles

Market Position: Leader in the "sending platform" category. You're prospecting into a market where many companies don't know this category exists or think gifting is something an admin handles manually.

GTM Reality

Pipeline Sources:

• 60% Outbound - You're doing cold outreach to target accounts. This is the bulk of your job.
• 40% Inbound - Marketing generates leads through content, webinars, and demo requests. You're qualifying these to see if they're real opportunities or tire-kickers.

Your Targets: Mid-market to enterprise B2B companies (typically 200-5,000 employees) in software, tech, or high-growth industries. You're looking for companies that have sales and marketing teams actively doing outbound or account-based marketing.

Messaging: You're positioning Sendoso as a way to stand out in crowded inboxes, book more meetings, and track ROI on gifting. But many prospects don't see gifting as a priority, so you're often educating them on the category first.

Competitive Landscape

Why Prospects Don't Respond:

• They're not actively looking for a gifting solution (it's not top-of-mind)
• They already do gifting manually and don't see the need for a platform
• They're cutting martech/sales tech spend and not adding new tools
• They've heard of Sendoso but assume it's too expensive

Your Hook: You're selling the pain of manual gifting (no tracking, hard to scale, admin-heavy) and the gain of automation (attribution, integrations, ease of use).

What You'll Actually Do

Time Breakdown

Outbound Prospecting (60%) | Inbound Qualification (25%) | Internal/Admin (15%)

Key Activities

• Cold calling: You're making 50-70 calls per day to marketing ops, sales ops, and rev ops leaders. Most don't pick up. When they do, you're pitching a 15-20 minute call to discuss their current gifting approach and show them what Sendoso does.
• Email sequences: You're running multi-touch email campaigns (5-7 touches over 2-3 weeks) to target accounts. Most don't reply, but you're looking for the handful who show interest.
• LinkedIn outreach: You're sending connection requests and InMails to prospects. Response rates are low, but it's part of the multi-channel approach.
• Qualifying inbound leads: When marketing generates a demo request or content download, you're calling to see if they're real (have budget, have a problem, have urgency) or just exploring.
• Research and list-building: You're constantly building new lists of target accounts and contacts. You're looking for companies that show signals they're investing in sales/marketing tech (recent funding, hiring SDRs, posting about ABM campaigns).

The Honest Reality

What's Hard

• Low response rates. You're prospecting into a category most people aren't actively buying. Expect 1-2% response rates on cold outreach.
• You're educating prospects on a "nice-to-have" solution. Many don't see gifting as urgent or important. You'll hear "we're all set" or "not a priority right now" constantly.
• Gatekeepers are tough. Marketing ops and sales ops leaders are busy and get hit up by tons of vendors. Getting them on the phone is hard.
• Inbound leads can be low quality. Some are just exploring or looking for free swag ideas, not actually buying.
• Rejection is constant. You'll get a lot of no's, no responses, and people saying "check back in 6 months." You need thick skin.
• You're measured on activity (calls, emails) and outcomes (qualified meetings). If you don't hit your meeting quota, you'll feel the pressure.

What Success Looks Like

• Booking 15-20 qualified meetings per month that AEs accept (not just any demo - these need to be real opportunities)
• Keeping a strong connect rate (10-15% of calls resulting in conversations)
• Getting AEs to give you feedback that your meetings are high-quality (right persona, real pain, budget)

Who You're Selling To

Primary Prospects:

• Marketing Operations Managers/Directors (running campaigns, want to stand out)
• Sales Operations Leaders (looking for tools to help SDRs/AEs engage prospects)
• Revenue Operations VPs (evaluating the full GTM stack)
• Occasionally Head of Sales or CMO (for larger enterprise accounts)

What They Care About:

• Is this going to waste my time? They get hit up by vendors constantly. You need to quickly show you understand their pain.
• Why is this better than what we're doing now? Many are doing gifting manually or using another tool. You need to differentiate.
• What's the cost? They'll often ask about pricing early to see if it's even in their budget.

Requirements

• 0-2 years of SDR/BDR experience (this is often a first or second sales role)
• Comfortable making 50-70 cold calls per day and hearing "no" constantly
• Strong at researching accounts and personalizing outreach (generic messages don't work)
• Coachable and willing to iterate on messaging based on what's working
• Resilient - you need thick skin for the rejection and low response rates
• Competitive and motivated by hitting/exceeding quotas