SDR (Sales Development Representative)

Overview

You spend your day cold calling and emailing mid-market and enterprise companies to book qualified meetings for AEs. OnRamp sells an onboarding platform to B2B companies with customer churn and adoption problems. You're reaching out to customer success ops leaders, rev ops, and heads of CS at companies that onboard lots of customers.

Role Snapshot

Company Context

Stage: Series A (raised early Q4 2024)

Size: Small but growing fast—tripled GTM team in 3 months

Growth: Aggressive hiring mode. Went from 1 rep to full GTM org in 2 years. Now have Fortune 15 customers.

Market Position: Challenger in B2B customer onboarding. Competing against custom builds, legacy tools, and "we'll just use our LMS."

GTM Reality

Pipeline Sources:

• 75% Outbound - cold calling, LinkedIn, email sequences to target accounts
• 25% Inbound - some hand-raisers from marketing, but this isn't a demo request machine
• No PLG/free trial motion feeding you leads

SDR/AE Structure: Dedicated SDR team feeding AEs. You own prospecting, they own closing.

SE Support: Sales Engineering team available for technical demos post-handoff.

Competitive Landscape

Main Competitors: Custom-built onboarding tools, legacy LMS platforms, point solutions for specific use cases

How They Differentiate: Platform that scales from SMB to Fortune 15. Cardinal Health uses it for pharmacy onboarding, Bullhorn for their SMB self-serve motion.

Common Objections: "We built something internally," "Our current process works fine," "Not a priority right now"

Win Themes: Reducing churn, accelerating time-to-value, freeing up CS team capacity

What You'll Actually Do

Time Breakdown

Cold Calling (40%) | Email/LinkedIn (30%) | Research (20%) | Internal Meetings (10%)

Key Activities

• Cold Calling: 50-70 dials per day to directors/VPs of customer success, rev ops, and CS ops at target accounts. Most don't pick up. You leave voicemails that rarely get returned.
• Email Sequences: Write personalized emails referencing their company's customer base and onboarding challenges. Track opens, replies, and iterate on messaging.
• Account Research: Research target companies on LinkedIn and their websites to understand their customer onboarding flow and find the right contact.
• Meeting Handoffs: Brief AEs on the accounts you book, attend some first calls, then move on to the next prospect.

The Honest Reality

What's Hard

• You get rejected constantly. Most calls go to voicemail. Most emails get ignored. This is normal.
• It takes 20-30+ touches to break into some accounts. You're prospecting into mid-market and enterprise, not SMB—these are longer cycles to even get a meeting.
• In-office every day in Fort Point. No remote flexibility. If you want WFH days, this isn't it.
• Early-stage startup means things change fast. Process isn't always polished. You'll be figuring things out as the team scales.

What Success Looks Like

• Booking 15-20 qualified meetings per month that show up and convert to pipeline
• AEs want to take your meetings (they're actually qualified, not tire-kickers)
• You crack into strategic accounts that become Fortune 15 deals down the line

Who You're Selling To

Primary Buyers:

• Director/VP of Customer Success (they own churn metrics)
• Head of Revenue Operations (they own the tech stack)
• CS Operations Manager (they deal with onboarding chaos daily)

What They Care About:

• Reducing customer churn in the first 90 days
• Freeing up their CS team from repetitive onboarding work
• Scaling their onboarding without hiring more people
• Time-to-value and activation metrics

Requirements

• Comfortable making 50-70 cold calls per day and hearing "no" most of the time
• Can research companies and personalize outreach (not just blasting templates)
• Want to be in an office environment every day with the team
• Okay with early-stage startup chaos—things move fast, process isn't perfect
• Hungry to learn enterprise sales and eventually move to AE