SDR

Overview

You're prospecting into B2B revenue teams to book meetings for trumpet's AE team. You'll work a mix of intent signals (website visitors, content downloads) and cold outbound to get conversations started about digital sales rooms. You're selling meetings, not the product—your job is to identify companies that might have a buying window and get an AE on the phone with them.

Role Snapshot

Company Context

Stage: Unknown (likely Series A/B based on 69 employees and 15K+ customers)

Size: 69 employees

Growth: Actively hiring, expanding from 15,000+ user base

Market Position: Category creator - Digital sales rooms are relatively new, so you'll be educating buyers on what this even is

GTM Reality

Pipeline Sources:

• 40-50% Signals - Website visitors, content downloads, product-led signups (they mention "signals" specifically)
• 50-60% Cold Outbound - You're building lists and reaching out cold to target accounts
• Minimal inbound - The AE role is described as "inbound," so qualified leads likely go straight there

SDR/AE Structure: Dedicated SDRs feeding AEs (you're in the SDR seat)

SE Support: Unknown, likely none at your stage

Competitive Landscape

Main Competitors: Mutual action plan tools, traditional sales enablement platforms, companies using Google Docs/Notion for sales collaboration

How They Differentiate: AI-powered workspace, buyer engagement tracking, unified collaboration space

Common Objections: "We already use our CRM for this," "What's wrong with email and docs?" "Is this just another tool we won't use?"

Win Themes: Visibility into buyer engagement, faster deal cycles, better collaboration between seller and buyer

What You'll Actually Do

Time Breakdown

Prospecting (50%) | Follow-up (30%) | Admin/Internal (20%)

Key Activities

• Signal follow-up: You get alerts when target accounts visit the site or download content. You research the company, find the right contact, and reach out within hours. Maybe 10-15 of these per day.
• Cold outbound: You build lists of B2B companies (SaaS, agencies, B2B services) and reach out to revenue leaders. 40-60 cold calls/emails per day. Most don't respond.
• Qualification calls: When someone responds, you hop on a 15-minute call to understand their sales process, team size, current tools. You're filtering for companies that might actually buy.
• Meeting handoff: You schedule the AE meeting, write up your notes in the CRM, brief the AE on what you learned. Then you move to the next one.

The Honest Reality

What's Hard

• You're selling a concept most people haven't heard of. "Digital sales room" gets blank stares. You spend a lot of time educating before you even know if they're interested.
• Response rates are low. Most cold outreach gets ignored. You'll send 100+ emails to book 1-2 meetings.
• Signal quality varies wildly. Someone downloads a guide and you think it's hot, but they're a student doing research or a competitor checking you out.
• You're early in the category—no one's Googling "digital sales room" yet, so you're creating demand, not capturing it.

What Success Looks Like

• You consistently book 15-20 qualified meetings per month
• Your meetings convert at 30%+ to opportunities (meaning the AE actually works them)
• You get faster at spotting good-fit accounts vs time-wasters
• You start building repeatable messaging that actually gets responses

Who You're Selling To

Primary Buyers:

• VP Sales / Head of Sales at B2B companies (20-200 employees)
• Revenue Operations leaders
• Sales Enablement leaders at larger companies

What They Care About:

• Shortening sales cycles (their deals are taking too long)
• Improving win rates (too many deals stalling or going dark)
• Better buyer experience (modern buyers expect better than email threads and PDFs)
• Visibility into buyer engagement (they don't know what's happening in deals)

Requirements

• Comfortable making 40-60 cold calls/emails per day without getting demoralized
• Quick learner - you need to understand sales processes well enough to have credible conversations
• Organized - you're juggling 30-50 active conversations at different stages
• Coachable - startup SDR role means the playbook is being written in real-time
• Resilient - most of your outreach gets ignored, you need to not take it personally