Sales Development Representative (SDR)
This is a FULLY REMOTE and open to candidates residing in the following states: NY, CT, FL, IL, KS, MI, NC, NJ, OH, PA, TN, TX, OR, CA, LA, WA, WY
Position Description
This is not a traditional SDR seat. You will own the outbound pipeline at a B2B SaaS company where the prospecting infrastructure is already built. Your job is to operate, improve, and extend an AI-driven outbound system that handles research, message drafting, lead scoring, and CRM updates. You bring the judgment, the phone skills, and the technical curiosity. The AI handles the repetitive work. Your trajectory here is toward GTM engineering, not account management.
Key Responsibilities
Pipeline Generation (Day-to-Day)
Review AI-generated email drafts and call talk tracks surfaced in Slack, then approve, edit, or override them based on your judgment of the prospect and context
Cold call high-priority prospects identified by the system, particularly those flagged for phone outreach based on intent signals, enforcement actions, or demo engagement
Book discovery meetings for Account Executives, targeting 8+ qualified meetings per month
Manage and monitor Apollo sequences, adjusting targeting, messaging, and timing based on engagement data
Triage inbound intent signals from Swan.ai, identifying which visitors and returning companies warrant immediate outreach
System Operation and Improvement
Operate the SDR Autopilot system: a 3-Zap Zapier workflow that triages new leads, triggers AI research, generates personalized outreach, and posts recommendations to Slack for human approval
Monitor system performance: track approval rates, edit frequency, disqualification accuracy, and email/call conversion to identify where the AI drafts need tuning
Maintain data quality in Attio: ensure lead records are properly attributed, statuses are current, and pipeline reporting stays accurate
Flag automation failures, edge cases, and prompt quality issues to the Head of GTM with specific examples and suggested fixes
GTM Engineering (Growth Path)
Learn to build and modify Zapier automations, including multi-step workflows with conditional logic, API integrations, and data transformations
Contribute to prompt engineering: refine the Claude system prompts that drive email drafting, lead scoring, and call talk track generation
Build reporting dashboards and pipeline analytics that surface conversion data from outbound activity
Take ownership of new GTM tooling projects as your technical capability grows, with the goal of evolving into a full GTM Engineer role
Qualifications
Entry-level applicants welcome to apply
1-2 years of professional sales lead generation experience preferred
Experience working independently, setting goals, and executing against them
Experience with CRM software management and documentation preferred
Experience with Microsoft Office and Google Suite applications
Understanding of enterprise software solutions preferred
Active listening and empathy skills; ex. The ability to understand a prospect’s challenges and communicate how our solutions can address their needs
Written and oral communication skills
Time management skills; ex. Understanding how to properly prioritize tasks and resources to maximize the efficiency of daily efforts
Strong accountability and self-motivation, with a drive to succeed
Desire to grow, learn, improve, and excel with an energetic and optimistic attitude
Interest in pursuing a professional career in Sales preferred
Required
Bachelor’s Degree in Business, Sales, Marketing, or related fields; Or Sales Certificate and similar education preferred
1-2+ years in a B2B SDR, BDR, or outbound sales role with demonstrated ability to cold call and book meetings
Comfort working inside automation and AI tools daily, not just using a CRM but understanding how data flows between systems
Strong written communication: you can evaluate whether an AI-drafted email sounds right for the prospect and edit it with specificity, not just generic tweaks
Intellectual curiosity about how GTM systems work and genuine interest in building, not just executing
Self-direction: this is a one-person SDR function with significant autonomy, reporting directly to the Head of GTM
Strongly Preferred
Hands-on experience with any of: Zapier, Make, n8n, or similar automation platforms
Familiarity with CRMs beyond basic usage (understanding objects, fields, automations, and integrations)
Experience with or strong interest in AI/LLM tools like Claude, ChatGPT, or Copilot in a work context
Exposure to B2B SaaS sales cycles, especially in regulated industries (EHS, compliance, risk, legal tech, GRC)
Basic comfort reading and understanding API documentation, JSON, or simple code (you do not need to be a developer, but you should not be intimidated by technical concepts)
Not Required (But Notable)
Prior experience in EHS, environmental compliance, or occupational safety (you will learn the domain here)
Formal engineering or CS background (we care about aptitude and curiosity, not credentials)