Job description

ABOUT US OpenObserve is a fast-growing, developer-forward observability platform built for modern, high-scale systems. We help engineering teams ship faster and sleep better by making logs, metrics, and traces radically simpler, faster, and more cost‑efficient. With a cloud-native architecture and smart indexing, OpenObserve delivers real-time insights without the usual complexity or runaway costs—so teams can focus on building, not babysitting infrastructure. We’re backed by leading investors and trusted by innovative companies across SaaS, fintech, e‑commerce, and enterprise. Customers choose OpenObserve to unify observability, slash spend, and accelerate incident response, all while improving developer experience. Our culture is product-obsessed, customer-driven, and high ownership. We move quickly, value clarity, and empower people to take big swings. If you’re energized by building category-defining products and scaling go-to-market at a startup pace, you’ll feel at home here. ABOUT THE ROLE Reporting directly to the Chief Revenue Officer, the Senior Sales Development Representative will own inbound and outbound qualification, nurturing of leads and the creation of sales pipeline. You will play a crucial role in building our pipeline by connecting with prospective clients who can benefit from our cutting-edge open-source observability tool. In this role, you will engage with potential customers—primarily VPs of Engineering and technical leaders—to understand their goals and challenges. You’ll leverage your technical insight to personalize outreach, nurturing leads from signup to interest, and helping qualify them for a productive engagement with our sales and technical teams. If you have a blend of sales acumen, technical understanding, and a passion for identifying customer needs, we’d love to meet you! As a senior SDR/manager-track hire, you will both execute high-quality outreach and help design the playbooks, cadences, and reporting that scale our program. If you’re passionate about helping technical teams succeed and want to grow your career in a high-impact sales role, apply today! GENERAL RESPONSIBILITIES - Lead generation: Research target accounts and personas; run multi-channel outbound (email, phone, LinkedIn, events) to generate qualified pipeline. - Lead qualification and follow-up: Engage signups quickly; discover use cases, assess fit and urgency, and advance or route effectively. - Prospect research: Identify technical decision-makers; tailor outreach to their stack, priorities, and business impact. - Personalized outreach: Craft segment- and persona-specific sequences; A/B test hooks focused on pain points (cost control, Kubernetes complexity, alert noise). - Outbound playbooks: Draft and optimize sequences, phone scripts, and LinkedIn messages; document plays and iterate based on data. - Build relationships: Act as a trusted advisor in early interactions; guide prospects toward productive evaluations and meetings. - Collaboration: Align with Sales and Marketing on ICP, campaigns, qualification criteria, and territory plans. - Pipeline management: Maintain clean CRM hygiene; log activities, schedule follow-ups, and manage progression to SQL. - Market intelligence: Capture insights to inform product positioning and marketing content; surface emerging use cases. - Leadership (manager-track): Mentor junior SDRs, contribute to hiring and onboarding, and help establish team standards and dashboards. WE’RE LOOKING FOR SOMEONE WHO: - Technical background: 3–5 years as an SDR selling devtools/infra/observability or into engineering organizations, with a track record of exceeding targets. - Understanding of developer tools: Familiarity with CI/CD, DevOps, cloud, Kubernetes, and logs/metrics/traces; able to articulate developer-centric value. - Strong communication skills: Clear, concise writing and discovery; comfortable with technical and non-technical stakeholders. - Analytical skills: Use data to guide outreach; measure and improve sequence performance and conversion. - Self-motivated and goal-oriented: High ownership, resourceful, and effective at prioritization in a fast-paced startup. - Adaptability and creativity: Iterate quickly, test new ideas, and solve problems with curiosity and positive energy. WHAT WE OFFER - Growth: Early chance to shape the SDR function, help hire additional SDRs, and progress to Team Lead, AE, or Manager roles. Mentorship by the Chief Revenue Officer. - Compensation: Competitive base + commission + equity. - Benefits: Full benefits, flexible work schedule, and unlimited vacation. - Culture: High-ownership, product-obsessed, customer-driven team building category-defining observability. LOCATION Remote. Timezone overlap for core collaboration hours; occasional travel for events or team offsites.

Requirements

Must-haves

Reporting directly to the Chief Revenue Officer, the Senior Sales Development Representative will own inbound and outbound qualification, nurturing of leads and the creation of sales pipeline.
Lead generation: Research target accounts and personas; run multi-channel outbound (email, phone, LinkedIn, events) to generate qualified pipeline.
Lead qualification and follow-up: Engage signups quickly; discover use cases, assess fit and urgency, and advance or route effectively.
Prospect research: Identify technical decision-makers; tailor outreach to their stack, priorities, and business impact.
Personalized outreach: Craft segment- and persona-specific sequences; A/B test hooks focused on pain points (cost control, Kubernetes complexity, alert noise).
Outbound playbooks: Draft and optimize sequences, phone scripts, and LinkedIn messages; document plays and iterate based on data.
Build relationships: Act as a trusted advisor in early interactions; guide prospects toward productive evaluations and meetings.
Collaboration: Align with Sales and Marketing on ICP, campaigns, qualification criteria, and territory plans.
Pipeline management: Maintain clean CRM hygiene; log activities, schedule follow-ups, and manage progression to SQL.
Market intelligence: Capture insights to inform product positioning and marketing content; surface emerging use cases.
Leadership (manager-track): Mentor junior SDRs, contribute to hiring and onboarding, and help establish team standards and dashboards.
Technical background: 3–5 years as an SDR selling devtools/infra/observability or into engineering organizations, with a track record of exceeding targets.
Understanding of developer tools: Familiarity with CI/CD, DevOps, cloud, Kubernetes, and logs/metrics/traces; able to articulate developer-centric value.
Strong communication skills: Clear, concise writing and discovery; comfortable with technical and non-technical stakeholders.
Analytical skills: Use data to guide outreach; measure and improve sequence performance and conversion.
Self-motivated and goal-oriented: High ownership, resourceful, and effective at prioritization in a fast-paced startup.
Adaptability and creativity: Iterate quickly, test new ideas, and solve problems with curiosity and positive energy.
Remote. Timezone overlap for core collaboration hours; occasional travel for events or team offsites.

Nice-to-haves

None flagged.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

gokubernetessqlci/cd

Platform: ashby
Effort: quick