Sales Development Representative – SDR
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Job Description
Sales Development Representative driving top-of-funnel growth at Totango by managing outbound prospecting and inbound lead handling across various channels.
Responsibilities:
- Outbound prospecting across phone, email, LinkedIn, and other channels to find and engage the right people at the right accounts
- Inbound lead handling. Quickly qualifying demo requests and marketing-sourced opportunities, routing them to the right AE with full context
- Identifying champions and key stakeholders within target accounts through research and social monitoring
- Generating qualified pipeline for the Account Executive team; quality over quantity, always
- Contributing to marketing campaigns and helping amplify top-of-funnel efforts
- Maintaining clean, accurate records in Salesforce so nothing falls through the cracks
- Bringing creative approaches to account penetration when the standard plays aren’t working
Requirements:
- Comfort with cold calling. Not a just tolerance for it, but genuine confidence in it
- Strong written communication skills. You know how to write outreach that doesn’t get ignored
- Experience with Salesforce or a comparable CRM
- The ability to think on your feet and adapt your approach for different personalities, accounts, and AEs
- A fast-learner mindset. You absorb feedback and apply it quickly
- A big, positive, enthusiastic presence; someone people genuinely love being on calls with!
- You have prior sales development experience, ideally in B2B SaaS, a startup, or an SMB environment
- You’ve sold into or prospected Customer Success, RevOps, or post-sales teams
- You have experience with multi-channel sequencing tools (Outreach, Salesloft, Apollo, etc.)
- You’ve worked in a startup or high-growth environment where the playbook was still being written
- You’re active on LinkedIn and already know how to use it as a prospecting tool, not just a resume.
Benefits:
- We believe in paying people fairly for the impact they create.
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