Who you are

• You’re ambitious, hard-working, and energized (not discouraged!) by the grind of pipeline generation
• You’re coachable and self-aware, and you bring a positive, high-energy presence to every interaction
• 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

What the job involves

• The Sales Development Representative is the engine behind Totango’s top-of-funnel growth
• In this role, you own both sides of pipeline generation: outbound prospecting (including finding the right accounts, earning their attention, and creating opportunities where none existed) and inbound follow-up, qualifying demo requests and marketing-sourced leads and moving them to the right next step quickly
• You’ll work closely with Account Executives to make sure the opportunities you generate are qualified, well-contextualized, and ready to move
• You’ll also contribute to marketing campaigns and help shape the inbound and outbound playbooks as we scale
• If you’re hungry, coachable, and genuinely excited about a career in sales, this is a great place to build it
• This role reports to the Director of Marketing, which is intentional
• You'll sit closer to campaign strategy, messaging, and demand generation than a typical SDR would
• That means more context, more ownership, and more opportunity to shape how pipeline gets built
• If you're someone who wants early exposure to both sides of go-to-market and can thrive without a traditional sales management structure, you'll find this role genuinely different, in a good way!
• On the outbound side, you pick up the phone, write emails people actually open, and think creatively about how to get in front of the right person
• On the inbound side, you move fast, qualify well, and never let a warm lead go cold
• 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

Benefits

• Flexible PTO
• Employee equity
• Learning & development
• Remote first, hybrid friendly
• 401(k) with employer matching
• Team celebrations
• Generous parental leave
• Comprehensive health & wellness plans