Sales Development Representative (SDR)

Sales Development Representative

Totango • Remote (US / Canada / UK) • Reports to: Director of Marketing

ABOUT US

We’re building the future of post-sales. As one of the creators of the Customer Success space, we’ve seen firsthand just how much the traditional customer motions of the past are being disrupted; and we have the bravery and conviction to shed our successful past and ride the wave of this new, AI-centric future of post-sales.

We’re now embedding automation at the very core of how our platform works: intelligently orchestrating the actions, plays, and decisions that customer-facing teams make every day. We don’t just surface data; we help revenue teams act on it faster, smarter, and with less friction. If you’ve ever thought, “There has to be a better way to run CS and renewals,” this is it.

Our culture isn’t for everyone, but for the right person, it’s extremely refreshing. Our shared values:

• Dissent is constructive.
• Always assume positive intent.
• Have a supreme bias for action.
• Don’t be afraid to burn all the boats.
• Iterate the pain away.
• Language is the roadmap of culture.

If this resonates, please read on.

***Please note that a successful application for this role requires you to upload a ≤ 3-minute video showing us who you are, why you applied for this role, and what you'd do in the first 90 days after getting this job. Let your awesomeness shine!

Link to post video: https://docs.google.com/forms/d/e/1FAIpQLSfVHfJXf5xhH7fok2ULwDPrGj7ZGke4WlTebiZ1ipnLh0g-Mw/viewform?usp=sharing&ouid=105028756112554538815

ABOUT THE ROLE

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!

ABOUT YOU

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

YOU BRING

• 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!

BONUS POINTS IF

• 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 YOU’LL OWN

• 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

COMPENSATION & BENEFITS

We believe in paying people fairly for the impact they create. Compensation for this role is determined within the following ranges:

Your base pay is one part of your total compensation package and is determined within a range. The base salary for this role is from (USD $65K/yr. - $75K/yr. | UK GBP 45K/yr. - GBP 55K/yr. | CAD 60K/yr - CAD 70K/yr.) per year.

We take into account numerous factors in deciding on compensation, such as experience, job-related skills, relevant education or training, and other business and organizational requirements. The salary range provided corresponds to the level at which this position has been defined.

Totango is an equal opportunity employer, meaning that we do not discriminate based on race, religion, national origin, gender identity, age, sexual orientation, or any other protected class. Diversity is more than just good intentions; we are committed to creating an inclusive environment for all employees