Founding Sales Development Representative (SDR)

Our partner is a venture-backed company building AI agents for domestic freight brokerages, automating work that the industry still does by phone and spreadsheet. Founded three years ago and backed by well-known investors, the team is scaling its go-to-market organization from a handful of people toward roughly ten by year end.

This is a founding SDR seat. There is no outbound function yet, so the person in this role builds it: the target accounts, the sequences, the calling motion and the workflows that make it repeatable.

You will sell into C-suite operators at brokerages, a buyer who feels the manual pain directly, which makes the conversation unusually concrete. There is a defined path into an Account Executive seat within one to two years, so the seat is a ramp rather than a holding pattern.

Responsibilities

• Generate qualified pipeline through high-volume outbound calling and email
• Build the outbound engine from scratch: sequences, playbooks, account plans and workflows
• Research target brokerages and construct strategic account plans
• Engage C-suite and senior operations buyers and qualify against a clear bar
• Use modern sales and AI tooling to increase coverage per rep
• Partner with Account Executives on handoff and pipeline quality

Requirements

• 1-3 years of B2B SDR, BDR or outbound sales experience
• Proven track record hitting or exceeding activity and pipeline targets
• Experience with outbound tooling and CRM systems
• Genuinely comfortable with high-volume cold calling
• High energy, strategic about account planning, with a bias for action
• Tech-forward and comfortable adopting modern sales and AI tools
• Based in San Francisco or willing to relocate there