[Hiring] Sales Development Representative @UP.Labs

Role Description

Our sales pitch is working. Our ICP is responding. The gap is volume. We need consistent, high-quality outreach to keep the funnel full. The CEO is currently running sales, and we're not looking for management overhead — we're looking for a sharp, execution-focused SDR who treats pipeline-building as a craft. You'll own top-of-funnel, build outreach infrastructure, and scale prospecting using modern AI sales tools.

This is not a support role. You'll have direct access to the CEO, real influence on the GTM motion, and full ownership of the outbound engine from day one.

What You'll Own

• Outreach & Pipeline Generation:
  • Build and continuously refine a multi-channel outreach engine (LinkedIn, email, phone) targeting VP/Director/C-suite buyers at mid-to-large retail chains and automotive groups.
  • Use AI SDR tools (Clay, Apollo, Instantly, Amplemarket, or equivalent) to automate, sequence, and personalize outreach at scale.
  • Maintain a healthy daily cadence of outbound touches and book qualified discovery calls for the CEO and growing sales team.
  • Own your pipeline metrics — contacts sourced, emails sent, reply rates, meetings booked — and optimize relentlessly.
• LinkedIn & Social Selling:
  • Execute a LinkedIn-first strategy: targeted connection campaigns, personalized DMs, content engagement, and Sales Navigator workflows.
  • Identify and track buying signals (job changes, company growth, hiring activity) to prioritize outreach timing.
  • Support the CEO's personal LinkedIn presence with strategic engagement to amplify brand visibility.
• HubSpot & CRM Ownership:
  • Own HubSpot hygiene — contacts, companies, sequences, and deal stages kept clean and current.
  • Build and maintain HubSpot sequences, workflows, and reporting dashboards that give full pipeline visibility.
  • Instrument the funnel so leadership can always see what's working and what's not.
• Content-Led Outbound:
  • Leverage FrontlineIQ's case studies, ROI data, and thought leadership to personalize outreach — not spray-and-pray.
  • Draft compelling cold email and LinkedIn copy that speaks to the pain points of VP Sales, Regional VPs, and HR/L&D leaders in physical retail.
  • Identify gaps in the prospecting conversation and surface content needs (specific verticals, common objections).

Qualifications

• 1–3+ years in an SDR, BDR, or outbound sales role — ideally in B2B SaaS.
• Demonstrated ability to self-manage: you set your own daily targets, track your own metrics, and don't need to be told to follow up.
• Hands-on experience with HubSpot (or similar CRM) — you know how to build sequences, not just use them.
• Comfortable using AI-powered tools to research, personalize, and scale outreach (Clay, Apollo, ChatGPT, etc.).
• Strong written communication — your cold emails actually get replies.
• High standards for organization: your CRM is always current, your follow-ups always happen on time.

Requirements

• Experience selling to retail, automotive, or multi-location enterprise businesses.
• Familiarity with LinkedIn Sales Navigator and social selling techniques.
• Prior experience at an early-stage startup where you had to build the process, not just follow one.
• Track record of booking qualified meetings at a consistent weekly pace.

What This Role Is Not

• This is not a "Head of Sales" title at a startup still figuring out its pitch — we've done that work and the motion is working.
• We're not looking for someone who needs significant marketing support or a full team before they can generate pipeline.
• We don't need strategy — we need execution. If you're most energized by building decks and playbooks rather than running outreach, this isn't the right fit.
• Autonomy is expected. If you need daily direction to know what to work on, this role will be frustrating for both of us.

Compensation & Details

• Base + Commission on meetings booked and deals sourced — structured to reward execution.
• Equity: Options available — we want you invested in the outcome.
• Reporting to: CEO.

Why Join FrontlineIQ™

• You'll work directly with the CEO and have real influence on the GTM motion from day one.
• Our product genuinely works — we have anchor customers, strong NPS, and measurable ROI. You'll be selling something you can believe in.
• We're building a category. In-person sales is a massive, underserved market for AI coaching.
• Early employees are well-positioned as we grow into Series A and beyond.