[Hiring] Sales Development Representative @Totango

Role Description

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)
• 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 ensure 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!

Qualifications

• Ambitious, hard-working, and energized by the grind of pipeline generation
• Comfort with cold calling; genuine confidence in it
• Strong written communication skills; knows 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; absorbs feedback and applies it quickly
• A big, positive, enthusiastic presence; someone people genuinely love being on calls with

Requirements

• Prior sales development experience, ideally in B2B SaaS, a startup, or an SMB environment (bonus)
• Experience selling into or prospecting Customer Success, RevOps, or post-sales teams (bonus)
• Experience with multi-channel sequencing tools (Outreach, Salesloft, Apollo, etc.) (bonus)
• Experience working in a startup or high-growth environment where the playbook was still being written (bonus)
• Active on LinkedIn and knows how to use it as a prospecting tool, not just a resume (bonus)

Benefits

• Compensation for this role is determined within the following ranges:
• US Candidates: USD $65K/yr. - $75K/yr.
• UK Candidates: GBP 45K/yr. - GBP 55K/yr.
• Canadian Candidates: CAD 60K/yr - CAD 70K/yr.
• Base salary is one part of your total compensation package and is determined within a range.
• Numerous factors are taken into account in deciding on compensation, such as experience, job-related skills, relevant education or training, and other business and organizational requirements.
• Totango is an equal opportunity employer, committed to creating an inclusive environment for all employees.