Sales Development Representative, Totango
$60-70k
+ Equity. This role is eligible for a variable compensation when quotas and metrics are met
Customer success platform
Open for applications
Customer success platform
101-200 employees
Open for applications
$60-70k
+ Equity. This role is eligible for a variable compensation when quotas and metrics are met
101-200 employees
Company mission
To help businesses grow by investing in their customers.
Role
Who you are
- We’re looking for a rock star, full stop
- What we need from you: boundless enthusiasm, a passion for learning and self-improvement, thirst for coaching but can operate independently, and motivation from being part of something bigger than yourself
- If you want to be part of a team that thrives on iteration, transparency, and GSD mentality; then we want to meet you
- Professionalism, creativity, professional persistence are core to your success.
- You must have strong business acumen and communication skills, and are confident using the phone, email, LinkedIn, and other creative tactics to book qualified meetings that drive new business pipeline
- Minimum of 2-3 years of professional experience. Previous Sales/SDR experience a bonus
- Proven track record of beating aggressive targets in fast-paced, demanding environment
- Strong written and verbal communication skills
- Curious about new technologies and experimenting with AI tools
- Familiarity with structured sales processes and the following tools preferred:
- Salesforce, Outreach, ZoomInfo, Chorus/Gong, LinkedIn Sales Navigator, Chilipiper
- Completion of a post-secondary degree. Degree in business, marketing or related field preferred
What the job involves
- SDR is among the toughest jobs in any business but when done successfully has an outsized impact on the trajectory of the business
- As a Sales Development Representative (SDR) you will be responsible for breaking through the noise to connect with senior revenue, operations, and customer executives in target enterprise and emerging accounts
- You’ll partner directly with enterprise sales talent to define strategy on key accounts and get first hand experience that will accelerate your growth and mastery of your craft
- Multi-channel engagement: Use various channels such as email, phone, social media, and events to initiate conversations and conduct self-sourced outreach to build and maintain a robust top of funnel in Enterprise and Emerging account segments
- Pipeline Generation: Engage with potential customers to qualify contacts and multi-thread into accounts, conducting initial discovery calls to ensure they're a good fit for our products based on their needs and challenges
- Strategic GTM collaboration: Work closely with the sales team to transition qualified accounts and ensure a seamless handover process. Partner with Marketing, GTM Enablement, Rev Ops, and Account Executives in a highly structured sales ecosystem to align on goals and outreach tactics
- Brand ambassador and product expert: Become an expert in the Totango customer revenue suite and services to effectively communicate value to prospects. Represent the brand and our POV
- CRM and tool management: Regularly update and maintain the CRM with accurate data, notes, and follow-up tasks, and partner with rev ops to ensure processes and automations adapt to evolving needs
- Feedback loop: Provide insights to the business based on feedback and trends observed from conversations with prospects
- Continuous learning: Stay updated with industry news, competitor products, and emerging trends to enhance outreach strategies, and use of AI tools and technologies
Our take
Building customer journeys is crucial for companies to improve revenue performance and build client bases. However, many of the tools available for journey mapping, designing and building are separate, meaning that the operations are siloed and work is too slow to build revenue and customer engagement momentum.
Totango is a leading customer growth and success solutions provider that merges many of the operations within the sector into one platform. Its tools provide businesses with customer data analysis, revenue growth, business scaling, and market strategy solutions through the adoption of AI and automation.
Totango’s merger with customer growth platform Catalyst in 2024 expanded the company’s remit, and it was bolstered even more by acquiring Parative AI later that year. These two partnerships add customer growth analysis and churn intelligence to the suite available at Totango, ultimately creating an all-in-one solution for customer success. With massive clients such as Github citing 130% net revenue retention increases and a market presence across 25 states and 6 countries, Totango has firmly secured its top position in the customer growth sector through recent expansion and savvy partnerships.
Steph
Company Specialist at Welcome to the Jungle
Company
Funding (last 2 of 5 rounds)
Sep 2021
$100m
SERIES D
Feb 2018
$9m
LATE VC
Total funding: $136.9m
Company 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
Company values
- Curious - We’re ignited by the spark of curiosity that kickstarts innovation. We encourage a culture of ongoing learning and exploration so we can find new opportunities, learn from what we do, and move forward with fresh insights
- Collaborative - We’re all about “we,” not “me.” We tap into the unique strengths and perspectives of everyone. Working as “one team” is how we achieve more together
- Competitive - We’re fueled by a healthy competitive spirit that helps us exceed our own expectations. We drive innovation. We lead the industry. We achieve remarkable results
- Committed - We’re totally committed to our work and customers. We tackle challenges head-on because we’re set on reaching our goals and being excellent in everything we do
- Candid - We’re brave enough to speak openly, truthfully, and kindly, even when it’s tough. Honesty and transparency build trust and help things continuously improve
Articles
Leadership
Keith Frankel
(CEO)Keith was Totango's Chief Product Officer when he became CEO. His previous positions included: CEO of Parative (acquired), CPO at Firecracker (acquired), HubSpotter (IPO), & Techstars mentor.
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