Sales Development Representative

Introduction to Demandbase:

Demandbase is the only pipeline AI platform that empowers GTM teams to automate growth at scale. With a unified view of data, insights, actions, and outcomes, B2B enterprises can seamlessly align and execute their account-based GTM strategies with confidence. Thousands of businesses trust Demandbase to maximize revenue, minimize waste, and consolidate their data and tech stacks – all in one platform.

About the Role:

The Sales Development Representative role exists to convert account intelligence and real buying signals into qualified pipeline. The work requires disciplined research, thoughtful outreach, and the ability to engage multiple stakeholders with relevant business context rather than scripted messaging. Success is measured by the consistency and quality of opportunities created and advanced, and by how effectively this role partners with Account Executives to influence early pipeline strategy and deal progression.

Responsibilities

• Generate qualified sales opportunities from a defined set of target accounts aligned to Demandbase’s ICP
• Research accounts and buying groups to tailor outreach based on business priorities, intent signals, and GTM context
• Initiate first-time conversations through email, phone, and social channels with relevance and precision
• Qualify inbound and outbound interest into well-scoped opportunities that meet sales acceptance criteria
• Partner with Account Executives to align on account strategy, messaging themes, and follow-up plans
• Use Demandbase data and sales tools to prioritize outreach and improve conversion rates
• Maintain accurate CRM documentation for activities, contacts, and opportunity context
• Continuously refine messaging and approach based on performance data, feedback, and coaching

Qualifications

• 1–2 years of experience in SaaS sales development or a high-volume outbound sales environment
• Experience engaging B2B buyers across multiple roles or stakeholders preferred
• Demonstrated ability to write clear, relevant outbound messaging tailored to specific accounts
• Comfort working in a data-driven sales environment using modern sales tools
• Strong listening skills with the ability to adapt messaging based on prospect responses
• Organized approach to managing accounts, follow-ups, and priorities
• Experience with Salesforce, Outreach, LinkedIn Sales Navigator, Gong, or similar tools is a plus
• Hybrid schedule located in either the Austin, TX or Bay Area