Sales Development Representative

🏢 Summary: Performance-driven Sales Development Representative role focused on generating and qualifying pipeline within the manufacturing sector. The position drives outbound prospecting, manages inbound leads, and collaborates with Sales and Marketing to convert interest into qualified meetings. This role offers clear impact on revenue growth and strong commission potential. 🗂️ Requirements: 1–2 years in outbound sales or business development, Proven achievement of activity and pipeline KPIs, Experience communicating with Director, VP, and C-level stakeholders, Experience in structured sales environment, Ability to work in fast-paced, high-growth environment, Strong CRM management and activity tracking discipline 📃 Skills: HubSpot, Salesforce, LinkedIn, ZoomInfo, CRM, Prospecting, Outreach, Pipeline, LeadGeneration 🏢 Description: About the Role: As a Sales Development Representative, you will serve as the front line of pipeline generation. You will identify, engage, and qualify manufacturing prospects, helping translate market interest into meaningful sales conversations. This is a high-visibility, performance-driven role with clear impact on company growth, working closely with Sales and Marketing to drive top-of-funnel momentum. Responsibilities: - Identify and prospect target manufacturing accounts across SMB, mid-market, and enterprise segments - Generate marketing qualified leads and schedule meetings for Account Executives - Follow up on inbound interest from form submissions, webinars, trade shows, and campaigns - Build outbound prospecting lists and execute multi-channel outreach via phone, email, and social platforms - Monitor website engagement and identify high-intent prospects for proactive outreach - Create and test outreach sequences to improve response and conversion rates - Leverage tools including HubSpot, Salesforce, LinkedIn, and ZoomInfo to manage outreach and pipeline - Collaborate closely with Sales and Marketing to align messaging and improve campaign effectiveness - Maintain disciplined activity tracking and CRM hygiene Qualifications: - 1–2 years of success in a structured outbound sales or business development environment - Demonstrated ability to meet or exceed activity and pipeline KPIs - Comfort communicating with Director, VP, and C-level stakeholders via phone and email - Process-oriented mindset with strong attention to detail - Ability to operate effectively in a fast-paced, high-growth environment - Strong internal motivation and desire to build a long-term sales career - Collaborative team player with a competitive drive Bonus: - Experience selling into industrial automation, manufacturing, or other B2B industrial environments Total Rewards: - Equity participation through stock option program - Competitive and uncapped commission structure - Comprehensive medical, dental, and vision insurance (99% employee premium coverage, 75% dependent coverage) - FSA and DCFSA, life insurance, short-term and long-term disability (employer-paid) - Employee Assistance Program (EAP) - Up to 12 weeks paid parental leave - Company-sponsored 401(k) - Home office stipend for remote and hybrid employees - Monthly cell phone reimbursement - Flexible paid time off policy Compensation Range: $55,000—$65,000 USD

🏢 Summary: Performance-driven Sales Development Representative role focused on generating and qualifying pipeline within the manufacturing sector through outbound and inbound prospecting. The position involves multi-channel outreach, CRM management, and close collaboration with Sales and Marketing to drive top-of-funnel growth. It offers uncapped commission, equity participation, and comprehensive benefits within a fast-growing automation environment. 🗂️ Requirements: 1–2 years in outbound sales or business development, Experience meeting or exceeding activity and pipeline KPIs, Ability to communicate with Director, VP, and C-level stakeholders, Experience with structured outbound prospecting processes, Proficiency in CRM and sales engagement tools, Strong attention to detail and process adherence 📃 Skills: HubSpot, Salesforce, LinkedIn, ZoomInfo, CRM, Prospecting, Outreach, LeadGeneration 🏢 Description: Who we are: Formic is on a mission to reshape American manufacturing by making automation accessible to every factory. We deliver automation through a Robotics-as-a-Service model that combines industrial robotics, proprietary software, and full-service support into a single, integrated solution. By removing traditional barriers of cost, complexity, and risk, we enable manufacturers to deploy automation quickly and realize measurable gains in throughput, safety, and operational efficiency without large upfront capital investment. About the team The Go-To-Market Team ensures customers realize measurable value from deployed automation. From pre-deployment coordination through onboarding and long-term engagement, the team drives adoption, strengthens relationships, and ensures meaningful operational outcomes. Customer Success connects customers with internal teams, ensures proactive communication, and captures feedback to improve product and delivery experience. About the role: As a Sales Development Representative, you will serve as the front line of pipeline generation. You will identify, engage, and qualify manufacturing prospects, helping translate market interest into meaningful sales conversations. This is a high-visibility, performance-driven role with clear impact on company growth, working closely with Sales and Marketing to drive top-of-funnel momentum. As Sales Development Representative, you will: - Identify and prospect target manufacturing accounts across SMB, mid-market, and enterprise segments - Generate marketing qualified leads and schedule meetings for Account Executives - Follow up on inbound interest from form submissions, webinars, trade shows, and campaigns - Build outbound prospecting lists and execute multi-channel outreach via phone, email, and social platforms - Monitor website engagement and identify high-intent prospects for proactive outreach - Create and test outreach sequences to improve response and conversion rates - Leverage tools including HubSpot, Salesforce, LinkedIn, and ZoomInfo to manage outreach and pipeline - Collaborate closely with Sales and Marketing to align messaging and improve campaign effectiveness - Maintain disciplined activity tracking and CRM hygiene What makes you a great fit: - 1–2 years of success in a structured outbound sales or business development environment - Demonstrated ability to meet or exceed activity and pipeline KPIs - Comfort communicating with Director, VP, and C-level stakeholders via phone and email - Process-oriented mindset with strong attention to detail - Ability to operate effectively in a fast-paced, high-growth environment - Strong internal motivation and desire to build a long-term sales career - Collaborative team player with a competitive drive Bonus points if you have: - Experience selling into industrial automation, manufacturing, or other B2B industrial environments Our Total Rewards: - Equity participation through stock options - Competitive and uncapped commission structure - Comprehensive medical, dental, and vision coverage - FSA, DCFSA, life insurance, short-term and long-term disability coverage - Employee Assistance Program (EAP) - Up to 12 weeks paid parental leave - Company-sponsored 401(k) - Home office stipend - Monthly cell phone reimbursement - Flexible paid time off Compensation Philosophy: Pay and equity packages are benchmarked against peer companies at a similar growth stage. Final offers are customized based on experience, geographic location, market considerations, and preferred balance of cash and equity. Compensation Range: $55,000—$65,000 USD Equal Opportunity Employment: Formic is an equal opportunity employer. Employment decisions are based on merit, business needs, and role requirements. AI Use: AI-powered tools may be used in some interviews, but all final hiring decisions are made by humans.

🏢 Summary: The Sales Development Representative drives pipeline generation by identifying, engaging, and qualifying manufacturing prospects to create new sales opportunities. The role focuses on outbound prospecting, lead qualification, and multi-channel outreach while collaborating closely with Sales and Marketing. It is a performance-driven position with direct impact on revenue growth and clear career progression in sales. 🗂️ Requirements: 1–2 years in outbound sales or business development, Experience meeting or exceeding activity and pipeline KPIs, Experience communicating with Director, VP, and C-level stakeholders, Proficiency with CRM and sales engagement tools, Ability to work in fast-paced, high-growth environment 📃 Skills: HubSpot, Salesforce, LinkedIn, ZoomInfo, CRM, Prospecting, Outreach, LeadGeneration 🏢 Description: Who we are: Formic is on a mission to reshape American manufacturing by making automation accessible to every factory. We deliver automation through a Robotics-as-a-Service model that combines industrial robotics, proprietary software, and full-service support into a single, integrated solution. By removing traditional barriers of cost, complexity, and risk, we enable manufacturers to deploy automation quickly and realize measurable gains in throughput, safety, and operational efficiency without large upfront capital investment. About the team The Go-To-Market Team is responsible for ensuring customers realize measurable value from the automation we deploy. From pre-deployment coordination through onboarding and long-term engagement, the team drives adoption, strengthens relationships, and ensures customers achieve meaningful operational outcomes. Customer Success serves as the connective tissue between customers and internal teams, ensuring expectations are clear, communication is proactive, and execution is coordinated. The team also captures customer feedback and insights to continuously improve the product, delivery experience, and long-term customer outcomes. About the role: As a Sales Development Representative, you will serve as the front line of pipeline generation. You will identify, engage, and qualify manufacturing prospects, helping translate market interest into meaningful sales conversations. This is a high-visibility, performance-driven role with clear impact on company growth. You will work closely with Sales and Marketing to drive top-of-funnel momentum while building the foundation for a long-term career in sales. As Sales Development Representative, you will: - Identify and prospect target manufacturing accounts across SMB, mid-market, and enterprise segments - Generate marketing qualified leads and schedule meetings for Account Executives - Follow up on inbound interest from form submissions, webinars, trade shows, and campaigns - Build outbound prospecting lists and execute multi-channel outreach via phone, email, and social platforms - Monitor website engagement and identify high-intent prospects for proactive outreach - Create and test outreach sequences to improve response and conversion rates - Leverage tools including HubSpot, Salesforce, LinkedIn, and ZoomInfo to manage outreach and pipeline - Collaborate closely with Sales and Marketing to align messaging and improve campaign effectiveness - Maintain disciplined activity tracking and CRM hygiene What makes you a great fit: - 1–2 years of success in a structured outbound sales or business development environment - Demonstrated ability to meet or exceed activity and pipeline KPIs - Comfort communicating with Director, VP, and C-level stakeholders via phone and email - Process-oriented mindset with strong attention to detail - Ability to operate effectively in a fast-paced, high-growth environment - Strong internal motivation and desire to build a long-term sales career - Collaborative team player with a competitive drive Bonus points if you have: - Experience selling into industrial automation, manufacturing, or other B2B industrial environments Our Total Rewards: - Equity in Formic through a stock option program - Competitive and uncapped commission structure - Comprehensive healthcare coverage including medical, dental, and vision insurance - FSA and DCFSA, life insurance, short-term disability, and long-term disability - Employee Assistance Program (EAP) - Up to 12 weeks of paid parental leave - Company-sponsored 401(k) - Home office stipend for remote and hybrid employees - Monthly cell phone reimbursement - Flexible paid time off policy Compensation Philosophy: Pay and equity packages are benchmarked against peer companies at a similar growth stage. Equity represents a meaningful part of the mutual investment. Final offers are customized based on experience, geographic location, market considerations, and preferred balance of cash and equity. Compensation Range: $55,000—$65,000 USD What we look for: - Fearless Optimism - Create the Magic - Today, Not Tomorrow - Seek Truth - Made of Rubber - One Formic Equal Opportunity Employment: Formic is an equal opportunity employer and makes employment decisions based on merit, business needs, and role requirements. AI Use: AI-powered tools may be used in some interviews, with all final hiring decisions made by humans.

🏢 Summary: Sales Development Representative role focused on generating and qualifying leads for a cybersecurity threat intelligence platform through outbound outreach, market research, and CRM-driven pipeline management. The position involves collaborating with sales teams, engaging technical buyers, and supporting business growth in the cybersecurity sector. Remote-first benefits, commission, and career growth toward an Account Executive role are included. 🗂️ Requirements: 1-2 years of sales or business development experience, Experience in cybersecurity or technology industry, Ability to engage C-suite executives and decision-makers, Experience with CRM tools and sales prospecting platforms, Knowledge of cybersecurity concepts and threat intelligence, Ability to meet KPIs and sales targets, Strong communication and interpersonal skills, Ability to work independently and in teams, Excellent time management and organizational skills, Bachelor's degree or equivalent experience 📃 Skills: Salesforce, HubSpot, LinkedIn, ZoomInfo, CRM, Cybersecurity, Threat, ATT&CK, Prospecting 🏢 Description: About the role As a Sales Development Rep, you will play a pivotal role in driving the growth of our cutting-edge threat intelligence solution by generating new business opportunities. As part of a mission-driven team in a dynamic and rapidly evolving industry, you will collaborate closely with sales and marketing to identify, engage, and qualify key decision-makers within target organizations. Your efforts will directly contribute to expanding our market presence and solidifying our position as a leader in cybersecurity. What you'll do - Lead Generation & Outreach: Proactively research, target, and engage potential clients in industries that would benefit from our Threat Intelligence Platform, including direct outreach through calls, emails, and social media platforms. - Market Research & Segmentation: Identify and understand key market segments, including SMBs, enterprise-level businesses, and specific verticals that are at high risk for cyber threats and in need of cutting-edge security solutions. - Qualify Leads: Engage with prospects to understand their cybersecurity challenges, assess their needs, and qualify them for the next steps in the sales process by passing high-quality leads to the Account Executives. - Collaborate with Sales Team: Work closely with the sales team to schedule demos and meetings, ensuring a smooth transition and effective follow-up from initial contact to deal closure. - Build Relationships: Build strong, lasting relationships with potential clients by educating them on our solutions, providing thought leadership on cybersecurity best practices, and offering valuable insights into how our solutions can help mitigate their security risks. - Manage Pipeline: Use CRM tools (e.g., Salesforce, HubSpot) to manage leads, track outreach efforts, and update the sales pipeline, ensuring accurate and up-to-date records. - Achieve Targets: Meet and exceed lead generation and qualification goals, while contributing to the overall growth of the sales pipeline and revenue targets. - Grow Into the Role: Partner directly with your manager on messaging, persona playbooks, and call strategy as the outbound function scales — with a clear path toward an Account Executive role as you build pipeline track record. What you'll bring - Proven experience in sales or business development, ideally in the cybersecurity or tech space (1-2 years preferred) - Strong communication and interpersonal skills with the ability to engage with C-suite executives and decision-makers - Self-motivated with a strong drive to meet or exceed KPIs and sales targets - Genuine curiosity about cybersecurity and willingness to learn threat intelligence concepts (ATT&CK framework, threat actor TTPs) - Experience using CRM tools and sales prospecting platforms (Salesforce, HubSpot, LinkedIn Sales Navigator, ZoomInfo) - Experience with prospecting tools to streamline workflows, identify leads, and improve outreach effectiveness - Ability to work independently as well as part of a team - Excellent time management and organizational skills - Bachelor's degree or equivalent experience Bonus if you have - Prior experience as BDR or SDR in the cybersecurity space Compensation and Benefits - Base salary range: $55k - $75k + Commission - Remote-first culture - Flexible time off policy - 401(k), life insurance, pet insurance, pre-paid legal aid options - Full benefits package including medical, dental, and vision coverage - Week off from Christmas through New Year's Day - No sponsorship available Values - Integrity, accountability, and courage in decision making - Results-driven and excellence in execution - Team-first collaboration and open communication - Inclusive and supportive culture - Continuous learning and innovation

🏢 Summary: Senior individual contributor role owning the end-to-end design, administration, analysis, and tooling of a global go-to-market commissions program within a SaaS environment. The position combines strategic plan design with hands-on data analysis, payout calculation, and system implementation, partnering closely with sales, finance, revenue operations, and payroll leaders. It is a greenfield opportunity to build scalable commission processes and tooling, leveraging AI and data to optimize performance and accuracy. 🗂️ Requirements: 7+ years experience in go-to-market or sales commissions, Experience designing commission plans from scratch, Background in software or SaaS business environments, Strong analytical and data modelling skills, Experience working with large datasets, Ability to calculate and administer commission payouts accurately, Experience collaborating with sales, finance, revenue operations, and payroll stakeholders, Proficiency using AI tools to automate workflows, Experience with Salesforce-based commission processes 📃 Skills: Salesforce, AI, Data, Modelling, Analytics, SaaS, Payroll, Compensation, Automation 🏢 Description: About the Role Go-to-market commissions have outgrown being a side-of-desk task. As sales, renewals, expansion, and solutions engineering motions have scaled, designing plans, administering them, and analysing their effectiveness has become a full-time responsibility. This role owns the commissions program end to end: building it, running it, and ensuring every representative is paid accurately and on time each cycle. Over time, there is scope to expand into broader compensation areas including bonus, short-term incentives, equity, and benefits. This is a hands-on, senior individual-contributor role within People & Culture, reporting to the Senior P&C Business Partner and partnering closely with the CRO, VPs of Sales and Solutions Engineering, Finance, and payroll. Why This Role Matters Go-to-market commissions require a dedicated owner to design effective plans, administer them accurately, and analyse performance impact as the organisation scales. The role ensures strong governance, auditability, and alignment between incentives and business outcomes. What You’ll Do Plan Design & Administration - Own the design and ongoing refinement of commission plans across sales, renewals, expansion, and solutions engineering - Generate and distribute compensation agreements for signature - Accurately calculate payouts and partner with payroll to ensure correct and timely payments (currently quarterly) - Establish and maintain controls, systems, and operating rhythms to keep the program governed, accurate, and auditable Analysis, Strategy & Tooling - Track attainment, quota achievement, and target performance to measure plan effectiveness - Identify unintended behaviours driven by plans and recommend adjustments to targets and mechanics - Recommend and implement appropriate commissions and sales compensation tooling (currently managed through Salesforce without a dedicated tool) - Use data to recommend structural plan changes as the business evolves - Design scalable processes and workflows, leveraging AI to reduce manual, repetitive work About You - Around 7+ years of experience in go-to-market or sales commissions - Experience in a software/SaaS environment with understanding of compensation structures - Experience building commission plans from the ground up - Blend of strategic thinking and hands-on analytical execution - Strong analytical and modelling skills with confidence working across large datasets - Detail-oriented, hands-on operator with strong stakeholder management and communication skills - Comfortable leveraging AI tools to automate work and improve efficiency - Tertiary qualification in business, finance, or related discipline (preferred) - Interest in expanding into broader compensation areas over time Perks & Benefits - Work on a category-leading product in a high-growth industry - Recharge days tied to company goal achievement - Team-led initiatives, events, and social activities - Team member assistance program supporting health and wellbeing - 16 weeks paid parental leave for primary carers and 4 weeks for secondary carers - Individual learning and development budget - Genuine career growth opportunities as the organisation scales

🏢 Summary: Leadership role responsible for scaling the Enterprise sales segment by managing and developing a team of Account Executives focused on complex B2B SaaS healthcare deals. The position drives go-to-market strategy, pipeline growth, and revenue forecasting while optimizing sales processes and tools. It requires strong expertise in enterprise sales methodologies and modern sales technologies within high-growth environments. 🗂️ Requirements: 8+ years Enterprise B2B SaaS sales experience, 4+ years managing quota-carrying sales teams, Experience with complex, multi-threaded enterprise sales cycles, Proven record of exceeding revenue targets, Fluency in MEDDPICC methodology, Fluency in Command of the Message framework, Experience with modern sales tech stacks, Ability to build strategic account plans and close enterprise deals, Understanding of SaaS economics, Ability to engage C-Suite stakeholders 📃 Skills: MEDDPICC, Command, Salesforce, Gong, SaaS, CRM, Forecasting, KPIs 🏢 Description: About the role: As a Director of Sales, you will play a pivotal role in scaling the Enterprise business. You will lead a team of high-performing Account Executives responsible for driving new business, expanding strategic accounts, and building long-term relationships with large healthcare organizations. This is a highly visible leadership position for a strategic, metrics-driven sales leader who thrives in fast-paced environments and excels at coaching teams through complex sales cycles. You will partner closely with cross-functional leaders across Marketing, Account Management, Product, and Finance to shape and execute the go-to-market strategy. Compensation: Base compensation may range from $165,000-$200,000 with a 50/50 variable component. Competitive equity and benefits are included as part of the total compensation package. Responsibilities: Sales Leadership & Execution - Lead and scale a team of quota-carrying Enterprise Account Executives, fostering a performance-driven and collaborative culture - Build and reinforce sales methodology grounded in MEDDPICC and Command of the Message - Set strategic account plans and partner on pipeline development, deal execution, and territory optimization - Develop and manage sales forecasts, territory plans, and KPIs to ensure consistent growth - Partner with Sales Enablement to onboard, coach, and develop team performance Strategy & Cross-Functional Collaboration - Partner with executive leadership to define and iterate on the go-to-market strategy for the Enterprise segment - Work with Revenue Operations to assess pipeline health, improve efficiency, and enhance forecasting accuracy - Collaborate with Marketing to inform campaign targeting and generate pipeline - Provide structured customer feedback to Product and GTM teams to influence roadmap and messaging - Engage with high-priority prospects and customers as an executive sponsor and strategic partner Process Optimization & Scale - Design and implement scalable, repeatable sales processes - Evaluate and refine sales tools and CRM workflows to increase productivity and visibility - Drive rigorous deal reviews and implement mutual action plans to reduce deal slippage and increase conversion - Leverage data to experiment, learn, and adapt tactics in a competitive market Qualifications: - 8+ years of experience in Enterprise B2B SaaS sales - 4+ years directly managing quota-carrying sales teams - Demonstrated success navigating complex, multi-threaded sales cycles within enterprise accounts - Track record of exceeding revenue goals and scaling sales teams in high-growth environments - Fluency in MEDDPICC, Command of the Message, and modern sales tech stacks (e.g., Salesforce, Gong) - Demonstrated ability to build strategic account plans and close enterprise deals - Deep understanding of SaaS economics and driving deal velocity while protecting margin - Exceptional communication, executive presence, and negotiation skills - Player-coach mentality with willingness to support deals directly when needed

🏢 Summary: Leadership role responsible for driving inbound sales pipeline growth, market expansion, and revenue acceleration within a highly regulated pharmacy environment. The position leads sales development strategy, team performance, AI-driven analytics adoption, and cross-functional collaboration to optimize forecasting, prospecting, and operational execution. Focused on scalable processes, compliance, and data-driven decision-making to achieve aggressive commercial targets. 🗂️ Requirements: Bachelor's degree in Business, Marketing, Communications, Healthcare Administration or related field, Minimum 5 years experience in sales development, business development, inside sales, or commercial operations, Minimum 3 years direct people leadership experience, Experience with CRM platforms and sales engagement technologies, Experience using AI-enabled analytics and business tools, Strong knowledge of inbound sales methodologies and pipeline management, Experience in regulated, fast-paced environments, Valid driver's license 📃 Skills: CRM, AI, Analytics, Forecasting, Automation, Reporting, Segmentation, LeadScoring, Dashboards, Workflow, SalesEngagement 🏢 Description: POSITION SUMMARY The Manager, Sales Development drives pipeline generation, market expansion, and revenue acceleration by leading a high-performing inbound sales organization within a hyper-growth, highly regulated 503A and 503B pharmacy environment. This role owns sales development strategy, prospecting execution, talent performance, forecasting accuracy, and cross-functional alignment across commercial operations, marketing, analytics, and customer engagement initiatives. The leader leverages AI as a force multiplier to increase speed, scale, lead quality, workflow efficiency, and data-driven decision-making while strengthening operational rigor and customer acquisition outcomes. RESPONSIBILITIES Sales Leadership Pipeline Ownership: Lead and optimize the sales development function by establishing scalable inbound strategies, driving qualified pipeline growth, and aligning prospecting priorities with enterprise revenue objectives. Utilize AI-enabled analytics, workflow automation, and performance intelligence tools to improve targeting precision, accelerate conversion velocity, and enhance forecasting accuracy. Coach high-performing teams through structured accountability, measurable execution standards, and continuous development practices. Talent Development: Recruit, develop, and retain high-performing sales development talent within a fast-paced, highly regulated healthcare environment. Implement structured onboarding, coaching frameworks, and performance management processes. Leverage AI-driven coaching insights, conversation intelligence, and productivity analytics to personalize development plans and accelerate performance outcomes. Performance Execution: Drive operational excellence through disciplined management of sales activity metrics, pipeline health, prospect engagement, and conversion performance. Establish rigorous performance expectations and implement corrective actions to improve efficiency and accountability. Utilize AI-powered dashboards, predictive insights, and reporting tools to strengthen decision-making and optimize resource allocation. Market Expansion Prospecting Strategy: Design and execute targeted inbound prospecting initiatives that expand market reach and accelerate customer acquisition. Partner with marketing, sales leadership, and commercial operations to align outreach strategies with business priorities. Utilize AI-enabled segmentation, lead scoring, and behavioral insights to improve prospect quality and engagement strategies. Customer Engagement: Establish consistent communication standards and data-informed outreach strategies aligned with growth objectives. Collaborate cross-functionally to ensure seamless customer experiences while maintaining regulatory compliance. Leverage AI-supported engagement tools and automation platforms to increase responsiveness and improve conversion effectiveness. Growth Alignment: Align sales development initiatives with enterprise growth strategy by translating priorities into measurable execution plans and operational targets. Apply AI-enabled forecasting, trend analysis, and performance monitoring tools to identify opportunities and accelerate growth initiatives. Operational Excellence Process Optimization: Improve sales development processes and workflows to support scalability and execution rigor. Establish performance benchmarks and implement solutions that enhance productivity and customer acquisition outcomes. Utilize AI-driven automation and reporting capabilities to streamline activities and improve data accuracy. Data Governance: Ensure integrity and accuracy across sales development data and reporting systems. Partner with commercial operations and analytics teams to standardize measurement practices and improve business intelligence. Leverage AI-powered analytics platforms to identify trends and optimize pipeline management. Compliance Management: Maintain adherence to organizational policies and regulatory requirements within a highly regulated environment. Reinforce accountability and ethical conduct across all sales development activities. Utilize AI-enabled monitoring tools and workflow controls to strengthen compliance visibility and reduce operational risk. Cross-Functional Collaboration Strategic Partnership: Build collaborative partnerships across sales, marketing, analytics, customer engagement, and operational teams to support scalable growth. Utilize AI-supported collaboration platforms and reporting tools to improve transparency and execution. Business Communication: Deliver clear communication to executive leadership and stakeholders regarding performance results and strategic priorities. Translate complex data into actionable business insights using AI-driven reporting and visualization tools. Innovation Leadership: Identify emerging technologies and process enhancements to strengthen sales development effectiveness. Encourage continuous learning and data-driven experimentation while maintaining operational discipline within a regulated environment. KNOWLEDGE AND SKILLS - Expertise leading sales development organizations and inbound prospecting strategies - Proficiency with CRM platforms, sales engagement technologies, AI-enabled analytics tools, forecasting systems, workflow automation, and reporting tools - Strong communication, coaching, and stakeholder management skills - Ability to optimize business processes and implement scalable solutions in regulated environments EXPERIENCE AND QUALIFICATIONS - Bachelor's degree in Business, Marketing, Communications, Healthcare Administration, or related field required; Master's preferred - Minimum 5 years of progressive experience in sales development, business development, inside sales, or commercial operations leadership - Minimum 3 years of direct people leadership experience - Experience utilizing CRM platforms, sales engagement technologies, analytics tools, and AI-enabled business solutions - Strong understanding of inbound sales methodologies, prospecting strategies, and pipeline management - Experience operating within highly regulated, fast-paced environments - Valid driver's license required - Preferred certifications: CSP, CBDP, SSLC or related credentials Employee Benefits, Health and Wellness: Comprehensive benefits including medical, dental, and vision coverage, paid time off, 401(k) matching, wellness perks, IV therapy, and compounded medications. Physical Requirements: Role requires frequent communication, prolonged stationary work, regular computer use, movement around the office and campus, and physical activities such as standing, walking, reaching, climbing, balancing, stooping, kneeling, crouching, or crawling.

🏢 Summary: Sales Development Representative role focused on generating and qualifying leads for a cybersecurity threat intelligence platform. The position involves outbound prospecting, CRM pipeline management, collaboration with sales teams, and engagement with technical decision-makers in cybersecurity-focused organizations. Offers remote-first work, commission opportunities, benefits, and growth toward an Account Executive role. 🗂️ Requirements: 1-2 years of sales or business development experience, Experience in cybersecurity or technology industry, Ability to engage with C-suite executives and decision-makers, Experience with CRM and sales prospecting tools, Knowledge of threat intelligence concepts and cybersecurity fundamentals, Ability to work independently and collaboratively, Strong time management and organizational skills, Bachelor's degree or equivalent experience 📃 Skills: Salesforce, HubSpot, LinkedIn, ZoomInfo, CRM, Cybersecurity, ATT&CK, TTPs 🏢 Description: About the role As a Sales Development Rep, you will play a pivotal role in driving the growth of a cutting-edge threat intelligence solution by generating new business opportunities. As part of a mission-driven team in a dynamic and rapidly evolving industry, you will collaborate closely with sales and marketing to identify, engage, and qualify key decision-makers within target organizations. Your efforts will directly contribute to expanding market presence and strengthening leadership in cybersecurity. What you'll do - Lead Generation & Outreach: Proactively research, target, and engage potential clients in industries that would benefit from the Threat Intelligence Platform, including direct outreach through calls, emails, and social media platforms. - Market Research & Segmentation: Identify and understand key market segments, including SMBs, enterprise-level businesses, and specific verticals that are at high risk for cyber threats and in need of advanced security solutions. - Qualify Leads: Engage with prospects to understand their cybersecurity challenges, assess their needs, and qualify them for the next steps in the sales process by passing high-quality leads to Account Executives. - Collaborate with Sales Team: Work closely with the sales team to schedule demos and meetings, ensuring a smooth transition and effective follow-up from initial contact to deal closure. - Build Relationships: Build strong, lasting relationships with potential clients by educating them on solutions, providing thought leadership on cybersecurity best practices, and offering insights into mitigating security risks. - Manage Pipeline: Use CRM tools such as Salesforce and HubSpot to manage leads, track outreach efforts, and update the sales pipeline. - Achieve Targets: Meet and exceed lead generation and qualification goals while contributing to sales pipeline and revenue growth. - Grow Into the Role: Partner with management on messaging, persona playbooks, and call strategy with a path toward an Account Executive role. What you'll bring - Proven experience in sales or business development, ideally in cybersecurity or technology. - Strong communication and interpersonal skills. - Self-motivated with the ability to meet or exceed KPIs and sales targets. - Curiosity about cybersecurity and willingness to learn threat intelligence concepts including ATT&CK framework and threat actor TTPs. - Experience using CRM tools and sales prospecting platforms including Salesforce, HubSpot, LinkedIn Sales Navigator, and ZoomInfo. - Ability to work independently and as part of a team. - Excellent time management and organizational skills. - Bachelor's degree or equivalent experience. Bonus if you have - Prior experience as a BDR or SDR in the cybersecurity space. Compensation and Benefits - Base salary range: $55k - $75k plus commission. - Remote-first culture. - Flexible time off policy. - 401(k), life insurance, pet insurance, and prepaid legal aid options. - Full medical, dental, and vision coverage. - Week off from Christmas through New Year's Day. - This position does not provide sponsorship.

🏢 Summary: 6-month contract Business Development Representative role focused on outbound enterprise prospecting and net-new pipeline generation for a SaaS Sales Performance Management solution, with potential to convert to full-time. The position centers on multi-channel outreach, AI-enabled prospecting, and close collaboration with Account Executives and Marketing to qualify opportunities using structured frameworks. Candidates are expected to consistently generate qualified meetings, manage activity in Salesforce, and drive measurable pipeline growth. 🗂️ Requirements: 1–2 years experience in BDR/SDR or SaaS sales role with strong outbound focus, Experience targeting enterprise or Fortune 500 accounts, Proficiency with Salesforce, Proficiency with Zoom or similar video conferencing tools, Experience with Salesloft and LinkedIn Sales Navigator, Demonstrated achievement of outbound activity and meeting-booking KPIs, Ability to conduct qualification using MEDDICC or similar framework, Ability to manage and track activities in CRM and engagement platforms 📃 Skills: Salesforce, Salesloft, LinkedIn, Zoom, MEDDICC, SaaS, CRM, AI 🏢 Description: This role is listed as a 6 month contract but has potential to turn into a full time permanent. We are seeking a high-performing, outbound-driven Business Development Representative to join our NA team, focused on enterprise prospecting and net-new pipeline creation. In this role, you'll leverage a multi-channel prospecting approach and collaborate closely with marketing and sales to uncover opportunities and grow pipeline. You'll also be supported by a growing suite of AI enabled tools. As a BDR, your primary mission is to create demand, not wait for it. You will own outbound prospecting into targeted enterprise accounts, leveraging a multi-channel approach across phone, email, social selling, and AI-enabled insights. You'll partner closely with Account Executives and Marketing to build pipeline and set the foundation for long-term revenue growth. Qualified opportunities have an identified key influencer or decision-maker, identified business pains, and an appetite to address them, along with a next step, immediate or deferred. What You'll Do: - Own outbound prospecting efforts into large enterprise organizations, generating net-new pipeline through cold calls, cold emails, and social outreach - Engage C-level executives and senior decision-makers in conversations centered on solving complex Sales Performance Management challenges - Identify and prioritize high-value target accounts within your territory using data, intent signals, and AI-driven tools - Research accounts deeply to uncover business pains, organizational structure, buying committees, and strategic initiatives - Execute highly personalized, multi-touch outbound sequences that align the value proposition to each prospect's priorities - Conduct discovery and qualification conversations, identifying pain, urgency, stakeholders, and next steps - Qualify opportunities using frameworks such as MEDDICC, ensuring strong alignment before passing to Account Executives - Collaborate closely with AEs to refine targeting strategies, messaging, and account plans - Maintain accurate, detailed records in Salesforce and engagement platforms (e.g., Salesloft) - Continuously analyze performance metrics (connect rates, response rates, meetings booked) and iterate on outbound tactics - Contribute ideas to improve outbound campaigns, messaging, and prospecting processes What You'll Bring: - 1–2 years of experience in a BDR/SDR or SaaS sales role with a strong outbound focus, ideally targeting enterprise or Fortune 500 accounts - Proficient with Salesforce and video conferencing tools like Zoom - Demonstrated success in meeting or exceeding outbound activity and meeting-booking KPIs - Confidence and resilience when cold calling and engaging senior-level stakeholders - Strong written and verbal communication skills with the ability to personalize messaging at scale - Experience using sales tools such as Salesforce, Salesloft, LinkedIn Sales Navigator and a curiosity for AI-enabled prospecting tools - A proactive, self-starting mindset with a strong desire to learn about Sales Performance Management, Incentive Compensation and Sales Planning - Ability to work in a fast-paced, metrics-driven, and collaborative environment - Comfort adapting strategies quickly based on data and feedback Bonus Qualifications: - Exposure to MEDDICC or similar sales qualification frameworks - Proven success partnering with marketing on outbound campaigns and account-based initiatives - Previous experience prospecting into complex, multi-stakeholder enterprise environments Short Term (1-3 Months): - Learn products, value propositions, and the insurance vertical - Master prospecting tools (Salesforce, Salesloft, LinkedIn, AI) - Begin outreach and track initial activity metrics Medium Term (4-6 Months): - Consistently generate qualified opportunities - Research accounts, map stakeholders, and identify business pains - Refine outreach using performance metrics and AE/marketing feedback - Influence pipeline strategy and optimize prospecting processes - Share best practices with the team - Deliver measurable impact on pipeline and revenue growth Compensation: The estimated annual base salary range is between $64,800 – $85,000 USD. In addition to base salary, the compensation package may include bonuses, commissions for eligible sales roles, and a comprehensive benefits package. The actual base salary will vary based on factors including individual qualifications and market data, as assessed during the interview process. Overview of Benefits: - Health & Wellness — Comprehensive medical, dental, and vision coverage - Time Off — PTO and public holidays - Volunteer Days — Dedicated time to give back - Ignite Days — Dedicated learning days to support continuous growth This hiring process utilizes artificial intelligence tools to assist in candidate screening and assessment. Varicent is committed to creating a diverse environment and is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. 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🏢 Summary: The Go-To-Market Operations Leader drives operational excellence across Sales and Marketing by building scalable processes, owning the revenue technology stack, and delivering accurate pipeline analytics and forecasting. The role ensures data integrity, CRM governance, AI-driven automation, and performance transparency to support predictable revenue growth. It acts as a central operational partner to Sales, Marketing, Finance, and Product leadership. 🗂️ Requirements: 10+ years experience in Sales Operations, Revenue Operations, or GTM Operations in B2B SaaS/DaaS environments, Proven experience designing and scaling SalesTech and MarTech ecosystems, Deep expertise with CRM systems (Salesforce, HubSpot), Strong experience with pipeline analytics, forecasting models, and SaaS/DaaS KPI reporting, Experience implementing automation and AI-driven insights in revenue operations, Experience managing cross-functional and technical projects, Ability to work hybrid (minimum three days per week in office) 📃 Skills: Salesforce, HubSpot, CRM, SalesTech, MarTech, Analytics, Forecasting, AI, Automation, SaaS, DaaS, Reporting, Dashboards, KPIs 🏢 Description: The position purpose As Go-To-Market Operations Leader, you are responsible for ensuring operational excellence across Spire's Marketing and Sales organizations through scalable processes, integrated tools, actionable insights, and disciplined performance governance. You are a hands-on operational leader who translates Spire's Go-To-Market strategy into reliable execution. You ensure that Sales and Marketing teams operate on accurate data, efficient workflows, and a fully integrated revenue technology stack that supports predictable growth across Commercial and Government segments. As part of Spire's Growth Marketing and GTM leadership team, you act as the central operational partner to Sales leadership, Marketing, Finance, and Product teams. Your mission is to ensure that the organization can plan, execute, measure, and improve revenue performance with confidence and transparency. Success in this role is measured by sales efficiency, pipeline transparency, forecast accuracy, and operational scalability. Role focus Provide leadership with reliable pipeline visibility and forecasting accuracy Ensure operational excellence across Sales and Marketing Build and maintain an integrated SalesTech and MarTech ecosystem Enable data-driven decision making across GTM teams Establish governance across CRM, reporting, processes, and revenue operations Act as the operational partner to Sales, Marketing and Finance leadership Core responsibilities Sales Operations Governance & Process Excellence You define and enforce the operational standards that enable scalable booking and revenue execution. Responsibilities include: Designing and maintaining standardized Sales Operations processes across regions and segments Defining pipeline stages, qualification standards, and performance metrics Establishing governance across CRM usage, reporting standards, and operational workflows Driving alignment between Sales, Marketing, Customer Success, and Product teams Ensuring consistent operating models across Commercial and Government sales motions Revenue Technology Stack Ownership (SalesTech & MarTech) You own the evolution and operational integrity of the GTM technology ecosystem. Responsibilities include: Defining and executing the SalesTech and MarTech roadmap Ensuring integration across core platforms such as CRM (e.g., Salesforce), marketing automation (Hubspot), analytics, and enablement tools Automating business processes wherever possible to reduce manual work and improve data reliability Working closely with IT and engineering teams on system integrations and architecture Continuously evaluating and improving the GTM tech stack to support growth and efficiency This role requires a hands-on operator who understands both the technical and business implications of GTM systems. Pipeline Analytics, Forecasting & Revenue Insights You ensure leadership has full transparency into revenue performance. Responsibilities include: Owning pipeline analytics, conversion metrics, and coverage analysis Managing forecasting processes and improving forecast accuracy Delivering performance dashboards for Sales leadership and executive teams Providing insights into pipeline health, sales efficiency, and revenue risks Supporting Finance with bookings tracking, forecasting alignment, and revenue planning inputs Business Reviews & Performance Cadence You establish the operational rhythm of Spire's Sales & Marketing organization. Responsibilities include: Owning the operational framework for: Weekly pipeline reviews Monthly performance reviews Quarterly business reviews (QBRs) Ensuring consistent reporting standards across Sales leadership Providing structured insights to support executive and board-level discussions Enabling Sales leadership to make fast, informed decisions based on reliable data Cross-Functional Leadership & Stakeholder Management You serve as a central partner across Spire's leadership team. Responsibilities include: Partnering closely with: Sales leadership Marketing leadership Finance Product Management Customer Success Aligning revenue operations with corporate planning and budgeting cycles Driving transparency and accountability across GTM performance Coordinating cross-functional initiatives that improve revenue execution AI-Driven Sales Operations & Automation You leverage modern AI capabilities to improve operational intelligence and efficiency. Responsibilities include: Identifying and implementing AI-driven analytics and automation across the revenue lifecycle Supporting Sales teams with AI-enhanced tools for pipeline management and decision support Continuously evaluating emerging AI capabilities across the GTM (Marketing & Sales) technology stack Sales Enablement, Training & Operational Readiness You ensure that Sales teams operate with the tools, knowledge, and operational discipline required to execute consistently across markets. Responsibilities include: Designing and maintaining structured Sales training formats and training kits aligned with Spire's GTM motions Delivering operational training on pipeline management, forecasting discipline, CRM usage, and reporting standards Ensuring Sales teams understand and adopt SalesTech and MarTech tools used across the revenue lifecycle Partnering with Marketing and Product teams to ensure Sales collateral and messaging are correctly applied in customer conversations Supporting onboarding and ramp-up of new Sales team members through standardized operational training programs This function ensures that Sales Operations not only provides tools and data, but also drives the operational discipline required for predictable revenue execution Deliverables Pipeline analytics and conversion insights Executive performance dashboards Bookings reporting and forecasting frameworks Budget and planning insights for Finance Governance of CRM, SalesTech, MarTech, and reporting standards Sales training program including formats and enablement kits Sales collateral and pitch frameworks aligned with GTM positioning Desired skillset 10+ years of experience in Sales Operations, Revenue Operations, or GTM Operations in technology-driven B2B environments supporting SaaS and DaaS recurring revenue business models Proven experience designing and scaling SalesTech and MarTech ecosystems Deep expertise with CRM systems (e.g., Salesforce, HubSpot) and revenue analytics tools Strong experience with pipeline analytics, forecasting models, and performance reporting by developing SaaS and DaaS KPIs and pro-actively managing and holding teams accountable Demonstrated ability to work directly with Sales leadership, Finance, and executive stakeholders Hands-on experience implementing automation and AI-driven insights in revenue operations Strong analytical, structured, and problem-solving capabilities Ability to balance strategic planning with operational execution Experience managing cross-functional and technical projects Excellent stakeholder management and communication skills Spire operates a hybrid work model, and this position will require you to work a minimum of three days per week in the office. Access to US export-controlled software and/or technology may be required for this role. If needed, Spire will arrange the necessary licenses—this is not something candidates need to have before applying. The anticipated base salary range for this position is listed below. Final base salary for this role will be based on the location, skills, experience and qualifications. In addition to base compensation, this role may be eligible for annual equity awards and our employee benefits program, including vacation, sick, and personal time off; optional medical, dental, vision, life, and disability coverage; a 401(K) plan; health and wellness reimbursement program; and participation in the Employee Stock Purchase Plan. Salary Range $130,000—$145,000 USD Global Perks Name Your Satellite Program (NYSP) Launch Attendance Generous Time Off Policy Education Assistance Program Employee Assistance Program (EAP) Employee Stock Purchase Program (ESPP) Family Leave Fitness Reimbursement Employee Referral Program Healthy snacks & beverages in every office