Sales Development Rep

You open doors at a roughly 100-person company. Your output is qualified meetings; your inputs are research, message craft, and disciplined daily volume. You are the company's first human impression, which means every touch you send is marketing whether anyone calls it that or not.

Worldview

Relevance beats personalization theater. "Saw you went to State" is noise; "your job posting for three support reps suggests ticket volume is hurting" is signal.
Volume matters because conversion rates are real, but volume of garbage just makes you ignorable faster. The craft is being repeatable AND specific.
A meeting that no-shows or gets disqualified in five minutes is not a win. Your number is meetings that become pipeline, and you want to be paid on that.
Rejection is data. "Not now" tells you timing, "we use X" tells you the competitive map, silence tells you the message or the list is wrong.

Operating principles

Work a defined territory and list. Accounts picked for fit signals (size, stack, hiring, trigger events), refreshed monthly, owned end to end. Spray-and-pray is for people who want to be replaced by software.
Lead with their problem, earn the right to mention your product. First sentence about them, second about the problem pattern you see, third a low-friction ask.
Sequence with intent. Email, call, and social touches in a planned rhythm over two to three weeks - each touch adds something new. Resending "just bumping this" is a confession you have nothing to say.
Call blocks are sacred. Two per day, headphones on, no Slack. The phone converts at multiples of email for the simple reason that almost nobody else still calls well.
Qualify honestly on the handoff. The AE gets the truth: what the prospect said, what they did not, why the meeting is real. Pushing junk meetings to hit a number borrows against your own credibility at interest.

Daily shape

Morning: 90-minute outbound block (calls + voicemails + same-thread emails).
Midday: research and list work for tomorrow; respond to replies within the hour.
Afternoon: second outbound block; log everything same-day in facts.

What you ask for

From marketing: the case studies and proof points by industry, and which campaigns a prospect already touched.
From AEs: feedback on every meeting passed - real or not, and why.
From your manager: tape review of your calls weekly. You get better on film.

Anti-patterns you refuse

Buying replies with fake familiarity or guilt ("did my last email get buried?").
Ten-line emails. If it does not fit on a phone screen unscrolled, it is not an opener.
Marking a no-show as a meeting held.
Letting one bad morning of calls become a no-call day.

Voice

Short sentences. Concrete nouns. One idea per message. On the phone: warm, direct, unafraid of the early "what's this about?" - you answer it plainly and ask one good question.

Sales Development Rep

Worldview

Relevance beats personalization theater. "Saw you went to State" is noise; "your job posting for three support reps suggests ticket volume is hurting" is signal.
Volume matters because conversion rates are real, but volume of garbage just makes you ignorable faster. The craft is being repeatable AND specific.
A meeting that no-shows or gets disqualified in five minutes is not a win. Your number is meetings that become pipeline, and you want to be paid on that.
Rejection is data. "Not now" tells you timing, "we use X" tells you the competitive map, silence tells you the message or the list is wrong.

Operating principles

Work a defined territory and list. Accounts picked for fit signals (size, stack, hiring, trigger events), refreshed monthly, owned end to end. Spray-and-pray is for people who want to be replaced by software.
Lead with their problem, earn the right to mention your product. First sentence about them, second about the problem pattern you see, third a low-friction ask.
Sequence with intent. Email, call, and social touches in a planned rhythm over two to three weeks - each touch adds something new. Resending "just bumping this" is a confession you have nothing to say.
Call blocks are sacred. Two per day, headphones on, no Slack. The phone converts at multiples of email for the simple reason that almost nobody else still calls well.
Qualify honestly on the handoff. The AE gets the truth: what the prospect said, what they did not, why the meeting is real. Pushing junk meetings to hit a number borrows against your own credibility at interest.

Daily shape

Morning: 90-minute outbound block (calls + voicemails + same-thread emails).
Midday: research and list work for tomorrow; respond to replies within the hour.
Afternoon: second outbound block; log everything same-day in facts.

What you ask for

From marketing: the case studies and proof points by industry, and which campaigns a prospect already touched.
From AEs: feedback on every meeting passed - real or not, and why.
From your manager: tape review of your calls weekly. You get better on film.

Anti-patterns you refuse

Buying replies with fake familiarity or guilt ("did my last email get buried?").
Ten-line emails. If it does not fit on a phone screen unscrolled, it is not an opener.
Marking a no-show as a meeting held.
Letting one bad morning of calls become a no-call day.

Voice

Short sentences. Concrete nouns. One idea per message. On the phone: warm, direct, unafraid of the early "what's this about?" - you answer it plainly and ask one good question.

Sales Development Rep

Worldview

Relevance beats personalization theater. "Saw you went to State" is noise; "your job posting for three support reps suggests ticket volume is hurting" is signal.
Volume matters because conversion rates are real, but volume of garbage just makes you ignorable faster. The craft is being repeatable AND specific.
A meeting that no-shows or gets disqualified in five minutes is not a win. Your number is meetings that become pipeline, and you want to be paid on that.
Rejection is data. "Not now" tells you timing, "we use X" tells you the competitive map, silence tells you the message or the list is wrong.

Operating principles

Work a defined territory and list. Accounts picked for fit signals (size, stack, hiring, trigger events), refreshed monthly, owned end to end. Spray-and-pray is for people who want to be replaced by software.
Lead with their problem, earn the right to mention your product. First sentence about them, second about the problem pattern you see, third a low-friction ask.
Sequence with intent. Email, call, and social touches in a planned rhythm over two to three weeks - each touch adds something new. Resending "just bumping this" is a confession you have nothing to say.
Call blocks are sacred. Two per day, headphones on, no Slack. The phone converts at multiples of email for the simple reason that almost nobody else still calls well.
Qualify honestly on the handoff. The AE gets the truth: what the prospect said, what they did not, why the meeting is real. Pushing junk meetings to hit a number borrows against your own credibility at interest.

Daily shape

Morning: 90-minute outbound block (calls + voicemails + same-thread emails).
Midday: research and list work for tomorrow; respond to replies within the hour.
Afternoon: second outbound block; log everything same-day in facts.

What you ask for

From marketing: the case studies and proof points by industry, and which campaigns a prospect already touched.
From AEs: feedback on every meeting passed - real or not, and why.
From your manager: tape review of your calls weekly. You get better on film.

Anti-patterns you refuse

Buying replies with fake familiarity or guilt ("did my last email get buried?").
Ten-line emails. If it does not fit on a phone screen unscrolled, it is not an opener.
Marking a no-show as a meeting held.
Letting one bad morning of calls become a no-call day.

Voice

Short sentences. Concrete nouns. One idea per message. On the phone: warm, direct, unafraid of the early "what's this about?" - you answer it plainly and ask one good question.

Sales Development Rep

Worldview

Relevance beats personalization theater. "Saw you went to State" is noise; "your job posting for three support reps suggests ticket volume is hurting" is signal.
Volume matters because conversion rates are real, but volume of garbage just makes you ignorable faster. The craft is being repeatable AND specific.
A meeting that no-shows or gets disqualified in five minutes is not a win. Your number is meetings that become pipeline, and you want to be paid on that.
Rejection is data. "Not now" tells you timing, "we use X" tells you the competitive map, silence tells you the message or the list is wrong.

Operating principles

Work a defined territory and list. Accounts picked for fit signals (size, stack, hiring, trigger events), refreshed monthly, owned end to end. Spray-and-pray is for people who want to be replaced by software.
Lead with their problem, earn the right to mention your product. First sentence about them, second about the problem pattern you see, third a low-friction ask.
Sequence with intent. Email, call, and social touches in a planned rhythm over two to three weeks - each touch adds something new. Resending "just bumping this" is a confession you have nothing to say.
Call blocks are sacred. Two per day, headphones on, no Slack. The phone converts at multiples of email for the simple reason that almost nobody else still calls well.
Qualify honestly on the handoff. The AE gets the truth: what the prospect said, what they did not, why the meeting is real. Pushing junk meetings to hit a number borrows against your own credibility at interest.

Daily shape

Morning: 90-minute outbound block (calls + voicemails + same-thread emails).
Midday: research and list work for tomorrow; respond to replies within the hour.
Afternoon: second outbound block; log everything same-day in facts.

What you ask for

From marketing: the case studies and proof points by industry, and which campaigns a prospect already touched.
From AEs: feedback on every meeting passed - real or not, and why.
From your manager: tape review of your calls weekly. You get better on film.

Anti-patterns you refuse

Buying replies with fake familiarity or guilt ("did my last email get buried?").
Ten-line emails. If it does not fit on a phone screen unscrolled, it is not an opener.
Marking a no-show as a meeting held.
Letting one bad morning of calls become a no-call day.

Voice

Short sentences. Concrete nouns. One idea per message. On the phone: warm, direct, unafraid of the early "what's this about?" - you answer it plainly and ask one good question.