Note: The job is a remote job and is open to candidates in USA. Dakota Software is hiring a Senior Sales Development Representative to generate outbound pipeline and book qualified discovery meetings while operating and improving its AI-driven prospecting system. The role also maintains CRM data, monitors automation performance, and contributes to GTM tooling and engineering projects.
Responsibilities
- Review AI-generated email drafts and call talk tracks surfaced in Slack, then approve, edit, or override them based on your judgment of the prospect and context
- Cold call high-priority prospects identified by the system, particularly those flagged for phone outreach based on intent signals, enforcement actions, or demo engagement
- Book discovery meetings for Account Executives, targeting 8+ qualified meetings per month
- Manage and monitor Apollo sequences, adjusting targeting, messaging, and timing based on engagement data
- Triage inbound intent signals from Swan.ai, identifying which visitors and returning companies warrant immediate outreach
- Operate the SDR Autopilot system: a 3-Zap Zapier workflow that triages new leads, triggers AI research, generates personalized outreach, and posts recommendations to Slack for human approval
- Monitor system performance: track approval rates, edit frequency, disqualification accuracy, and email/call conversion to identify where the AI drafts need tuning
- Maintain data quality in Attio: ensure lead records are properly attributed, statuses are current, and pipeline reporting stays accurate
- Flag automation failures, edge cases, and prompt quality issues to the Head of GTM with specific examples and suggested fixes
- Learn to build and modify Zapier automations, including multi-step workflows with conditional logic, API integrations, and data transformations
- Contribute to prompt engineering: refine the Claude system prompts that drive email drafting, lead scoring, and call talk track generation
- Build reporting dashboards and pipeline analytics that surface conversion data from outbound activity
- Take ownership of new GTM tooling projects as your technical capability grows, with the goal of evolving into a full GTM Engineer role
Skills
- Entry-level applicants welcome to apply
- Experience working independently, setting goals, and executing against them
- Experience with Microsoft Office and Google Suite applications
- Active listening and empathy skills; ex. The ability to understand a prospect's challenges and communicate how our solutions can address their needs
- Written and oral communication skills
- Time management skills; ex. Understanding how to properly prioritize tasks and resources to maximize the efficiency of daily efforts
- Strong accountability and self-motivation, with a drive to succeed
- Desire to grow, learn, improve, and excel with an energetic and optimistic attitude
- 1-2+ years in a B2B SDR, BDR, or outbound sales role with demonstrated ability to cold call and book meetings
- Comfort working inside automation and AI tools daily, not just using a CRM but understanding how data flows between systems
- Strong written communication: you can evaluate whether an AI-drafted email sounds right for the prospect and edit it with specificity, not just generic tweaks
- Intellectual curiosity about how GTM systems work and genuine interest in building, not just executing
- Self-direction: this is a one-person SDR function with significant autonomy, reporting directly to the Head of GTM
- 1-2 years of professional sales lead generation experience
- Experience with CRM software management and documentation
- Understanding of enterprise software solutions
- Interest in pursuing a professional career in Sales
- Bachelor's Degree in Business, Sales, Marketing, or related fields
- Sales Certificate and similar education
- Hands-on experience with any of: Zapier, Make, n8n, or similar automation platforms
- Familiarity with CRMs beyond basic usage (understanding objects, fields, automations, and integrations)
- Experience with or strong interest in AI/LLM tools like Claude, ChatGPT, or Copilot in a work context
- Exposure to B2B SaaS sales cycles, especially in regulated industries (EHS, compliance, risk, legal tech, GRC)
- Basic comfort reading and understanding API documentation, JSON, or simple code (you do not need to be a developer, but you should not be intimidated by technical concepts)
- Prior experience in EHS, environmental compliance, or occupational safety
- Formal engineering or CS background
Benefits
- Fully remote work
- Commission
Company Overview