The Sales Development Representative (SDR) is a key driver of growth, responsible for building a consistent pipeline of qualified outbound opportunities for the sales organization. By proactively identifying and engaging target accounts that align with our ideal customer profile, you will initiate the high-value conversations that fuel our revenue engine. This role is essential for transforming initial outreach into successful sales appointments, ensuring a steady flow of predictable business growth. You will work closely with the Direct Sales Manager to refine prospecting strategies and deliver high-quality opportunities to the Account Executive team. Key Responsibilities: - Generate a consistent volume of qualified outbound opportunities each month to support the expansion of the sales pipeline. - Maintain a high standard for opportunity quality, achieving an acceptance rate of 70–80 percent or higher from the Account Executive team. - Execute a high-tempo outreach strategy involving 60–100 daily activities, including 40–60 calls and 30–50 emails, to engage potential customers. - Conduct thorough research to identify and prioritize target accounts and key decision-makers within the B2B landscape. - Utilize outbound prospecting tools and multi-channel engagement strategies to initiate contact and build rapport with high-potential prospects. - Apply a disciplined sales qualification process to convert initial interest into confirmed sales appointments. - Deliver accurate and timely documentation of all prospecting activities and lead intelligence within the CRM to ensure process predictability. - Collaborate with the sales team to ensure a seamless transition of qualified leads and contribute to the achievement of annual recurring revenue goals. Requirements: - 6–24 months of experience in a sales development or equivalent role, specifically supporting SaaS or professional B2B services. - Proven history of consistently meeting or exceeding performance quotas in a fast-paced sales environment. - Bachelor’s degree in Business, Marketing, or a related field of study. - Proficiency in CRM platforms such as HubSpot or Salesforce to manage lead pipelines and communication logs. - Hands-on experience with lead qualification and enrichment tools like LinkedIn Sales Navigator, ZoomInfo, or Clearbit. - Technical aptitude with video and meeting coordination software, including Zoom, Google Meet, and Calendly. - Demonstrated ability to communicate with precision, ensuring all written and verbal outreach is clear, professional, and accurate. - Strong organizational skills with the ability to manage high activity volumes and focus on key priorities effectively. Skills and Knowledge: - Familiarity with inbound management and shared inbox tools such as HubSpot Conversations or Zendesk Sell. - Understanding of core SaaS metrics and KPIs, including lead response times, conversion rates, and pipeline velocity. - Experience operating within a high-growth environment characterized by significant year-over-year expansion. - Strategic mindset with the ability to analyze market trends and identify emerging opportunities for outreach. Accommodations: Harbor Compliance is committed to providing any reasonable accommodations for individuals with disabilities within our application and interview process. To request an accommodation due to a disability, please inform your recruiter. Compensation: Compensation at the time of offer is based on factors such as skill set, experience, qualifications, and work location. Salary is one part of Harbor Compliance’s total compensation package. Other benefits may include health benefits, flexible paid time off, parental leave, fertility and adoption assistance, 401(k), and educational reimbursement. Note that the salary range and benefits apply only to U.S.-based candidates. Additionally, this role might be eligible for discretionary bonuses or commission payments. Pay Transparency Policy Statement Harbor Compliance will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by Harbor Compliance, or (c) consistent with Harbor Compliance’s legal duty to furnish information. Equal Opportunity Statement Harbor Compliance is an equal opportunity employer and does not discriminate on the basis of race, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition, or any other basis protected by law.

• Prospects, identifies, initiates, develops and nurtures business relationships and opportunities in assigned territory/market/target accounts to generate new business • Manages and qualifies inbound warm leads from Marketing to create sales ready leads and opportunities • Performs timely outbound calls and engage in other forms of communication (i.e. email etc.) to prospect new opportunities and qualify warm leads from Marketing • Engages in clear and effective communication (outbound calls, emails etc.) to build/cultivate interest in and educate on (company) products and services • Identifies key decision makers, determine buying readiness and timelines • Meets metrics, targets and quotas established • Possesses a firm understanding of (company) products and services • Handles objections and use sales strategy/technique to match customer needs to our solutions • Captures and manages information/data/metrics in CRM system • Attends trade shows and conferences • Other duties as assigned

• Build a strong, sustainable organization with high levels of employee engagement by attracting and developing superior talent and rewarding superior performance of teams and individuals • Develop a team of sales representatives through regular coaching and knowledge sharing, giving feedback and career development opportunities, and fostering a positive and collaborative team environment • Help the team achieve quarterly pipeline targets, bookings targets, and sales accepted opportunities by driving the value of Workiva’s platform with current customers and new logos • Ensure team members have specific direction on building a qualified pipeline within new customers and existing accounts • Communicate and liaise with leaders and peers to win together in a matrix organization • Identify knowledge gaps on the team and provide training when and where appropriate • Maintain a high level of communication with Senior Directors of Sales Development to stay abreast of continually changing focus to meet the needs of the sales organization and Workiva • Navigate internal departments and foster cross-functional relationships to drive alignment with global strategies and programs • Establish strong relationships with sales managers and ensure TDRs on the team are having weekly 1:1’s with each Account Executive they support • Develop and implement go-to-market strategies that align with market trends and customer needs • Understand customers' needs to effectively help the team navigate complex sales cycles and provide actionable customer insights • Establish and maintain strong working relationships with internal and external stakeholders and leadership • Collaborate with product marketing, sales, and finance to leverage data and metrics to inform selling strategies and decision-making • Identify and execute on areas of opportunity for process improvement within industry best practices • Leverage data and metrics to perform sales forecasting and pipeline management

you.com is an AI-powered search and productivity platform designed to empower users with personalized, efficient, and trustworthy search experiences. As a cutting-edge technology company, we combine advanced AI models with user-first principles to deliver tools that enhance discovery, creativity, and productivity. At you.com, we are on a mission to create the most helpful search engine in the world—one that prioritizes transparency, privacy, and user control. We’re building a team of innovators, problem-solvers, and visionaries who are passionate about shaping the future of AI and technology. At you.com, you’ll have the opportunity to work on impactful projects, collaborate with some of the brightest minds in the industry, and grow your career in an environment that values creativity, diversity, and curiosity. If you’re ready to make a difference and help us revolutionize the way people search and work, we’d love to have you join us! About the Role As an Enterprise Sales Development Representative at you.com, you will play a key role in driving top-of-funnel growth for our enterprise sales organization. You’ll be responsible for strategically identifying, engaging, and qualifying target accounts that can benefit from you.com’s AI-powered productivity and search solutions. Your mission is to generate high-quality opportunities and ensure a seamless transition to our Account Executives, fueling you.com’s enterprise revenue growth. You’ll collaborate closely with the sales and marketing teams to align outbound strategies, refine messaging, and execute targeted prospecting campaigns across multiple channels — including email, social, and phone outreach. By combining creativity, strategic research, and data-driven insights, you’ll help build a predictable and scalable enterprise pipeline. Responsibilities - Prospecting & Lead Generation: Identify, research, and engage high-potential enterprise accounts using tools like LinkedIn Sales Navigator and Apollo; run personalized, multi-channel outreach campaigns (email, social, phone) to drive pipeline growth. - Outbound Campaign Execution: Maintain a high and consistent outreach cadence, crafting tailored messages for decision-makers and influencers across target verticals to maximize engagement and conversion. - Inbound Qualification & Discovery: Respond swiftly to inbound leads, conduct discovery to assess fit and intent, and route qualified prospects to Account Executives for next steps. - Cross-Functional Collaboration: Partner closely with Sales, Marketing, Product, and RevOps to align messaging, refine targeting, improve lead routing, and ensure a seamless flow of qualified opportunities through the funnel. - Account-Based Strategy: Collaborate with Marketing on ABM and event-driven follow-up campaigns, ensuring timely outreach and personalized communication to nurture enterprise prospects. - Performance Tracking & Optimization: Analyze outreach metrics and conversion data to test, iterate, and improve messaging, cadences, and channel strategies for sustained pipeline efficiency. - Market & Product Intelligence: Stay informed on industry trends, competitor developments, and you.com product updates to deliver relevant insights and strengthen outbound messaging. Qualifications - 2+ years of experience in SDR, BDR, or related sales roles with a strong record of pipeline generation and quota attainment. - Proven ability to prospect, generate, and qualify new enterprise business opportunities.Experience with ABM programs and multichannel outreach strategies. - Resilient, self-motivated, and results-driven — you thrive on challenges and consistently push beyond targets. - Excellent written and verbal communication skills with the ability to tailor messaging across audiences. - Proficient with CRM and sales tools (Salesforce, ZoomInfo, Gong) as well as new AI SDR tools (e.g. Apollo.io, Unify) experience implementing or optimizing sales tech stacks. - Comfortable leveraging AI-driven tools to boost productivity and personalization; curious and creative in finding smarter ways to engage prospects. - Coachable and eager to grow into a larger enterprise sales role. - Familiarity with AI, technology, or SaaS products is a plus. - Bachelor's degree (or equivalent practical experience) preferred This role is eligible for variable compensation and equity. Our salary bands are structured based on a combination of geographic tiers and internal leveling. Compensation is determined by multiple factors assessed during the interview process, with the final offer reflecting these considerations. Salary Band $64,000—$95,000 USD Company Perks: - Hubs in San Francisco and New York City offering regular in-person gatherings and co-working sessions - Flexible PTO with U.S. holidays observed and a week shutdown in December to rest and recharge* - A competitive health insurance plan covers 100% of the policyholder and 75% for dependents* - 12 weeks of paid parental leave in the US* - 401k program, 3% match - vested immediately!* - $500 work-from-home stipend to be used up to a year of your start date* - $1,200 per year Health & Wellness Allowance to support your personal goals* - The chance to collaborate with a team at the forefront of AI research *Certain perks and benefits are limited to full-time employees only You.com participates in E-Verify. We will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS) with information from each new employee’s Form I-9 to confirm work authorization. (English/Spanish: E-Verify Participation/Right to Work) We are also an inclusive, equitable, and accessible workplace. Please let us know if you require accommodation for any portion of the recruitment and hiring process. Beware of recruiting scams: You.com will only contact you through official @You.com email addresses and will never ask for payment or sensitive personal information during the hiring process.