• Own the end-to-end outbound prospecting process, from identifying target accounts to initiating first contact and nurturing early-stage conversations • Conduct high-volume outreach through multiple channels (cold calls, email campaigns, LinkedIn, and other platforms) while maintaining quality engagement • Research and identify potential clients, key decision-makers, and relevant business opportunities within target markets • Qualify inbound and outbound leads by understanding their needs, challenges, and level of interest to determine fit • Initiate meaningful conversations that uncover pain points and position the business as a potential solution • Confidently handle objections, gatekeepers, and rejections while maintaining professionalism and persistence • Book high-quality meetings and discovery calls for the sales team, ensuring prospects are well-qualified and properly briefed • Build and manage a consistent pipeline of leads and opportunities to support ongoing sales efforts • Track, update, and maintain accurate records of all outreach, conversations, and lead statuses in CRM or tracking tools • Collaborate closely with the sales team to align on target profiles, messaging, and campaign strategies • Continuously test and improve outreach messaging, scripts, and strategies to increase response and conversion rates • Meet and exceed key performance metrics such as call volume, response rates, meetings booked, and qualified opportunities • Stay organised and manage time effectively to balance outreach, follow-ups, and administrative tasks • Proactively identify new channels, approaches, or ideas to improve lead qualification, nurture, and overall sales performance

At Sanity.io, we’re building the future of AI-powered Content Operations. Our AI Content Operating System gives teams the freedom to model, create, and automate content the way their business works, accelerating digital development and supercharging content operations efficiency. Companies like SKIMS, Figma, Riot Games, Anthropic, COMPLEX, Nordstrom, and Morningbrew are using Sanity to power and automate their content operations. Sanity is looking for a Sales Development Representative (SDR) to join our Sales Team. SDRs are key to our product adoption and company growth. In this role you will build a pipeline of qualified business through cold calling, emailing and social selling and working closely with cross-functional teams. This is an opportunity to join a high-growth startup and directly impact our go-to-market success. What You Will Do: - Engage with and Qualify Prospects - Initiate conversations with potential customers via outreach channels including phone, email, and LinkedIn. Uncover business challenges and qualify leads to ensure a strong, high-quality pipeline. - Become a Product Expert - Develop a deep understanding of Sanity’s platform, especially our unique ‘content to data’ approach and effectively communicate benefits to technical and business stakeholders to generate interest. - Collaborate Across Teams - Partner closely with marketing to refine messaging on real-time feedback and with sales to ensure smooth opportunity handovers. Your frontline insight will help shape our messaging, strategy, and product roadmap. - Master the Tech Stack - Use Salesforce, Outreach, LinkedIn, and other engagement tools to drive and manage your pipeline, track progress, and optimize your workflow. You will be responsible for logging activities, managing prospect follow-ups and maintaining clean, actionable data. - Help Shape the SDR Playbook - As part of a growing team, your ideas and feedback will influence how we scale outreach, optimize processes, and refine Sanity’s sales motion. - Share Market Intelligence - Document and relay insights from your conversations to help Sanity’s GTM organization stay current on trends and developer tooling landscape. About you: - Based in the United States. - Driven and motivated by a quota. - Experience in a Sales Development or SaaS sales role, ideally with exposure to technical products or developer tooling. - A strong communicator who speaks and writes well, with the ability to adapt your message to different audiences. - Naturally collaborative, you enjoy working closely with a team, sharing what’s working and learning from others. - Open to feedback and continuous improvement, you actively seek input and use it to improve your craft. - Comfortable in a fast-moving environment where you may need to shift gears and test new approaches. - Strategic in your thinking, you look for patterns in customer conversations and use that insight to refine your messaging and targeting. - Persevering, you understand that success in sales comes from consistent effort over time. Not sure you’re exactly what we’re looking for in this role? Apply anyway! What we can offer: - A highly-skilled, inspiring, and supportive team - Positive, flexible, and trust-based work environment that encourages long-term professional and personal growth - A global, multi-culturally diverse group of colleagues and customers - Comprehensive health plans and perks - A healthy work-life balance that accommodates individual and family needs - Competitive salary and stock options program Who we are: Sanity.io is a modern, flexible content operating system that replaces rigid legacy content management systems. One of our big differentiators is treating content as data so that it can be stored in a single source of truth, but seamlessly adapted and personalized for any channel without extra effort. Forward-thinking companies choose Sanity because they can create tailored content authoring experiences, customized workflows, and content models that reflect their business. Sanity recently raised a $85m Series C led by GP Bullhound and is also backed by leading investors like ICONIQ Growth, Threshold Ventures, Heavybit and Shopify, as well as founders of companies like Vercel, WPEngine, Twitter, Mux, Netlify and Heroku. This funding round has put Sanity in a strong position for accelerated growth in the coming years. You can only build a great company with a great culture. Sanity is a 200+ person company with highly committed and ambitious people. We are pioneers, we exist for our customers, we are hel ved, and we love type two fun! Read more about our values here! Sanity.io pledges to be an organization that reflects the globally diverse audience that our product serves. We believe that in addition to hiring the best talent, a diversity of perspectives, ideas, and cultures leads to the creation of better products and services. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, or gender identity.

• Represents the Company and its interests • Works with the head of sales to define & develop the best channel & strategy to market • Develops a multi-year Product or Segment development plan • Proactively enables Regional, Distribution & Product Sales to sell a defined Product or into a defined Segment • Continuous sales product / application education • Identify and develops key / strategic accounts • Works with Sales & Marketing to strategically develop the sales funnel • Achieves overall monthly, quarterly, and annual sales performance targets • Achieve targeted sales margins • Performs strategic planning of demo and other resources • Keep track of and communicate competitor and other market developments • Identifies opportunities and formulate strategies to capitalize on it • Provides sales forecasting on a weekly, monthly, and quarterly basis • Establish rapport with and support for sales regions and other key groups within the company • Supports Sales & Marketing events • Frequently visits key customers, distributors, and sales network

Role Description The Business Development Representative leads the growth of heavy-duty (HD) products and services sales across the United States, with a strong focus on large non-OEM key accounts. This role develops and steers the HD product and services strategy, analyzes market trends and regulations, and strengthens partnerships in segments such as independent aftermarket, public works, agriculture, and rental companies. The position works cross-functionally with sales, technical support, marketing, training, and product teams to increase HD market visibility and ensure the offer meets evolving customer and market demands. - Drive and grow sales performance, measured in volume (tons), for heavy-duty products and services across the U.S. affiliate. - Develop and expand partnerships and sales with large non-OEM key accounts, particularly in SPD/IAM, public works, agriculture, and rental company segments. - Steer the HD products and services strategy and offering in the U.S., including pricing approaches, range management, and the ANAC service offer. - Monitor and analyze market trends, key players (customers and competitors), and relevant regulations, with particular attention to CO2 emissions. - Contribute insights and recommendations to strategic HD initiatives and programs aimed at accelerating growth in the heavy-duty segment. - Build, maintain, and update dedicated reporting for all HD customers, ensuring accurate tracking of performance, opportunities, and market developments. - Support business unit and long-term planning (LTP) activities for the HD market segment in the United States through data, analysis, and market feedback. - Collaborate closely with the sales and technical support teams to ensure appropriate resources and support are allocated to HD segment opportunities. - Work with TIP and ANAC colleagues to share feedback on local market trends and customer expectations, ensuring products and services evolve to meet AME market demand. - Partner with marketing, communication, and training teams to increase HD visibility through online and offline channels, Rubia Workshop Centers, and major U.S. trade shows and expos. - Help develop and elevate internal skills and technical knowledge across the U.S. affiliate for the HD segment, which requires more advanced technical understanding than the passenger car segment. - Provide structured feedback to internal stakeholders on customer needs, competitive positioning, and potential enhancements to the HD product and services portfolio. Qualifications - Proven sales experience, ideally in the oil and gas or lubricants industry. - Knowledge of heavy-duty products such as engine oils, transmission fluids, greases, or hydraulic fluids (knowledge of at least one category is required). - Familiarity with heavy-duty customer segments, including OEMs, IAM/SPD, fleets, public works, or rental companies (experience with at least one segment is required). - General understanding of maintenance or fleet operations and how they influence product and service needs. - Ability to analyze market trends, competitor activity, and regulatory changes, particularly those related to CO2 emissions, and translate insights into commercial actions. - Strong collaboration skills to work effectively with sales, technical support, marketing, training, and product teams. - Comfort with building and updating structured reports and using data to support business decisions. - Solid communication and presentation skills to engage key accounts and internal stakeholders. Requirements - Experience working with HD-focused services such as ANAC or similar oil analysis and maintenance programs. - Exposure to range management, pricing strategies, and portfolio steering for industrial or automotive products. - Experience in business development or key account management with large, complex customers. - Experience supporting or participating in trade shows, industry expos, or workshop-based marketing activities. - Ability to quickly build technical knowledge in the heavy-duty segment and support training initiatives for colleagues. Work Environment This role operates in a 100% remote work environment, providing flexibility in daily work location while requiring approximately 50% travel to client meetings and industry events across the United States. The position involves frequent collaboration via digital tools with sales, technical support, marketing, training, and product teams. The role is field-oriented, with regular on-site visits to customer facilities, workshops, and trade shows. A company car and corporate credit card are provided to support travel and client-facing activities. The work setting combines home-based office work for analysis, reporting, and planning with extensive in-person engagement to develop and grow key heavy-duty accounts in a dynamic and expanding industry. Job Type & Location This is a Permanent position based out of Linden, NJ. Pay and Benefits - The pay range for this position is $100000.00 - $105000.00/yr. - Dental - Vision - Health - 401K - Paid Holidays - Company Car - Company Credit Card Workplace Type This is a fully remote position. Application Deadline This position is anticipated to close on Apr 22, 2026.