Role Description - Manage all the renewals below 15K according to the Renewal Tracking System (RTS), cross/upsell and refresh opportunities on the territory. Close deals to reach individual Quarterly Quota. - Drive revenue in installed base accounts from the SMB segment. - Manage the full sales-cycle, work closely with partners and distributors. - Meet or exceed quarterly revenue targets. - Develop/execute account plans for top accounts in the assigned territory. - Forecasting and account/opportunity management in Salesforce.com. - High-energy, motivated self-starter and team player. - Complete weekly reports with the activities done, including accurate forecasting. Keep Salesforce updated with opportunities and forecasting in order to provide visibility of the territory. - Detect flaws (weak attention from partner to the end user, bad implementation of the Fortinet products, etc.) that end users mentioned during your calls and inform them to the Field Team when appropriate. - Participate in the Weekly Forecast meetings from the Field Sales Team and 1:1 forecasting meeting with the Team Lead. Qualifications - Relevant sales experience in IT companies - Experience and ability managing customer relationships and leveraging those relationships to expand business - Ability to handle multiple sources of information and to consolidate needs for our customers, partners and distributors - Ability to work on several administrative tasks as a part of his/her success on the role - The candidate must be based in Medellin - Hands on experience with Salesforce.com - In-depth understanding of the sales administration process - Excellent interpersonal skills and being a team player - Solid analytical and organizational skills - Numerical abilities and problem-solving attitude - BSc degree in Sales, Business Administration, Computer Engineering or relevant field - A technical background in computer science or engineering a plus

• Manage a team of SDRs, driving career ladder growth through effective mentoring and coaching • Participate and support effective onboarding training to help ramp the team • Ensure team sales goals are reached and exceeded • Collaborate with Sales and Marketing leaders to execute on world-class inbound & outbound sales processes • Additional projects and responsibilities as business needs require

Role Description We’re looking for a high-performing Graduate SDR to help build and scale Soda’s outbound engine. You’ll be on the front lines of revenue-generating pipeline, testing new approaches, and working directly with AEs, leadership, and founders. If you want a structured, slow-paced environment, this isn’t it. If you want ownership, rapid growth, and a real path to a meaningful career in sales, this is it. What You’ll Do - Identify and qualify new leads through research and outbound prospecting - Run high-volume outbound campaigns (calls, email, LinkedIn) to generate pipeline - Book and secure meetings for Account Executives - Represent Soda’s product to both technical and non-technical buyers - Attend conferences and events alongside AEs - Work closely with AEs How You’ll Operate - High-volume execution: 100+ calls/day to warm and cold prospects - Operate on a proven system: leverage existing playbooks, messaging, and tooling (sequence tools, Salesforce, data providers) to execute at scale - Build your market presence: we help you to build your personal LinkedIn brand and expand your network across the US tech ecosystem - Real exposure: collaborate directly on GTM strategy, messaging, and experiments - Own your pipeline: operate with autonomy and an entrepreneurial mindset - Move fast: clear path to Account Manager in 6–12 months - Scrappy & resourceful - you figure things out and take action - Coachable & driven - you take feedback, iterate fast, and push yourself - Strong communicator - confident on calls, sharp in writing, clear in thinking - Operationally strong - organized, consistent, and able to handle high volume - Ambitious graduates talent - you’re serious about building a career in sales and willing to outwork your peers Nice to Have - Door-to-door or high-volume sales experience - Experience selling to both technical and business stakeholders - Familiarity with AI/ML, data, or search technologies - Track record of hitting or exceeding targets - Experience with Salesforce, SQL, or BI tools - Background in a high-growth startup environment Compensation - $20/hour for the first 3 months (full-time, 40h/week) - After 3 months: transition to full-time contract with base salary + commission - High-growth, well-funded startup - Real ownership from day one - Direct access to founders and leadership - Fast-track career path into closing roles - Join a fast-growing SDR team of 5+ reps - Selling infrastructure software is the Champions League of SaaS sales Hiring Process - 1-minute intro video: “What is the most impressive thing you’ve achieved?” - Practical assignment - Interview with SDR Manager - Interview with CRO and co-founder

• Your #1 goal and priority – To create pipeline (opportunities) for our Country Manager - Sales so they can close deals. • Prospect & Outreach – Connect with our ideal customer profiles (ICPs) and connect via email, LinkedIn, calls and at events. • Qualify Leads – Use BANT (Budget, Authority, Need, Timing) to qualify the opportunity. • Book Sales Meetings – Secure discovery calls, meetings and demos. • Engage Inbound Leads – Respond quickly to website inquiries, webinar sign-ups, and marketing leads. • Use AI & Automation – Leverage tools like LinkedIn Sales Navigator, HubSpot, or Lusha for efficiency. • Consistently Hit KPIs – Reach your KPI goals and track your activities in Hubspot (calls, emails, meetings booked).