• Proactively identify and engage prospective clients through outbound prospecting efforts (email, phone, LinkedIn, events, referrals, etc.) • Qualify inbound leads in partnership with Marketing (web inquiries, webinar attendees, campaign engagement, etc.) • Conduct discovery conversations to assess business needs, timeline, budget, and fit • Set qualified meetings for Customer Development Executives and ensure effective handoff • Develop and execute re-engagement strategies for stalled or dormant opportunities • Drive attendance and engagement at industry and partner events (e.g., Workday events such as Workday Rising, SKO, user groups, webinars) • Maintain accurate and timely pipeline data within CRM (e.g., HubSpot) and partner systems (e.g., Workday Partner Center) • Track prospect engagement and activity metrics to support reporting and forecasting • Assist in proposal coordination, RFI/RFP support, and early-stage deal documentation as needed • Support territory management through contact mapping and relationship tracking • Prepare meeting briefs, capture notes, and coordinate follow-ups for prospect and partner meetings • Identify process improvement opportunities across prospecting, qualification, and GTM collaboration workflows

The magic of small teams can exist at any organization. We started Span to address a pattern we'd all lived: as teams expand, context is buried under layers of meetings, tools, people and process. Things begin to stall in the "outer loops" like prioritization, allocation, collaboration, and management—areas where mistakes and inefficiencies are arguably more costly. We are creating a new type of tool that delivers coherent and useful software engineering context for humans and agents alike, a tool that we believe will enable ownership, autonomy, and superhuman impact inside of an engineering organization. We’re building a future where: Engineering leaders can understand their most precious resource - team time - so that they’re able to invest intentionally, root out hidden costs of toil, and unlock the true potential of their team. Everyone inside the organization can have an intuitive grasp of what’s happening so they’re empowered to make better decisions, operate confidently and deliver predictably. The hours tied up in tagging, status reporting and coordination meetings are automated away so that people spend less time on busywork and more time on the real work. Span is seeking an experienced Sales Development Representative to help develop, implement and sustain high engagement programs for outbound lead generation. You’ll work very closely with Span’s Growth Lead, sales representatives, and other senior leaders to rapidly refine outbound lead generation through regular messaging and strategy experiments. What You’ll Be Up To: Prospect: You’ll execute multi-channel outbound campaigns (LinkedIn, email, cold calling, etc.) to find potential customers. You’ll work closely with senior Span leadership to impersonate their accounts in outbound communication. Research: You’ll conduct ABM research to understand decision makers’ needs, pain points, and determine if they’re a good fit for Span. Coordinate Meetings: You’ll schedule discovery calls for Span’s sales representatives Experimentation: You’ll collaborate with the Growth Lead to create & run outbound experiments with the goal of helping the team refine messaging and strategy. Create Process : You’ll collaborate closely with the Growth Lead to test, refine, and scale repeatable sales playbooks. Reporting: You’ll need to report on weekly outbound activities and the outcomes of experiments. Provide Feedback: you’ll relay market feedback to the Growth, Marketing, Sales, and Product teams. What we’re looking for: Experienced mid-market and/or enterprise SDR Bachelor’s degree in Mathematics, Computer Science, Physics, Engineering, or a similarly rigorous quantitative field Experience drafting cold outbound sequences, implementing, and adjusting messaging Proven Track record of hitting metrics and targets at previous organizations Experienced cold caller, extremely comfortable engaging new people, and converting cold leads to qualified pipeline over the phone Eagerness to run frequent outbound experiments and share findings with team Self-motivated with a hunger for success and the ability to work in a fast-paced startup environment Familiarity with CRMs and outbound prospecting tools Bonus Points If You Have: Previous SaaS sales development experience in a technical industry (i.e. selling to engineering leadership) Previous experience documenting processes, reporting on metrics, and the ability to present learnings frequently Team Lead/Sr. SDR experience Experience with automation & GTM Engineering tools like Clay, Unify, etc. Familiar with or ability to learn the following tech stack: Slack, Outreach, Prospecting Tools, Hubspot Backed by dozens of founders and CTOs we admire from places like Slack, Notion, Rippling, Fivetran and Coda, CPOs from places like Adobe and Square, as well as funds like Alt, BoxGroup, Bling, Craft, and SV Angel who dare to dream with us.

• Build and maintain a pipeline of Outbound qualified leads, achieving quotas by leveraging AI for high-velocity prospecting. • Responsible for spending 3-4 hours a day prospecting via cold calling to source meetings for your New Business Director. • Manage multiple vendor-forward and homegrown AI tools, moving seamlessly between platforms to optimize your workflow. • Take ownership of AI agents. You will be responsible for the creativity behind their deployment, monitoring their performance, and auditing their output to ensure brand alignment. • Generate qualified Outbound meetings for our new business pod through sophisticated, high-touch phone, LinkedIn, and email outreach. • Manage the hand-off to sales executives and maintain pristine data integrity within our Hubspot CRM.

Role Description As SDR Manager, you will build Kintsugi’s Sales Development function from square one — including strategy, hiring, training, execution, and performance management. This is a foundational builder role for someone who thrives in fast-paced environments and knows how to create repeatable pipeline systems that scale. You will own the SDR playbook end-to-end: - ICP targeting - Messaging - Outbound systems - Lead routing - Sequencing strategy - Performance metrics - Enablement You’ll be responsible for building a world-class team that generates qualified pipeline and becomes the engine behind predictable ARR growth. This role is ideal for someone obsessed with modern outbound, AI-driven prospecting, GTM experimentation, and sales technology. Qualifications - 5–8+ years in B2B SaaS / fintech sales or sales development - 2+ years managing SDRs (or a player/coach lead role) - Proven experience building or scaling SDR teams in high-growth environments - Track record of hitting pipeline creation targets and improving SDR productivity - Experience selling into ecommerce, finance, accounting, operations, or compliance is a plus - Experience at Series A / Series B company strongly preferred Requirements - Builder mindset: you love creating process, structure, and systems from scratch - Deep understanding of modern outbound (cold email, cold calling, LinkedIn, multi-channel sequencing) - Strong coaching ability — you can make reps meaningfully better - Highly analytical: you manage through conversion rates, benchmarks, and pipeline metrics - Strong collaboration instincts with Sales, Marketing, RevOps, and Product - High urgency, high ownership, high standards Benefits - Build a core GTM function from zero at a fintech scale-up - Huge market opportunity with increasing urgency and compliance complexity - AI-forward culture with real room to innovate and experiment - High ownership role — you will architect the outbound engine - Competitive compensation + meaningful equity What You’ll Own - Build the SDR Function From the Ground Up - Design and launch Kintsugi’s SDR org structure, hiring plan, and onboarding process - Build the SDR playbook including outreach strategy, call frameworks, objection handling, and qualification - Define activity, conversion, and pipeline benchmarks - Establish the operating cadence: daily standups, pipeline reviews, weekly coaching, performance reporting - Pipeline Generation Strategy (Outbound + Inbound) - Own SDR pipeline creation targets and performance metrics - Build scalable outbound motions across ecommerce, SaaS, and fintech segments - Partner with Marketing to maximize inbound conversion and speed-to-lead execution - Implement account-based prospecting strategy to target high-fit ICP accounts - AI-Driven Prospecting & GTM Engineering - Implement an AI-first SDR workflow to increase output and personalization at scale - Use data enrichment, intent signals, and automation to improve targeting quality - Continuously test and iterate messaging, sequences, channel mix, and segmentation - Build repeatable experimentation loops across outbound campaigns (copy testing, channel testing, persona testing) - SDR Coaching, Enablement & Talent Development - Recruit, hire, and onboard top SDR talent - Coach reps on cold calling, objection handling, discovery handoff, and executive messaging - Run structured training programs to level up performance quickly - Build a culture of high standards, high accountability, and high energy - Develop career paths for SDRs into AE roles and future leadership roles - Tech Stack Ownership & Process Design - Own the SDR tech stack strategy in partnership with RevOps and Sales Leadership - Build scalable workflows inside HubSpot - Implement tooling for sequencing, enrichment, call coaching, intent data, and performance reporting - Ensure SDR data hygiene and operational rigor across routing, tagging, and reporting - Cross-Functional GTM Collaboration - Partner with Sales Managers and AEs to ensure tight alignment on qualification and meeting quality - Work with Marketing on campaign alignment, lead scoring, and messaging consistency - Provide real-time market feedback to Product and Leadership based on outbound learnings - Collaborate with RevOps to ensure clean attribution, dashboarding, and performance analytics What Success Looks Like Within the first 90 days, you will: - Hire and ramp a high-performing SDR team - Launch repeatable outbound plays with consistent meeting volume - Improve inbound conversion and response times - Establish a scalable SDR operating cadence and performance culture - Build predictable pipeline contribution to the sales org - Create clear reporting and performance visibility (conversion rates, pipeline per rep, meeting quality) Strong Preference For Candidates Who Are AI-Forward We’re specifically looking for someone who is excited about AI-native sales development and modern GTM engineering. You should be comfortable experimenting with tools and workflows such as: - AI-driven personalization at scale - Automated account research + persona targeting - Intent-based outbound triggers - Multi-touch sequence testing and optimization - Sales engagement platforms and enrichment workflows - Call recording + AI coaching tools - Bonus if you’ve built workflows using tools like Clay, Zapier, Make, enrichment APIs, or data automation platforms