• Proactively identify, research, and engage prospective K–12 customers through outbound calling, email campaigns, and social selling. • Generate qualified sales opportunities and build pipeline for Account Executives. • Develop creative outreach strategies tailored to various buyer personas, districts, and geographic regions. • Qualify inbound and outbound leads to assess customer needs, fit, and purchasing readiness. • Schedule meetings and effectively transition qualified opportunities to Account Executives. • Maintain a strong understanding of The Princeton Review’s products, services, and value proposition to engage prospects effectively.

• Work in a close-knit team environment to develop and accomplish a lead generation plan that meets or exceeds pipeline quota targets. • Conduct strategic outbound campaigns to generate pipeline opportunities and cultivate pipeline by qualifying top of funnel marketing leads. • Cultivate pipeline by qualifying top of funnel marketing leads to generate pipeline opportunities and conduct strategic outbound campaigns. • Act as first point of contact responsible for following up on inbound leads generated through the website or other inbound digital marketing efforts. • Daily integration with CRM to update accounts, leads, contracts, and opportunities according to sales department best practices, policies, and procedures. • Keeps management informed of all activities, including timely preparation of reports. • Actively engage with account executives to plan territory and account level activities. • Other duties as assigned.

Role Description We’re looking for a motivated Sales Development Representative (SDR) with 12+ months of outbound B2B SaaS experience, ideally targeting finance, operations, or revenue leaders. You are energized by conversations, skilled at crafting tight messaging, and eager to help build a world-class outbound machine from the ground up. You’ll partner closely with our Account Executive team to generate pipeline, experiment with new outreach strategies, and introduce prospects to Kintsugi’s mission of modernizing tax automation for high-growth companies. What You’ll Do - Outbound Prospecting & Pipeline Generation - Own outbound pipeline generation for your territory and AE partners. - Conduct thoughtful account research to craft relevant, high-converting messaging. - Build and test multi-channel prospecting motions across phone, email, LinkedIn, and short-form video. - Develop and iterate messaging templates and sequences for yourself and the broader SDR team. - Activate on Free and PLG leads to ensure optimal conversion. - Run campaigns around events, content, and product releases. - Consistently hit or exceed monthly KPI's related to outbound activity. - Collaboration & Cross-Functional Impact - Partner with AEs to identify target accounts, refine ICPs, and improve conversion rates. - Work closely with Marketing to share insights on messaging, personas, and campaign performance. - Collaborate with Product and Marketing by funneling prospect feedback that helps shape product direction. - Execution Excellence - Consistently schedule high-quality meetings that convert to revenue. - Maintain clean activity logs and pipeline data in Salesforce (or equivalent CRM). - Navigate objections gracefully and handle technical or financial conversations with clarity and confidence. - Contribute to the development of outbound processes, playbooks, and tooling as we scale. Qualifications - 12+ months in an outbound SDR role at a B2B SaaS company (finance-tech or ops-tech is a plus). - Experience prospecting into C-suite and Leadership roles for B2B eCommerce and SaaS companies, particularly in the fintech space. - Comfortable leading with the phone as much as email and LinkedIn. - Strong written communication, research instincts, and personalization skills. - A self-starter who thrives in a fast-paced environment and is excited to build new processes, not just follow them. - Excellent problem solving, organizational skills, and attention to detail. - High EQ — you represent the Kintsugi brand with empathy, curiosity, and credibility. Requirements - Demonstrated proficiency in cold calling with the ability to engage prospects, handle objections, and book meetings. - Familiarity with BANT (Budget, Authority, Need, Timeline) and MEDDIC qualification methodologies. - Exposure to Challenger Sale principles — ability to teach, tailor, and take control of sales conversations. - Strong coachability: receptive to feedback, applies coaching quickly, and has a growth mindset. - Clear understanding of the SDR function: pipeline generation, lead qualification, handoff to AE, and quota attainment. - Excellent verbal and written communication skills with a professional and persuasive tone. - High energy, resilient, and self-motivated — comfortable working in a fast-paced, metrics-driven environment. Mindset - You’ve got a strong entrepreneurial mindset: a self-starter with urgency and the ability to work within undefined processes. - You’re hungry, coachable, and love getting better every day. - You’re energized by experimentation and measurable outcomes. - You enjoy collaborating on a small, high-ownership team where your work has visible impact. - You’re excited by fintech, operations tooling, or compliance automation — and want to help modern businesses stay compliant without friction. Benefits - Competitive compensation, meaningful equity, and the rare chance to help define the future of tax automation. - Potential to quickly grow into an account executive role. - Flexibility to work remote or in our SF HQ - We are a global company with the freedom to work where and how you work most efficiently. - Salary: $90-95k OTE per year, depending on experience. - Top tier health, dental, and vision insurance. - 401k plus matching. - Remote-friendly within the US.

• Learn about Roofr, our industry and competitors, and our value proposition • Execute on a high number of daily activities (Calls, emails, social selling, etc.) • Connect with and qualify inbound leads • Build and establish rapport with multiple levels of buyers • Understand the prospects needs and effectively communicate how Roofr will help • Partner with Account Executives and collaborate on how to hand off qualified sales opportunities • Document various details including use cases, purchase timeframes, and next steps • Meet monthly, quarterly and annual quotas • Manage customer expectations and contribute to a high level of customer satisfaction • Provide detailed and accurate pipeline forecasting and maintain data hygiene • As part of a startup team, help define and improve sales processes, strategies, tactics, and help our customers navigate our tools with ease