• Master enterprise account strategy - Before the first cold call, you'll map buying committees, understand stakeholder priorities, and identify the right path into every account. You'll develop the strategic account-planning skills that form the foundation of every great enterprise seller. • Build pipeline that fuels revenue - Your outbound motion—calls, emails, LinkedIn, webinars, and creative outreach—will generate qualified conversations that move deals forward. You'll be measured on business impact, not just activity, and learn what it takes to consistently create revenue opportunities. • Own a pipeline from day one - You'll create and manage a disciplined outbound motion across a 30–60 day sales cycle, building the resilience, consistency, and commercial judgment needed to succeed in enterprise sales. • Build AI-powered outbound systems - We expect you to experiment with AI, automation, and smarter ways of working. The workflows, playbooks, and systems you build won't just make you more effective—they'll become part of how Sprinto scales outbound, and a portfolio of work you'll carry throughout your career. • Learn one seat away from closing - By partnering closely with experienced AEs, you'll see how enterprise deals are navigated from first conversation to signed customer. For people who aspire to become Account Executives, this role is designed as a launchpad—not a stop.

• Take a hunter mindset to outbound — owning high-volume outreach across calls, email, and LinkedIn • Use your scientific credibility to break into conversations with senior R&D and innovation leaders • Create and qualify pipeline, turning cold prospects into real commercial opportunities • Handle rejection, stay persistent, and consistently hit and exceed activity and pipeline targets • Build the foundations of closing, influencing, and deal progression • Partner with Account Executives to convert pipeline into revenue

• Manage, coach, and develop a team of 5–8 SDRs. • Own day-to-day SDR performance, including activity quality, meeting creation, held meeting rates, opportunity creation, and pipeline contribution. • Help each SDR improve through regular 1:1s, call coaching, email reviews, pipeline inspection, role plays, and tactical feedback. • Build clear development plans that help SDRs progress toward promotion pathways into AE, partnerships, sales leadership, or other commercial roles. • Partner with the existing SDR Manager and Sales leadership to divide coverage, improve team operating rhythm, and scale best practices. • Bring new strategic ideas and tactical outbound strategies that help the team reach underpenetrated segments of our overall TAM. • Help SDRs use sales tools, data, research workflows, sequencing platforms, LinkedIn, HubSpot, Apollo, and other systems more effectively. • Improve account prioritization, persona targeting, messaging relevance, and outbound execution. • Partner with AEs to align on territory strategy, account handoffs, meeting quality, and follow-up discipline. • Partner with Marketing, RevOps, and Product Marketing on campaign follow-up, list building, event plays, competitive positioning, and new product messaging. • Create a culture of accountability, curiosity, preparation, high standards, and continuous improvement. • Identify process gaps, tooling gaps, enablement needs, and coaching opportunities that improve SDR productivity. • Help recruit, interview, onboard, and ramp new SDRs as the team grows.

Role Description As a Founding Sales Development Representative, you will take full ownership of outbound pipeline generation, prospecting enterprise accounts, and booking qualified discovery meetings for account executives. This role sits within the marketing organization and works closely with the GTM and marketing teams on positioning, messaging, ICP definition, and sequencing strategy. - Multi-channel outbound prospecting: email, phone, LinkedIn, video messages, and voicemail drops targeting enterprise accounts. - Following up on GTM campaign-sourced leads within 24 hours, running light discovery, and securing qualified meetings. - Qualifying every booked meeting against fit and intent criteria to protect the AE calendar. - Researching and enriching accounts, logging intent signals, and maintaining CRM accuracy in Salesforce. - Using modern sales tools including Outreach sequences, Apollo, Clay, and AI tools for personalization and research. - A/B testing subject lines, call openers, and channel mix. Documenting wins and contributing to the SDR playbook. - Meeting weekly with sales and GTM teams to close the lead-to-pipeline data gap. Qualifications - C1 English Language proficiency. - 1 to 5 years of outbound SDR or BDR experience in B2B SaaS and targeting North American market. - Demonstrated 100% outbound track record with enterprise or mid-market accounts. - Proficiency with Salesforce as a daily working tool. - Experience with at least one sales engagement platform such as Outreach, Salesloft, or similar. - Familiarity with LinkedIn Sales Navigator and AI tools such as ChatGPT, Claude, or Gemini. - Curious, coachable, and data-disciplined. Comfortable experimenting, measuring, and iterating. Preferred Qualifications - Experience selling into or working in the events industry. - Hands-on experience with Apollo and Clay for prospecting and enrichment. - Active use of AI tools in day-to-day outreach for personalization, research, and sequencing. - Background in a company with similar product-led growth or SaaS deal sizes ($20K to $1M). - Experience building or contributing to an SDR playbook from scratch. Requirements - Location: 100% Remote anywhere in Brazil - Compensation: $40,000 USD/yearly + uncapped commission - PTO: 33 days vacation + Brazilian national holidays