Sales Development Representative

Sales Development Representative Compensation: $70K base + variable ($100 per SQO at quota; accelerators above quota) + equity Location: El Segundo, CA (5 days/week in office) Work Policy: On-site Stage: Late-stage startup | Profitable, scaling with AI expansion

Who Are We? We’re building AI-powered software that helps CFOs, tax teams, and advisors discover, manage, and maximize tax credits and incentives across their full lifecycle. Instead of manual research and spreadsheets, our platform delivers structured insights, mapping, and real-time legislative updates to enterprise clients.

Trusted by Fortune 500 companies, we provide visibility and control across complex, multi-location operations. We’re scaling quickly and expanding our outbound motion with a high-performance SDR team.

What’s in It for You? You’ll join a fast-growing, metrics-driven sales team with strong leadership and direct exposure to revenue strategy.

You’ll receive a competitive base salary with performance-based bonuses tied directly to sales qualified opportunities.

You’ll participate in the company’s equity plan.

You’ll have clear quota targets (6–8 SQOs/month expected), with commission accelerators for overperformance.

You’ll receive a robust benefits package including health, dental, vision, 401K, unlimited vacation, and equity participation.

You’ll operate in a high-accountability environment where initiative, energy, and consistency are rewarded.

What Will You Do?

Prospecting & Outreach Maintain consistent outbound activity via cold calls, email, and LinkedIn. Identify and research companies that align with our Ideal Customer Profile (ICP). Generate 6–8 sales qualified opportunities per month. Set “sales-ready” meetings with high-fit targets.

Lead Qualification Engage prospects using BANT and MEDDIC frameworks. Identify decision-makers and influencers within accounting, finance, and advisory firms. Ensure clean handoff to the Sales team for pipeline progression.

CRM & Execution Track all outreach, follow-ups, and opportunity data in HubSpot. Maintain clean records and accurate forecasting data. Action payment aging and lead follow-ups consistently.

Collaboration Work closely with Sales and Marketing to improve messaging and targeting. Share insights from customer conversations to refine ICP and positioning.

What Will You Need? 1–3 years of outbound sales experience (SaaS preferred). Strong cold-calling skills and phone presence. Experience managing outreach cadence within HubSpot CRM. Strong organizational habits and structured daily prospecting routines. Resilience and comfort handling rejection. High-energy, self-motivated, entrepreneurial mindset. Ability to thrive in a fast-paced, metrics-driven environment.

We are especially interested in candidates who: • Structure their day intentionally to maintain consistent outreach. • Balance quality and quantity in prospecting. • Conduct thoughtful research before outreach. • Demonstrate resilience after rejection and maintain follow-up discipline. • Show proactive initiative (e.g., suggesting role-play during interviews).