Sales Development Representative

JOB DESCRIPTION

About this role

The Sales Development Representative (SDR) plays a critical role in executing and optimizing territory-level pipeline strategy for the business. SDRs are responsible for owning all independent veterinary clinics within an assigned geographic territory, analyzing market opportunities, and exercising independent judgment in prioritizing accounts and advancing qualified opportunities.

This full-time role requires strong analytical thinking, sound business judgment, and the ability to independently manage territory strategy in a remote environment. While outbound engagement is a component of the role, the primary focus is on improving territory coverage, pipeline quality, and revenue efficiency through thoughtful account evaluation and strategic execution.

Location & Work Model: This is a full-time, U.S.-based role with hiring limited to specific geographic hubs that align with territory coverage, time-zone support, and operational needs. Approved locations include Raleigh–Durham, NC (hybrid office available in the greater Triangle area), Dallas–Fort Worth or Austin, TX (fully remote); Phoenix/Tempe, AZ (full remote); and Reno or Las Vegas, NV (fully remote). Candidates must reside in one of these locations at the time of hire; relocation or employment outside of these regions is not supported for this role.

Apply if you’re excited to

• Own all independent veterinary clinics within an assigned state or geographic territory and shape how the business pursues opportunities within that region.
• Analyze territory performance to identify underpenetrated regions, clinic segments, and geographic trends, and translate insights into engagement strategies.
• Maintain and update clinic and account data that informs ICP scoring, while exercising judgment to prioritize accounts based on human context and market insight.
• Develop account-level and geographic engagement strategies, determining timing, messaging approach, and escalation paths.
• Decide whether prospective accounts are qualified for sales engagement and exercise authority to advance, defer, or mark opportunities as unqualified.
• Select which qualified opportunities are scheduled for meetings and routed to Account Executives based on readiness, fit, and strategic priority.
• Execute outbound engagement strategies in support of territory-level pipeline objectives, completing approximately 300 cold engagement attempts per week.
• Continuously assess and refine territory focus and engagement approaches to improve pipeline quality, revenue efficiency, and overall territory outcomes.
• Travel approximately 10% for trade shows, sales kickoffs, customer events, and/or industry conferences.

About You:

• Interested in building a long-term career in sales, revenue operations, or go-to-market strategy within a SaaS environment.
• Demonstrated ability to exercise judgment, prioritize effectively, and manage work independently in a remote setting.
• Highly coachable and adaptable in a fast-moving, evolving business.
• Comfortable working with data, systems, and technology; experience with Salesforce or similar CRM tools is a plus.
• Motivated by outperforming outcomes, demonstrating excellence, and high accountability!