Sales Development Representative – SDR

Totango

Sales Development Representative driving top-of-funnel growth at Totango by managing outbound prospecting and inbound lead handling across various channels.

Posted 5/1/2026full-timeRemote • California • 🇺🇸 United StatesMid-LevelSenior💰 $60,000 - $75,000 per yearWebsite

Tech Stack

Tools & technologies

Apollo

About the role

Key responsibilities & impact

Outbound prospecting across phone, email, LinkedIn, and other channels to find and engage the right people at the right accounts
Inbound lead handling. Quickly qualifying demo requests and marketing-sourced opportunities, routing them to the right AE with full context
Identifying champions and key stakeholders within target accounts through research and social monitoring
Generating qualified pipeline for the Account Executive team; quality over quantity, always
Contributing to marketing campaigns and helping amplify top-of-funnel efforts
Maintaining clean, accurate records in Salesforce so nothing falls through the cracks
Bringing creative approaches to account penetration when the standard plays aren’t working

Requirements

What you’ll need

Comfort with cold calling. Not a just tolerance for it, but genuine confidence in it
Strong written communication skills. You know how to write outreach that doesn’t get ignored
Experience with Salesforce or a comparable CRM
The ability to think on your feet and adapt your approach for different personalities, accounts, and AEs
A fast-learner mindset. You absorb feedback and apply it quickly
A big, positive, enthusiastic presence; someone people genuinely love being on calls with!
You have prior sales development experience, ideally in B2B SaaS, a startup, or an SMB environment
You’ve sold into or prospected Customer Success, RevOps, or post-sales teams
You have experience with multi-channel sequencing tools (Outreach, Salesloft, Apollo, etc.)
You’ve worked in a startup or high-growth environment where the playbook was still being written
You’re active on LinkedIn and already know how to use it as a prospecting tool, not just a resume.

Benefits

Comp & perks

We believe in paying people fairly for the impact they create.

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

cold callingwritten communicationsales developmentmulti-channel sequencingprospectinglead qualificationaccount penetrationpipeline generationmarketing campaign contributionCRM experience

Soft Skills

adaptabilityfast learnerenthusiasmpositive presenceinterpersonal skillsconfidencecreativityresearch skillssocial monitoringcontextual understanding