Enterprise Sales Development Representative

Job description

ABOUT KOJO It's time to build. Whether it's creating more housing, upgrading our infrastructure, or adapting to climate change, one thing is clear: the construction industry is at the center of solving our biggest problems. We’re making buildings cheaper and easier to build by transforming the way commercial construction companies buy their materials. Join us. Founded in 2018, Kojo is now one of the fastest-growing construction technology companies in the world. Construction accounts for $10 trillion in global spend annually and we can’t live without its output - our roads, schools, hospitals, and offices. Despite this, there’s been very little innovation over the past 70 years in how materials - which constitute up to 40% of project costs - are bought and sold. This is our opportunity. We're looking for an Enterprise SDR who will own outbound pipeline generation into the commercial construction market. You'll be the first voice most prospects hear from Kojo, and in a market this underserved, those conversations aren't hard sells. They're unrealized value introductions to something most contractors didn't know existed. The quality of your outreach, your discovery, and your judgment about who's ready will directly shape how we grow and what we learn about our market. ABOUT THE ROLE This role will include: - Own outbound prospecting [average is ~100 cold calls/day] into enterprise commercial construction contractors (>$75M in annual construction volume) — identifying the right accounts, mapping the right contacts, and engaging them with a point of view, not a script - Build qualified pipeline for Account Executives by booking high-conviction discovery meetings with buyers who have a real, specific problem Kojo can solve - Use the full modern GTM stack, including AI-powered sequencing, enrichment workflows, and call intelligence tools, to prospect smarter and surface better signal, not just higher volume - Develop, test, and iterate on outbound plays: what messaging lands, what falls flat, and why — then bring those insights back to the sales and marketing teams to sharpen how Kojo goes to market - Hit and exceed monthly targets for meetings held and Sales-accepted opportunities — and treat your pipeline number like a business metric, not a task list - Become a genuine expert in commercial construction: the players, the buying dynamics, the pain points, and the moment a contractor realizes they have a problem worth solving ABOUT YOU You're early in your sales career but already think like an owner. You're curious about the industry you're selling into, meticulous about your craft, and you see AI and automation as ways to work smarter vs. replacements for the human part of the job. You want to learn what enterprise sales looks like from the inside, and you're drawn to a market that's been underserved for decades. Apply if you're ready to build. What you've accomplished: - You've made 50+ cold calls per day in a prior SDR or BDR role, and you have call recordings, connect rates, and meeting conversion numbers to back it up - You've built or meaningfully refined outbound sequences that outperformed the default template, and you can explain exactly why the changes worked - You've developed real discovery instincts: you know the difference between a question that surfaces pain and one that just checks a box - You've received sharp feedback, implemented it within days (not weeks), and watched your numbers reflect it - You've gotten up to speed on a complex product or unfamiliar industry faster than people expected — and become a credible, knowledgeable voice in it - Preference for candidates with prior experience in the construction or speciality trades industry What you care about: - Customer Obsession: The contractors you're prospecting have real operational problems — you're not just booking meetings, you're figuring out whether Kojo can actually help them before an AE ever gets on a call - Growth: You treat every "no," every failed sequence, and every piece of feedback as useful data — and you use it to get sharper - Accountability: You own your pipeline number the way a founder owns their business — with urgency, full context, and a bias toward action over explanation WORKING AT KOJO Salary: Your salary will be dependent upon many factors, including your experience level, skillset, market dynamics and balancing internal equity relative to other Kojo employees. The compensation and benefits information that we provide is based on Kojo’s good-faith estimate as of the date of the job posting and may be modified in the future. Benefits: This position is also eligible for a new hire equity grant and all US-based full time employees are eligible for our full suite of perks and benefits. For more information about our perks and benefits, check out https://www.usekojo.com/careers https://usekojo.com/careers. Location: Kojo’s team members work from home 100% of the time across North and South America. If applicable, we’ll identify the travel and/or location-specific requirements of a position in the text above. Otherwise, team members can expect to work business hours congruent with their local time zone and remotely. Inclusive Workplace: Kojo values diverse perspectives and is committed to building an inclusive workplace. We are proud to be an equal opportunity workplace and do not discriminate on the basis of sex, race, color, age, sexual orientation, gender identity, religion, national origin, citizenship, marital status, veteran status, or disability status. Pursuant to the San Francisco Fair Chance Ordinance, we consider for employment qualified applicants with arrest and conviction records. We strongly encourage people from underrepresented groups to apply. Scam Notice: Please be aware that there are individuals and organizations that may attempt to scam job seekers by offering fraudulent employment opportunities in the name of Kojo. These scams may involve fake job postings, unsolicited emails, or messages claiming to be from our recruiters or hiring managers. Kojo will never ask for any personal account information, such credit card details or bank account numbers, during the recruitment process.