Sales Development Representative

Job description

ABOUT THE ROLE We are hiring a Sales Development Representative (SDR) to be one of the first dedicated outbound sellers on our Mid-Market team. You will own the top of the funnel for engineering organizations of roughly 0-1,500 employees, researching accounts, opening conversations with VPs of Engineering, CTOs, and Platform leaders, and qualifying opportunities for our Account Executives. This is a high-impact role for someone who wants to learn modern enterprise software sales from the ground up, work directly with a world-class GTM team, and play a foundational role in shaping our Mid-Market motion. WHAT YOU WILL DO AND ACHIEVE - Own outbound prospecting into a defined territory of Mid-Market accounts globally. - Build target account lists in partnership with your Account Executives, leveraging sales tools to identify the right buyers and timing signals. - Run multi-channel outbound sequences (email, phone, LinkedIn, and creative direct outreach) that earn responses from technical leaders. - Qualify inbound and outbound opportunities against our ICP, uncover pain, and book qualified discovery meetings for Account Executives. - Become a credible voice on Factory's product, the agentic coding category, and the technical workflows of modern engineering teams. - Partner closely with Sales Leadership, Marketing, and Operations to feed back what's working in market and continuously refine messaging, segmentation, and playbooks. - Maintain disciplined CRM hygiene in Salesforce and contribute to forecasting and pipeline reviews. - Hit and exceed monthly quotas for qualified meetings and opportunities generated. QUALIFICATIONS - 1-3 years of full-time professional experience, ideally including 6+ months in an SDR/BDR/ADR role at a B2B SaaS company (developer tools, infrastructure, or AI is a strong plus). - A track record of consistently hitting or exceeding outbound quota. - Excellent written and verbal communication, able to write a cold email a busy CTO will actually open and reply to. - High intellectual curiosity: you can hold your own in a conversation about CI/CD, code review, agents, or platform engineering after a few weeks of ramp. - Self-starter mindset; you thrive in ambiguity and don't wait for a playbook to be handed to you. - Strong organization and a bias toward measurement, you instrument your own funnel and iterate weekly. - Comfortable working with a modern sales stack: Salesforce, MixMax, LinkedIn Sales Navigator, Gong, Apollo, Clay (or similar). Nice to Have - Experience selling into engineering, DevOps, or platform buyers. - Background as a technical founder, computer science student, or hands-on developer. - Exposure to Mid-Market or Enterprise sales cycles (multi-stakeholder, technical evaluation). - Familiarity with AI-native tooling and the developer productivity landscape. Why Factory - Be one of the first SDRs on our Mid-Market team with a clear path to Account Executive. - Work side-by-side with experienced GTM leaders and a product team shipping at a generational pace. - Sell a product that engineers genuinely love and that delivers measurable, defensible ROI. - Competitive base plus uncapped variable, meaningful early-stage equity, and full health, dental, and vision benefits. - Premium hardware, generous learning budget, and team offsites. This is an in-office position (5 days/week) in San Francisco (walking distance to Caltrain)