Sales Development Representative (SDR) at Totango in Remote

Summary: Totango is a leader in the Customer Success space, focused on building an AI-centric future for post-sales. They are seeking a Sales Development Representative who will drive top-of-funnel growth by managing outbound prospecting and inbound lead qualification, while collaborating closely with Account Executives and contributing to marketing campaigns. Responsibilities: - 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 Required Qualifications: - 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! Preferred Qualifications: - 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 Required Skills: Salesforce, comparable CRM, Outbound prospecting, Inbound lead qualification, Multi-channel sequencing tools, B2B SaaS sales development, Customer Success, RevOps domain knowledge, LinkedIn for prospecting, Confidence in cold calling, Fast learning mindset, Positive, enthusiastic presence