Sales Development Representative

Fondo; San Francisco (CA); On-site; USD 70,000 - 110,000; Full time

Job summary

Fondo, based in the Bay Area, seeks a motivated SDR to drive pipeline by opening conversations with founders and early finance leaders, and by pushing deals forward to a decision. You’ll work with HubSpot, Quo/OpenPhone, Slack, and Notion to keep data clean and playbooks current.

In this role you’ll build target lists, run multi-channel outbound campaigns, re-engage quotes, and qualify inbound leads for a swift handoff to Account Executives.

Qualifications

• Strong outbound sales and prospecting skills.
• Efficient multi-channel outreach (email, phone, LinkedIn, text).
• CRM fluency with HubSpot and clean data practices.
• Excellent written communication tailored to founders.
• Ability to work in a startup GTM environment and learn quickly.

Responsibilities

• Open new conversations with founders and finance leaders across multiple channels.
• Build target lists and run multi-channel outbound campaigns; test new angles with Marketing.
• Follow up on quotes, re-engage stalled prospects, and push for clear yes/no outcomes.
• Qualify inbound opportunities and hand off to AEs with clean notes for a strong first call.
• Attend Fondo events and select SF startup events; convert conversations into pipeline.
• Maintain data fidelity in HubSpot and report weekly on metrics and messaging.

Education

Bachelor's degree in Accounting, Finance, Business, or related field

Tools

HubSpot

OpenPhone

Slack

Notion

Job description

• You’ll drive pipeline for our Account Executives by working both ends of the funnel: opening new conversations with founders and early finance leaders, and pushing quoted deals and cold leads back toward a decision
• Our customers are primarily pre-seed through Series B founders who recently incorporated, just closed a round, or can no longer ignore their books or taxes. Inbound volume is strong; the bottleneck is follow-through. You’ll get playbooks to start from and room to improve them, plus a clear path to a closing role
• Open new conversations: Build target lists and run multi-channel outbound across email, phone, LinkedIn, and text. Test new angles with Marketing instead of running one script
• Work the existing pipeline: Run follow-up on quoted deals that went quiet, re-engage closed-lost contacts where timing was the problem, and push every one to a clear yes or no
• Qualify and hand off: Handle early inbound, qualify fit, and book meetings with clean notes so the AE’s first call starts strong instead of starting over
• Be in the room: Represent Fondo at all Fondo events and select external SF startup events, typically 1–3 times a week, with some weeks more or fewer. turn those conversations into pipeline. Events are a core pipeline source, not an extra
• Run on data: Keep HubSpot clean and report weekly on activity, conversion rates, and what messaging is and isn’t landing
• Build the playbook: Start from our playbooks, improve what isn’t working, and keep the documentation current
• Ramp: month 1, learn the product, shadow AE calls, and send your first sequences with coaching; month 2, own your lists and book meetings consistently; month 3, carry a full meetings quota
• Events: you’ll start attending Fondo-hosted events and select external SF startup events, mostly in the evening, from day one, with event participation as a core part of the role
• Tools: HubSpot for CRM and sequences, Quo (OpenPhone) for calls and texts, Slack for coordination, and Notion for playbooks
• Team: You’ll report directly to our Manager of Startup GTM and work closely with our Account Executives, our Head of GTM & Partnerships, and the accounting teams who deliver the services you sell
• Path to closing: a clear path to an Associate Account Executive role for SDRs who earn it

Bay Area-based: able to be in SF regularly for office days, meetings, and events, including eveningsTech fluent and self-directed: given a playbook and a deal list, you go. You figure out a new tool before asking for a tutorialStrong writer: concise, specific outreach founders actually reply toOutbound experience, 1+ years: as an SDR, BDR, or in a comparable role carrying an activity or meeting targetComfortable going cold: you start conversations by email and phone, and keep going after a quiet weekCRM fluent: HubSpot or a comparable CRMDon’t tick every box? Accounting or finance background, with an interest in sales: you’ve worked in accounting or finance and want to move into sales, or you’ve prospected into startup founders for accounting, tax, fintech, payroll, or banking servicesDomain knowledge: working familiarity with bookkeeping, tax, or R&D tax creditsNetwork: familiarity with YC, Speedrun, and the Bay Area startup ecosystem, and relationships in itEducation: a degree in Accounting, Finance, Business, or a related fieldAmbition: you want a closing seat, and your track record suggests you’ll get there