Sales Development Representative

Arbor; United States; Remote; USD 60,000 - 90,000; Full time

Benefits offered by this job

Meaningful equity

Remote work with occasional in-person

Benefits

Job summary

Arbor, a U.S.-based energy tech startup, is seeking a Sales Development Representative to build and scale Arbor's commercial sales engine. You’ll lead outbound prospecting into small-to-medium energy accounts, shaping playbooks, scripts, and processes to drive scalable growth.

Ideal candidates have 1–3+ years in outbound B2B sales, proven cadence discipline, CRM and Zendesk experience, and the ability to move fast in ambiguous environments.

Qualifications

• 1–3+ years in outbound B2B sales development or inside sales (energy, utilities, SaaS preferred).
• Proven track record of meeting or exceeding call volume and pipeline targets.
• Experience with CRM platforms and telephony tools.

Responsibilities

• Execute structured multi-touch outbound sequences targeting commercial prospects.
• Prospect into target accounts using enriched lead lists (Clay.com, ZoomInfo).
• Qualify interest, confirm decision-makers, and book close calls.
• Manage and develop existing commercial accounts, upsell and renew.
• Handle inbound calls from marketing via Zendesk with a consultative pitch.
• Maintain SLA: calls answered within queue time; missed calls returned within 2 hours.
• Run winback campaigns for high-value churned accounts; renewals near-term.
• Contribute to A/B testing of scripts and offer structures during ramp.
• Benchmark performance against partners to inform scaling.

Skills

Outbound B2B experience

Pipeline generation

High-volume calling

CRM experience

Communication skills

Self-starter

Ownership

Tools

HubSpot CRM

Zendesk

Clay.com

ZoomInfo

Job description

About Arbor

Arbor helps renters, homeowners, and small businesses pay less for electricity. Behind the scenes, Arbor is building an intelligent electricity platform to power an abundant electric future. As AI data centers drive a surge in electricity demand, millions of homes and businesses remain trapped with 20th century monopoly models, overpaying by billions. Our AI-powered platform aggregates users to unlock better pricing, automatically switches between the best rates, and optimizes usage to align with prices in real-time - delivering the same advantages that were previously exclusive to Fortune 500 companies. We’ve raised over $20 million from leading investors and have saved millions for our users.

The Opportunity

We're looking for a Sales Development Representative to help build and scale Arbor's commercial sales engine. This isn't a typical SDR seat—you'll be the tip of the spear for a go-to-market strategy targeting small-to-medium commercial energy accounts, helping shape the playbooks, scripts, and processes that will define how the company scales.

Commercial energy is a trust-driven sale. The best SDRs don't just dial—they build credibility quickly, understand the prospect's business, and make switching feel simple. In this role, you'll run cold outbound into top-tier small to mid-size commercial targets, manage and develop existing accounts, handle inbound calls from marketing campaigns, and execute churn recovery motions. Your performance data will directly inform whether Arbor scales internally, through outsourced partners, or a hybrid model.

What you'll do

• Execute structured multi-touch outbound sequences (email, phone, LinkedIn, direct mail) targeting commercial prospects in verticals like franchises, property management, small industrial, retail, biotech, and tech offices
• Prospect into target accounts using enriched lead lists from Clay.com, ZoomInfo, and supplemental data sources
• Qualify interest, confirm decision-makers, and book close calls with the appropriate Arbor team member
• Manage and develop existing commercial accounts - resolving revenue blockers, upselling into longer-term plans, and running proactive renewal outreach
• Handle all inbound commercial calls generated by direct mail, paid, and affiliate campaigns via Zendesk with a scripted, consultative pitch
• Maintain inbound SLA: all calls answered within defined queue time; missed calls returned within 2 business hours
• Run targeted winback campaigns to high-value churned accounts and proactive outreach to accounts within 60-90 days of renewal
• Contribute to A/B testing of scripts, subject lines, and offer structures during the ramp phase
• Benchmark internal SDR performance against outsourced partner metrics to inform scale decisions

What you bring

• 1-3+ years of experience in outbound B2B sales development, telesales, or inside sales (energy, utilities, or SaaS preferred)
• Proven track record of meeting or exceeding call volume and pipeline generation targets
• Experience with CRM platforms (HubSpot preferred) and telephony tools (Zendesk or similar)
• Comfort with high-volume outbound calling (100-150 dials/day) and multi-touch prospecting sequences
• Strong verbal communication skills with the ability to pitch consultatively to commercial decision-makers
• Self-starter mentality—you thrive in ambiguity and enjoy building processes from scratch
• High ownership and bias to ship: you define problems and create structure in fast-moving environments

Great to have

• Experience in deregulated energy markets, retail energy, insurance, or utility sales
• Familiarity with AI-powered sales tools (Clay.com, ZoomInfo, or similar enrichment and sequencing platforms)
• Background in both hunter (new business) and farmer (account management) sales motions
• Experience with direct mail follow-up, appointment setting, and field sales coordination
• Understanding of commercial rate structures, energy procurement, and SMB buying cycles

Compensation & work setup

• Competitive salary + meaningful equity + benefits
• Remote with occasional in-person collaboration as needed

Arbor is an equal opportunity employer. We value diverse perspectives and are committed to building an inclusive team. If you need accommodations during the hiring process, let us know.