Sales Development Representative - Digital Natives

SHI

Austin (TX)

On-site

USD 40,000 - 100,000

Full time

40 hours ago

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Benefits offered by this job

Diversity commitment

Professional growth

Health benefits

World-class facilities

Job summary

SHI International Corp. in Austin, TX is seeking a results-driven Sales Development Representative to generate net-new pipeline in high-growth accounts.

You will collaborate with Account Executives to execute outbound prospecting and build account-based strategies aimed at startups, unicorns, and enterprise disruptors. The role requires curiosity, persistence, and the ability to break into fast-moving organizations where technology drives growth.

Qualifications

1–3 years of B2B technology or IT sales experience with outbound success.
Ability to penetrate net-new accounts and engage executive stakeholders.
Experience using modern sales tools (CRM, engagement platforms).

Responsibilities

Own outbound pipeline generation across Tier A accounts.
Develop and execute account-based prospecting strategies with multi-threaded outreach.
Identify whitespace opportunities within high-growth companies.
Collaborate with Account Executives on messaging and deal strategy.
Conduct discovery to uncover business challenges and IT priorities.
Engage senior decision-makers with personalized outreach.
Leverage data and market intelligence to improve conversions.
Build pipeline with cold calling, email, social, and events.

Skills

Advanced outbound prospecting

Executive-level communication

Strategic account research

Whitespace identification

Pipeline generation

Business acumen

Multi-channel outreach

Curiosity and resilience

Tools

Salesforce

Outreach

Sales Navigator

Intent data platforms

Job description

Austin, TX USA

Full time

JR3330

#LI-AR115

About Us

Since 1989, SHI International Corp. has helped organizations change the world through technology. We’ve grown every year since, and today we’re proud to be a $16 billion global provider of IT solutions and services.

Over 17,000 organizations worldwide rely on SHI’s concierge approach to help them solve what’s next. But the heartbeat of SHI is our employees – all 7,000 of them. If you join our team, you’ll enjoy:

Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.
Continuous professional growth and leadership opportunities.
Health, wellness, and financial benefits to offer peace of mind to you and your family.
World-class facilities and the technology you need to thrive – in our offices or yours.

Job Summary

The Sales Development Representative is responsible for driving net-new pipeline within high-value, high-growth accounts, including startups, unicorns, and enterprise disruptors. This role partners closely with Account Executives to execute strategic outbound prospecting, develop account-based strategies, and create qualified sales opportunities within whitespace accounts.

This is a proactive, hunter-focused position requiring curiosity, persistence, and the ability to break into competitive, fast-moving organizations where technology is central to growth.

Role Description

Own outbound pipeline generation across a defined set of strategic (Tier A) accounts
Develop and execute account-based prospecting strategies, including multi-threaded outreach, persona mapping, and trigger-based engagement
Identify and prioritize whitespace opportunities within high-growth and VC-backed companies
Partner with Account Executives to align on account plans, messaging, and deal strategy
Conduct high-quality discovery to uncover business challenges, growth initiatives, and IT priorities
Engage senior executives and decision-makers using personalized, insight-driven outreach
Leverage sales tools, data platforms, and market intelligence to improve conversion rates
Build pipeline through a mix of cold calling, email, social engagement, and event-driven outreach
Maintain accurate pipeline tracking and activity metrics within CRM systems
Continuously refine messaging based on industry trends (AI, data, security, cloud, etc.)

Behaviors and Competencies

Communication: Can effectively communicate complex ideas and information to diverse audiences and can facilitate effective communication between others.
Time Management: Can consistently use time effectively, balance multiple tasks, and meet deadlines.
Self-Development: Can actively seek feedback and use it constructively for personal growth.
Strategic Thinking: Can analyze situations and can lead the development and execution of strategic initiatives.
Decision-Making: Can analyze complex information, predict long-term consequences, and make decisions that align with strategic goals.
Professionalism: Can proactively seek out challenges, initiate projects, and contribute to a professional work environment.
Interpersonal Skills: Can communicate effectively, build relationships, resolve conflicts, and influence others in significant situations.
Self-Motivation: Can proactively seek out challenges, initiate self-development projects, and contribute to personal or professional innovative ideas.
Performance Management: Can provide constructive feedback to others, identify performance gaps, and implement improvement plans.
Business Development: Can proactively seek out new markets, initiate strategic partnerships, and contribute to the development of innovative business strategies.

Skill Level Requirements

Advanced outbound prospecting skills (cold calling, sequencing, multi-channel engagement)
Strategic account research and whitespace identification (funding signals, hiring trends, technology stack analysis)
Ability to generate pipeline within startup, unicorn, and high-growth ecosystems
Strong opportunity qualification and handoff to Account Executives
Ability to connect technical solutions to business outcomes (growth, efficiency, security, scale)
Strong business acumen with the ability to quickly understand complex customer environments
Executive-level communication skills with the ability to engage senior stakeholders
High level of curiosity, learning agility, and resilience in a high-activity environment
Competitive drive with a focus on performance metrics and exceeding goals

Other Requirements

1–3 years of experience in B2B technology or IT sales (enterprise or commercial accounts preferred)
Prior experience as a Sales Development Representative or Business Development Representative with a strong outbound prospecting track record
Demonstrated success meeting or exceeding pipeline generation targets in a quota-carrying environment
Proven ability to penetrate net-new accounts and engage stakeholders at the Director level or above
Experience leveraging modern sales tools (Salesforce, Outreach, Sales Navigator, intent data platforms)

Preferred

Experience in startup, VC-backed, or high-growth technology companies (selling into or working within)
Fluency in SHI AX, CRM, Microsoft Office tools

Pay Range

The estimated annual pay range for this position is $40,000 - $100,000 which includes a base salary and bonus. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.

Equal Employment Opportunity – M/F/Disability/Protected Veteran Status

Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.
Continuous professional growth and leadership opportunities.
Health, wellness, and financial benefits to offer peace of mind to you and your family.
World-class facilities and the technology you need to thrive – in our offices or yours.