Sales Development Representative (SF) Hybrid (San Francisco, CA)

Dover; San Francisco (CA); Hybrid; USD 95,000 - 110,000; Full time

Benefits offered by this job

Health coverage

Stock options

401(k) with match

Flexible PTO

Paid holidays

Job summary

Fondo is seeking an SDR to drive pipeline for Account Executives by opening new conversations with founders and early finance leaders, and moving quotes through the funnel. 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.

Qualifications

• Outbound experience, 1+ years in SDR/BDR or similar.
• Comfortable with cold outreach by email and phone.
• Strong writing for concise outreach that founders reply to.
• Tech-fluent and self-directed with a discover-and-learn approach.
• CRM fluent, especially HubSpot.

Responsibilities

• Open new conversations via multi-channel outreach (email, phone, LinkedIn, text) and test new angles.
• Follow up on quoted deals, re-engage stalled opportunities, push to decision.
• Qualify inbound and book meetings with clean notes for strong AE calls.
• Represent Fondo at events and SF startup gatherings to generate pipeline.
• Keep HubSpot clean and report weekly on activity and messaging performance.
• Build and improve our sales playbook and keep it current.

Skills

Outbound experience

Cold outreach

Strong writing

Tech fluent

CRM fluent

Bay Area based

Tools

HubSpot

OpenPhone

Slack

Notion

Job description

About Us

Fondo is an all-in-one accounting platform built for startups, automating bookkeeping, taxes, and tax credits for 2,000+ high-growth companies. We combine powerful automation with expert, CPA-led accounting teams who know startups inside and out, helping founders stay compliant, maximize runway, and focus on growth. Our customers receive an average of $21K cash back from the IRS each year, with some receiving up to $500K.

We’re a remote-first team headquartered in San Francisco, with our GTM team based in SF. Backed by Y Combinator, Money Forward, Liquid 2 Ventures, and Motley Fool Ventures, we’re building the financial infrastructure that helps startups scale.

About the Role

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.

What You’ll Do

• 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.

Who You Are

Required

• Outbound experience, 1+ years: as an SDR, BDR, or in a comparable role carrying an activity or meeting target.

• Comfortable going cold: you start conversations by email and phone, and keep going after a quiet week.

• Strong writer: concise, specific outreach founders actually reply to.

• Tech fluent and self-directed: given a playbook and a deal list, you go. You figure out a new tool before asking for a tutorial.

• CRM fluent: HubSpot or a comparable CRM.

• Bay Area-based: able to be in SF regularly for office days, meetings, and events, including evenings.

Strongly Preferred

• 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 services.

• Domain knowledge: working familiarity with bookkeeping, tax, or R&D tax credits.

• Network: familiarity with YC, Speedrun, and the Bay Area startup ecosystem, and relationships in it.

• Education: a degree in Accounting, Finance, Business, or a related field.

• Ambition: you want a closing seat, and your track record suggests you'll get there.

How We Work

• Hybrid: about 2 days a week at our downtown SF HQ once ramped; 3–4 days a week for your first few months.

• 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.

Compensation & Benefits

• Competitive Compensation: $95K-$110K OTE with a 75/25 base salary and uncapped commission, paid monthly. Final offer depends on experience.

• Equity: stock options in Fondo.

• Health Coverage: medical, dental, and vision for you and your dependents.

• 401(k): traditional and Roth, with a company match of up to 4%.

• Time Off: flexible PTO plus 16 paid company holidays.

We Are an Equal Opportunity Employer

Fondo is an equal opportunity employer. We make employment decisions based on qualifications, merit, and business needs, and do not discriminate on the basis of any characteristic protected by applicable federal, state, or local law.