Sr. Sales Development Representative

Dakota Software; Kansas; Remote; USD 60,000 - 90,000; Full time

Job summary

Dakota Software is seeking an SDR to own the outbound pipeline in a fully remote role across listed US states. You will operate an AI-driven outreach system, craft and refine emails, and book discovery meetings for Account Executives.

You will monitor system performance, ensure data quality in the CRM, and collaborate with GTM leadership to improve results. Prior experience in B2B SaaS sales is preferred.

Qualifications

• Bachelor’s degree in business, sales, marketing, or related fields; Sales Certificate preferred.
• 1-2+ years in a B2B SDR/BDR or outbound sales role with demonstrated ability to cold call and book meetings.
• Comfort working with automation and AI tools daily, not just a CRM.

Responsibilities

• Generate outbound pipeline and book discovery meetings for Account Executives, targeting 8+ qualified meetings per month.
• Manage Apollo sequences; adjust targeting, messaging, and timing based on engagement data.
• Triage inbound intent signals; identify prospects warranting outreach.
• Operate and improve the SDR Autopilot system and monitor performance for improvements.

Skills

Active listening

Written communication

Time management

Self-direction

Desire to grow

Education

Bachelor’s Degree in Business, Sales, Marketing, or related fields

Sales Certificate

Tools

CRM software

Microsoft Office

Google Suite

Zapier

Job description

Sales Development Representative (SDR)

This is a FULLY REMOTE and open to candidates residing in the following states: NY, CT, FL, IL, KS, MI, NC, NJ, OH, PA, TN, TX, OR, CA, LA, WA, WY

Position Description

This is not a traditional SDR seat. You will own the outbound pipeline at a B2B SaaS company where the prospecting infrastructure is already built. Your job is to operate, improve, and extend an AI-driven outbound system that handles research, message drafting, lead scoring, and CRM updates. You bring the judgment, the phone skills, and the technical curiosity. The AI handles the repetitive work. Your trajectory here is toward GTM engineering, not account management.

Key Responsibilities

Pipeline Generation (Day-to-Day)

• Review AI-generated email drafts and call talk tracks surfaced in Slack, then approve, edit, or override them based on your judgment of the prospect and context
• Cold call high-priority prospects identified by the system, particularly those flagged for phone outreach based on intent signals, enforcement actions, or demo engagement
• Book discovery meetings for Account Executives, targeting 8+ qualified meetings per month
• Manage and monitor Apollo sequences, adjusting targeting, messaging, and timing based on engagement data
• Triage inbound intent signals from Swan.ai, identifying which visitors and returning companies warrant immediate outreach

System Operation and Improvement

• Operate the SDR Autopilot system; a 3-Zap Zapier workflow that triages new leads, triggers AI research, generates personalized outreach, and posts recommendations to Slack for human approval
• Monitor system performance: track approval rates, edit frequency, disqualification accuracy, and email/call conversion to identify where the AI drafts need tuning
• Maintain data quality in Attio: ensure lead records are properly attributed, statuses are current, and pipeline reporting stays accurate
• Flag automation failures, edge cases, and prompt quality issues to the Head of GTM with specific examples and suggested fixes

GTM Engineering (Growth Path)

• Learn to build and modify Zapier automations, including multi-step workflows with conditional logic, API integrations, and data transformations
• Contribute to prompt engineering: refine the Claude system prompts that drive email drafting, lead scoring, and call talk track generation
• Build reporting dashboards and pipeline analytics that surface conversion data from outbound activity
• Take ownership of new GTM tooling projects as your technical capability grows, with the goal of evolving into a full GTM Engineer role

Qualifications

• Entry-level applicants welcome to apply
• 1-2 years of professional sales lead generation experience preferred
• Experience working independently, setting goals, and executing against them
• Experience with CRM software management and documentation preferred
• Experience with Microsoft Office and Google Suite applications
• Understanding of enterprise software solutions preferred
• Active listening and empathy skills; ex. The ability to understand a prospect’s challenges and communicate how our solutions can address their needs
• Written and oral communication skills
• Time management skills; ex. Understanding how to properly prioritize tasks and resources to maximize the efficiency of daily efforts
• Strong accountability and self-motivation, with a drive to succeed
• Desire to grow, learn, improve, and excel with an energetic and optimistic attitude
• Interest in pursuing a professional career in Sales preferred

Required

• Bachelor’s Degree in Business, Sales, Marketing, or related fields; Or Sales Certificate and similar education preferred
• 1-2+ years in a B2B SDR, BDR, or outbound sales role with demonstrated ability to cold call and book meetings
• Comfort working inside automation and AI tools daily, not just using a CRM but understanding how data flows between systems
• Strong written communication: you can evaluate whether an AI-drafted email sounds right for the prospect and edit it with specificity, not just generic tweaks
• Intellectual curiosity about how GTM systems work and genuine interest in building, not just executing
• Self-direction: this is a one-person SDR function with significant autonomy, reporting directly to the Head of GTM

Strongly Preferred

• Hands-on experience with any of: Zapier, Make, n8n, or similar automation platforms
• Familiarity with CRMs beyond basic usage (understanding objects, fields, automations, and integrations)
• Experience with or strong interest in AI/LLM tools like Claude, ChatGPT, or Copilot in a work context
• Exposure to B2B SaaS sales cycles, especially in regulated industries (EHS, compliance, risk, legal tech, GRC)
• Basic comfort reading and understanding API documentation, JSON, or simple code (you do not need to be a developer, but you should not be intimidated by technical concepts)

Not Required (But Notable)

• Prior experience in EHS, environmental compliance, or occupational safety (you will learn the domain here)
• Formal engineering or CS background (we care about aptitude and curiosity, not credentials)