Sales Development Representative

Our client is a founder-led B2B software company building data modernization and AI tooling for the companies that actually make things — machine shops, fabricators, contract manufacturers, and industrial service businesses running on ERP systems older than most of their prospects' phones.
These operators are not looking to rip and replace. They have twenty years of institutional knowledge locked in spreadsheets, whiteboards, and one person who knows how the quoting really works. Our client meets them where they are: non-disruptive modernization that connects the systems already in place — operational visibility, quoting automation, and a connected CRM layer — delivered on a fixed-timeline engagement that produces results before a capital budget cycle ever comes up.

They operate as a partner, not a vendor. Conversations start with a diagnosis, not a demo. The team is small and senior, and the person in this seat will be speaking with real decision-makers from week one.

The Role
You own the top of the funnel. The team needs to book roughly 25 qualified meetings a month to hit its close targets, and this role is the engine behind that number.
This is not a spray-and-pray dialing seat. The company runs signal-based outbound: internal systems surface manufacturers showing real buying triggers — ERP and systems changes, capital events, hiring patterns that reveal operational strain — and score them before you ever pick up the phone. Your job is to turn those signals into conversations by knowing enough about how a shop actually runs to earn a plant manager's attention in the first fifteen seconds.
You will be calling people who are skeptical of software companies and have been burned before. The ones who do this well are curious about manufacturing itself, not just about sales technique.

What You'll Do
Work the signal queue — pick up scored accounts from the detection engine, research them properly, and build a point of view before outreach. You'll be given a call-prep workflow that pulls company type, recent news, trade and tariff exposure, and job postings into a one-page sheet.
Run multi-channel outbound — cold calls, email sequences, and LinkedIn, in that order of importance. Phone is where this market still lives.
Qualify against a real bar — twelve meetings that turn into pipeline beat thirty that waste a founder's afternoon. You'll be measured on qualified meetings held, not dials logged.
Hand off cleanly — a written brief for every meeting you book: what the operator said, what's broken, who else is involved, and why now.
Keep the CRM honest — accurate statuses, logged activity, and follow-up tasks that actually fire. Reporting is only as good as your data hygiene.
Feed the machine — report back on which signals convert, which openers die, and which segments waste your time. Targeting changes based on what the person on the phones is hearing.
Nurture the long game — many of these accounts have no budget until next quarter. Staying warm and useful for six months is part of the job, not a consolation prize.

Your First 90 Days
Days 1–30 — learn the market. Shadow discovery calls, study the product set, and get fluent in how a small manufacturer quotes, schedules, and bills. Start dialing in week two against a ramped target.
Days 31–60 — own your own territory of scored accounts. Consistent daily call blocks, first meetings booked and held, first written handoff briefs.
Days 61–90 — hit full quota cadence and bring the team a recommendation on one thing to change about targeting or messaging based on what you've heard.

What We're Looking For
3-5 years in an outbound sales role, or a track record somewhere else that proves you can handle rejection at volume and keep dialing.
Genuine comfort on the phone with people twice your age who run businesses. This market does not respond to scripts read at them.
Curiosity about how physical businesses operate — supply chains, shop floors, lead times, margins.
Strong written English. Your emails and handoff briefs are read by founders and by prospects.
Discipline without supervision. This is a small team; nobody will be standing behind you counting dials.
Comfort with CRM and sales tooling, and a willingness to learn AI-assisted research workflows — they are used heavily here.

Nice to Have
Experience selling into manufacturing, industrial, construction, or field services.
Familiarity with ERP or MRP systems (Sage, Epicor, JobBOSS, Global Shop, or similar).
Experience with a calling-first CRM.
Any hands-on background in a trade, plant, or shop environment — it's an unfair advantage here.

Compensation & Benefits

• Base salary: 70,000 - 90,000
• Flexible hybrid arrangement out of Calgary, or fully remote for the right candidate in a North American time zone.
• Direct access to the founders, a real seat in go-to-market strategy, and a clear path into full-cycle AE or account management as the company grows.