sitetracker - Sales Development Representative
Requirements
• Outbound Prospecting Excellence • Complex SaaS Experience: Proven track record generating high-quality outbound pipeline for complex SaaS solutions, ideally in field service management, workforce management, or adjacent operational software markets. • Enterprise Navigation: Demonstrated ability to map enterprise accounts, navigate multi-stakeholder structures, and execute tailored strategies for Tier 1 accounts while scaling outreach for Tier 2/3 accounts. • Operational Discipline: Highly disciplined approach to building and following a consistent daily rhythm, utilizing time-blocking and meticulous CRM (Salesforce) hygiene to drive pipeline. • Framework Familiarity: Familiarity with MEDDPICC (or equivalent frameworks) to ensure the opportunities you surface are anchored in genuine business value and clear pain points. • Consultative and Commercial • Strategic Researcher: Researches effectively to understand how a target company makes money, where Scout's value proposition intersects with their operational challenges, and who the right stakeholders are. • Value-Driven Messaging: Able to position AI-driven automation commercially — partnering with marketing and AEs to articulate what it is worth to a business's operational outcomes, not just what it does. • Entrepreneurial Mindset — Non-Negotiable • Comfortable with Ambiguity: There is no established playbook for this motion. You must be eager to help write it. • Territory Ownership: Runs the prospecting territory like its owner. Takes full accountability for goals, activity metrics, and data-driven adjustments without waiting to be directed. • Pace and Urgency: Moves with pace and urgency. The market window is open now. Speed matters. • Resilient & Collaborative by Instinct • High Stamina: Exceptionally resilient, with the mental stamina to maintain momentum, positivity, and continuous performance through high-rejection outreach environments. • Team Multiplying Effect: Collaborative by instinct, thriving in a small founding team environment (your AE, marketing, and leadership) to make the team more than the sum of its parts. • ## Within 90 Days, You'll: • Certified: Sitetracker and Scout certified — with a working command of how Scout is positioned, where it wins, and how it differs from generic AI tools in an enterprise evaluation. • Strategized: Target account list defined, prioritized, and documented within the agreed ICP for this motion alongside your AE. • Ramped: Initial outbound pipeline established and first discovery conversations underway using a structured, repeatable prospecting rhythm. • Accountable: Demonstrate absolute accountability through clean Salesforce tracking and meticulous activity logging. • ## Within 180 Days, You'll: • Uncapped Pipeline: Active pipeline consistently meeting and exceeding goals through creative outbound strategies and focused execution. • Trusted Partner: Established yourself as a trusted, strategic partner to your AE and the regional Scout sales team. • Playbook Iteration: Feed continuous insights into the feedback loop regarding market barriers, objection handling, and messaging refinement based on real market evidence. • ## Within 365 Days, You'll: • Bar-Raising Performance: Become a bar-raising performer, consistently hitting top-quartile pipeline generation performance for the Scout platform. • Playbook Contribution: Material contribution to the formalized Scout GTM playbook — including ICP refinement, sequence optimization, and prospecting strategy that informs how the motion scales beyond the founding team.
Responsibilities
• In this role, you will collaborate directly with sales leadership and your AE to define and execute the outbound go-to-market and account-based strategy for your territory from scratch. Because this is a founding motion, there is no inherited pipeline, no established playbook, and no blueprint to follow—and that is entirely the point. • Build the Blueprint: Construct the outreach approach from the ground up, test critical messaging hypotheses, and actively shape what the Scout sales development motion looks like as it scales. • Drive High-Value Pipeline: Consistently generate high-quality leads through thoughtful, targeted, and persona-driven outreach across phone, email, and social touchpoints. • Position the Entry Point: Identify and qualify new Scout business in adjacent markets, surfacing opportunities anchored to real business value, and positioning Scout as the strategic entry point into the broader Sitetracker platform. • Throughout this process, you will maintain a direct and collaborative relationship with your AE and sales leadership, proactively feeding back what messaging works, what objections arise, and what needs to pivot within a dynamic, two-way relationship where you are expected to have a view and share it openly.
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