Key skills
Sales DevelopmentCustomer-facing experienceData infrastructureAI conceptsMessaging and value articulationDiscovery callsSoftware pitchingApolloLinkedIn Sales NavigatorHubspotCommonroomSumbleData domainAI domainAnalytics domainAIAnalyticsSales
About this role
Collate is the AI for Data platform built on OpenMetadata, the open semantic context layer for AI. The Sales Development Representative (SDR) will play a critical role in driving top-of-funnel engagement, qualifying and nurturing prospects, and setting up Collate for long-term growth.
Responsibilities:
- Own all warm leads within your territory including inbound sales requests, free tier leads, and users in the OpenMetadata community showing intent signals
- Generate outbound leads and build relationships through email, LinkedIn, etc
- Conduct discovery calls, qualify fit, pitch our platform and educate prospects on the value and differences of OpenMetadata and Collate
- Execute personalized account-based and event campaigns in partnership with Marketing
- Partner with Account Executives to penetrate target accounts, re-engage stalled opportunities, and continue personalized nurturing
- Track targeted accounts in open source community in partnership with Developer Relations
- Maintain accurate and up-to-date records of all sales activities, contacts and customer interactions in Hubspot
- Possible event attendance to support pipeline generation and lead follow-up
Requirements:
- A passion for technology and software sales
- Understanding of data infrastructure, analytics, AI, or engineering concepts is a plus
- Strong ability to craft compelling messaging and articulate value to technical and business stakeholders
- Comfortable running full discovery calls and pitching software to a range of buyer personas
- A self-starter who thrives in a fast-moving, startup environment with a test-and-learn mindset
- A strong curiosity for AI and a willingness to experiment with and leverage AI tools to drive efficiency, optimize workflows, and accelerate success
- Works well with cross-functional teams, including sales, marketing, and product
- 1-2 years of customer-facing experience is preferred
- Experience using tools such as Apollo, LI Sales Nav, Hubspot, Commonroom, Sumble
- Experience selling to data teams, engineers, or IT buyers
- Familiarity with open-source technologies or the data, AI, analytics space
- Prior experience in a high-growth startup environment