Sales Development Representative

Dovetail is the Customer Intelligence Platform for the entire organization, unifying fragmented customer feedback into an AI-powered intelligence layer. The Sales Development Representative will generate top-of-funnel pipeline, identify and qualify prospects, build scalable outbound processes, and partner with Marketing, RevOps, and Account Executives to drive enterprise growth.

Responsibilities:

• Be a founding member of the SDR team. Support the design, tooling, and playbook development for our new sales development motion—helping establish the gold standard for outreach, messaging, and lead qualification at Dovetail
• Own top-of-funnel pipeline generation. Proactively identify, research, and engage prospects across our total addressable market—from inbound interest to outbound targeting—using multi-channel outreach (email, phone, social, video)
• Partner cross-functionally with Marketing and Sales. Collaborate closely with Demand Generation, RevOps, and Account Executives to develop effective messaging, lead scoring, and ABM-style campaigns for enterprise prospects
• Consult and educate. Approach conversations with prospects through a consultative lens. Ask thoughtful questions, uncover pain points, and articulate the impact of adopting an AI-first insights platform
• Leverage AI and data tools. Use tools like HubSpot, Clay, Mixmax, and Sales Navigator alongside Dovetail’s own platform to personalize outreach and optimize conversions
• Develop the blueprint for scale. Document repeatable outreach processes, A/B test messaging, and share learnings that improve response rates, conversion, and productivity across the team
• Qualify and hand off leads. Drive high-quality meetings for Account Executives, ensuring contextual insight is shared for a seamless transition through the pipeline
• Represent our brand with empathy and curiosity. Every interaction is a first impression of Dovetail—model the tone, professionalism, and curiosity that reflect our customer-obsessed culture

Requirements:

• Please note that we're only able to accept applicants who are based in the following states for this role: California, Texas, Massachusetts, Michigan, New Jersey, Arizona, New York, and Florida
• • Experience in outbound prospecting. 1–3 years of SDR or BDR experience in B2B SaaS, in early-stage/scale-up companies, or targeting product, design, or research personas (experience at high-growth firms like Notion, Figma, or Atlassian is a plus)
• • Enterprise-awareness. Understanding of how mid-market and enterprise organizations make purchase decisions—and how to navigate complex account maps with multiple stakeholders
• • Multi-threaded outreach execution. Proven use of personalized, high-quality outreach across email, phone, social, and video, leveraging trigger-based campaigns and creative touchpoints
• • Tech stack fluency. Familiarity with CRMs (HubSpot or Salesforce), prospecting tools (Sales Navigator, Clay, Apollo), and sequence builders (Mixmax, Outreach)
• • Analytical and operational mindset. You use data to guide decisions, track performance against KPIs (meetings set, pipeline influence, conversion rate), and optimize your workflow
• • Clear communication. You write and speak with clarity, empathy, and precision—positioning Dovetail's value around the customer's context, not just its features
• • High agency and growth mindset. Comfortable in ambiguity; proactive in problem-solving; sees opportunity in constraints. You thrive on experimentation and feedback loops
• • Passion for product and customers. Curiosity about the research, product development, and design landscape—and interest in helping teams make smarter, customer-centric decisions
• On AI: We expect candidates to already be embedding AI into their day-to-day work. We look for people who are thoughtful and pragmatic in how they use AI—knowing when to leverage it, how to direct it effectively, and how to apply it to improve the quality, speed, and impact of their work