Sr. Sales Development Representative

Dakota Software is hiring a Senior Sales Development Representative to generate outbound pipeline and book qualified discovery meetings while operating and improving its AI-driven prospecting system. The role also maintains CRM data, monitors automation performance, and contributes to GTM tooling and engineering projects.

Responsibilities:

• 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
• 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
• 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

Requirements:

• Entry-level applicants welcome to apply
• Experience working independently, setting goals, and executing against them
• Experience with Microsoft Office and Google Suite applications
• 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
• 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
• 1-2 years of professional sales lead generation experience
• Experience with CRM software management and documentation
• Understanding of enterprise software solutions
• Interest in pursuing a professional career in Sales
• Bachelor's Degree in Business, Sales, Marketing, or related fields
• Sales Certificate and similar education
• 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)
• Prior experience in EHS, environmental compliance, or occupational safety
• Formal engineering or CS background