Sales Development Representative
Posted Updated
Description
- You’ll drive pipeline for our Account Executives by working both ends of the funnel: opening new conversations with founders and early finance leaders, and pushing quoted deals and cold leads back toward a decision
- Our customers are primarily pre-seed through Series B founders who recently incorporated, just closed a round, or can no longer ignore their books or taxes. Inbound volume is strong; the bottleneck is follow-through. You’ll get playbooks to start from and room to improve them, plus a clear path to a closing role
- Open new conversations: Build target lists and run multi-channel outbound across email, phone, LinkedIn, and text. Test new angles with Marketing instead of running one script
- Work the existing pipeline: Run follow-up on quoted deals that went quiet, re-engage closed-lost contacts where timing was the problem, and push every one to a clear yes or no
- Qualify and hand off: Handle early inbound, qualify fit, and book meetings with clean notes so the AE’s first call starts strong instead of starting over
- Be in the room: Represent Fondo at all Fondo events and select external SF startup events, typically 1–3 times a week, with some weeks more or fewer. turn those conversations into pipeline. Events are a core pipeline source, not an extra
- Run on data: Keep HubSpot clean and report weekly on activity, conversion rates, and what messaging is and isn’t landing
- Build the playbook: Start from our playbooks, improve what isn’t working, and keep the documentation current
- Ramp: month 1, learn the product, shadow AE calls, and send your first sequences with coaching; month 2, own your lists and book meetings consistently; month 3, carry a full meetings quota
- Events: you’ll start attending Fondo-hosted events and select external SF startup events, mostly in the evening, from day one, with event participation as a core part of the role
- Tools: HubSpot for CRM and sequences, Quo (OpenPhone) for calls and texts, Slack for coordination, and Notion for playbooks
- Team: You’ll report directly to our Manager of Startup GTM and work closely with our Account Executives, our Head of GTM & Partnerships, and the accounting teams who deliver the services you sell
- Path to closing: a clear path to an Associate Account Executive role for SDRs who earn it
- Bay Area-based: able to be in SF regularly for office days, meetings, and events, including evenings
- Tech fluent and self-directed: given a playbook and a deal list, you go. You figure out a new tool before asking for a tutorial
- Strong writer: concise, specific outreach founders actually reply to
- Outbound experience, 1+ years: as an SDR, BDR, or in a comparable role carrying an activity or meeting target
- Comfortable going cold: you start conversations by email and phone, and keep going after a quiet week
- CRM fluent: HubSpot or a comparable CRM
- Don’t tick every box? Apply anyway and tell us why you’d be good at this
- Accounting or finance background, with an interest in sales: you’ve worked in accounting or finance and want to move into sales, or you’ve prospected into startup founders for accounting, tax, fintech, payroll, or banking services
- Domain knowledge: working familiarity with bookkeeping, tax, or R&D tax credits
- Network: familiarity with YC, Speedrun, and the Bay Area startup ecosystem, and relationships in it
- Education: a degree in Accounting, Finance, Business, or a related field
- Ambition: you want a closing seat, and your track record suggests you’ll get there
- Send your resume with a short note on your sales track record and why this role fits