Sales Development Representative (SDR)

Dovetail is the Customer Intelligence Platform for the entire organization. We unify fragmented feedback from every touchpoint, including sales calls, support tickets, and research, into a single AI-powered intelligence layer that empowers every team to build, sell, and serve with confidence. Founded in 2017, we are a team of 100+ across our offices in Sydney and San Francisco, working with thousands of teams from Fortune 500 companies to the world’s most innovative startups.

The best never guess. We help teams turn the noise of thousands of customer interactions into the signal required to move faster, prioritize better, and drive revenue.

The role

Based remotely, you’ll be the first point of contact for some of the world’s most innovative teams—identifying opportunities, generating leads, and working closely with our Account Executives. This is a hands-on, high-impact role where your work will directly influence how our Customer Intelligence Platform scales. If you’re passionate about building relationships, enjoy solving complex problems, and want to grow your career in a fast-paced, high-growth SaaS environment, this role is for you!

Please note that we're only able to accept applicants who are based in the following states for this role: California, Texas, Michigan, New Jersey, Arizona, New York, and Florida.

What you’ll do

• 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.

What you’ll bring

• 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.

What success looks like

• Achieving and exceeding monthly pipeline and meeting creation targets (consistent 100–120% attainment).

• Clear fluency in Dovetail’s mission, target personas, and product story by the end of onboarding.

• Demonstrated ability to develop repeatable outbound processes and influence how the SDR function scales.

• Seamless partnerships established across marketing, RevOps, and AE teams—measured through feedback and conversion metrics. Why Dovetail

• Join at an inflection point: one of the first SDRs building the engine that fuels our next phase of enterprise growth.

• Work directly with senior leadership to help shape our go-to-market strategy and outbound playbook.

• Collaborate with a global, product-led, and design-savvy team who values authenticity, autonomy, and craftsmanship.

• Competitive compensation, equity, and benefits in a high-growth scale-up environment.

• Career Path: Clear progress path to AE or Growth roles for high performers, typically within 12–18 months.

• Learning culture: Structured ramp-up with product certification, storytelling, and objection-handling training modules.

• Metrics: Transparent weekly reporting cadence (e.g., meaningful conversations, opportunity conversion rate) to build a performance-driven, data-backed culture.

• AI enablement: Exposure to best-in-class productivity enhancers (like Dovetail, Clay, and many others) to help maximize efficiency.

We hire smart people and look after them well! Here's the deal:

📈 Equity for everyone. Competitive base salary plus options, so every builder is aligned on long-term impact.

🏢 A place to do your best work, wherever you are. Our Sydney office is built for in-person first collaboration. Our US team runs on a flexible remote setup. Either way, you've got what you need.

🤝 Built in connection. Join a Doveclub, bond with your team regularly, and celebrate the small wins, big milestones, and cultural moments with the whole company.

📚 Learn and thrive. Flexible L&D and wellness benefits, choose between a generous $3000 L&D allowance, or up to $1000 on wellness.

🌴 Time to recharge. Four weeks of accrued leave, floating public holidays, and gifted bonus Kit Kat days sprinkled throughout the year.

🌍 Four weeks from anywhere. Up to four weeks a year doing your job from anywhere in the world. Split it up or use it all at once.

🍼 Generous parental leave. We offer 20 weeks for primary caregivers, 12 weeks for secondary caregivers, plus return-to-work support.

🎉 Four weeks at four years. Four years is a long time in tech, and we value loyalty. Take an additional four weeks off to reset and recharge.

🩺 Stellar US benefits. Comprehensive health, dental, vision, 401(k), and more through Sequoia.

At Dovetail, we're building a place where every team member feels supported and valued. We celebrate individualism and want you to show up as your authentic self every day. It’s no secret that diversity builds the best teams, large or small, so we highly encourage applications from people who identify as part of an underrepresented group.

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.