Outbound Sales Development Representative (SDR)

San Francisco, CA
Full Time
Inside Sales
Entry Level


Hello! We're glad you’re here and taking a look at our Outbound Sales Development Representative (SDR) opportunity.

Many job descriptions are quick and generic, leaving you with many questions. This is meant to be a comprehensive look at the role, who it’s a good fit for, and an inside look at Upgrow and our current team.

We know it’s a lot to cover, but hey, this is a big decision.  Let’s jump in!

Role Highlights

  • Compensation: Commission-based (see model below)
  • Location: Remote
  • Required: 1 year or more of professional outbound sales experience with a track record of exceeding quotas.
  • Preferred: Experience selling digital media, marketing agency services, professional consulting services, and/or B2B solutions.
  • Preferred: Hubspot experience

Commission Model

About Upgrow

  • Company Overview: Upgrow is a performance-driven digital marketing agency primarily working with B2B tech, finance, and healthcare brands. More on us further down.
    • We work with fast-growing, world-class companies like Orca Security, Leesa, TalkDesk, SingleStore, and others to scale lead and sales generation.
    • Tech-empowered (eg, using AI, tools, and processes to automate boring tasks)
    • A small but mighty team of ~15
    • See more at: www.Upgrow.io or watch our 90-second video explainer here.

How is Upgrow different than other agencies?

  • Focused on scaling success
    • We don't want to get comfortable; it sounds way too boring. That's why we're always adding new solutions, developing better processes, hiring new disciplines, and seeking efficiency and automation wherever possible.
  • High-touch, long-term client work
    • Our clients are primarily funded startups and established companies.  Mostly B2B tech, finance, and healthcare.  We don't plan to have 100's clients but instead 10's clients for whom we deliver comprehensive, highly engaged consultation and implementation.
  • Full-Stack performance marketing
    • Upgrow offers PPC, SEO, design, content writing, web analytics, and conversion rate optimization services, so if any point in the sales funnel isn't working... we can fix it.

About the SDR Role

We are seeking a results-driven and proactive SDR with exceptional sales acumen to join our team. In this role, you will be responsible for outbound sales efforts to generate, qualify, and support closing new clients.

This is an excellent opportunity for someone who is looking to take ownership of their role and make a significant impact.

The basics —> what the job consists of, and who we're looking for

You’ll be doing stuff like:

  • Conduct lead discovery calls to identify pain points and propose solutions. Taking detailed notes that sales leaders can use to develop the strategy.
  • Draft scope of work proposals with sales leadership for qualified prospects.
  • Research and reach out to qualified prospect lists with personalized messaging to book discovery calls consistently.
  • Achieve sales targets of 10-15 discovery meetings and 2-4 new deals per month.

Who we’re looking for (skills)

  • A Love for Sales
    • Are you constantly watching or reading new sales training materials, rehearsing sales scripts in the mirror, excited to strategize with other sales pros on how to succeed, and willing to out-hustle competitors' sales reps?  Then this role is for you.
  • Sales and Marketing Strategy Acumen
    • Our business is focused on generating revenue by delivering premium digital marketing services to our clients. While the SDR role is primarily focused on lead generation and sales, having a basic understanding of digital marketing and sales strategies will be essential for success in this role. We are looking for individuals who are passionate about sales, can communicate value to prospects, and are eager to learn about the latest trends in digital marketing.
  • Accountability & Organization
    • Our team needs someone who is accountable and takes ownership of their tasks. This means meeting deadlines, identifying performance bottlenecks, proactively addressing skill gaps, and generally taking the initiative to ensure successful outcomes.  In a remote working environment, this is absolutely essential.
  • Follows a Sales Process
    • Consistency is crucial to winning new business for Upgrow.  We use scripts (although we refine them often), ask the same discovery questions every call, have a standard sequence for follow-up, and take stellar sales notes every meeting.  This isn’t to say we’re rigid or don’t think on our feet, but sticking to the process is important.
  • Bonus: B2B Tech Lead Generation and/or Agency Experience
    • Most of our clients are B2B tech companies, so prior experience in this area is a plus (though not required). Additionally, if you have agency experience and have managed multiple clients with competing priorities, this would be particularly relevant to our work
  • Experience Required
    • 1 year of professional sales experience with deal sizes of $30K+ per month
    • Experience in sales networking through LinkedIn, email, and over the phone
    • Experience leading information-gathering, prospect-warming discovery calls to hand off to the closer
    • Nice to have - experience in selling digital marketing or professional tech services
    • Nice to have - Hubspot experience
    • Excellent communication, problem-solving, and time-management skills

About the Team

Here's how the team is structured - and where you'll fit.

Co-Founder  - Ryder Meehan is our Co-Founder and has handled the sales and marketing for Upgrow since our inception.  You’ll report directly to Ryder, who will get you up to speed quickly, provide support and coaching, and ultimately be your sales “closer.”

SDR - Sean McCoy is our veteran SDR currently supporting inbound and outbound sales.  He'll share insights and guidance in the sales process.

Virtual Assistant – our VA helps with lead creation, prospect research, and other time-intensive tasks.


What's important to us

  • Having a life
    • You'll see the words "ownership" and "accountability" here a lot, but we also extend that to taking care of yourself. Burnout is ultimately not in anyone's self-interest. This is reflected in:
      • Manageable workload
      • Responding after hours is not expected
      • Open communication (work directly with the Co-Founder)
  • Doing work that matters
    • Doing repetitive busy work for optics alone is not what we're about
    • We want to create the best methods for doing things efficiently and always look for ways to improve further
    • Creating thoughtful strategies and tactics is what sets us apart and keeps us excited every single day



Is this a good fit for me?

Obviously, we're biased, but here is our honest (as can be) assessment of the pros/cons of working at Upgrow — in this role.

Benefits to you and your career

  • Unlimited potential for growth!
    • You’ll get the opportunity to connect with smart clients, teammates, and leadership that encourage innovation, and based on performance, you may be given opportunities to take on more significant roles in our agency allowing you to develop your sales management and leadership skills. Are you ready to take on the challenge and elevate your skills? Let’s make it happen!
  • Do really cool sh*@!
    • Here, you are not just a cog in a machine where making a real impact is nearly impossible. This is your opportunity to step up to the plate and do things your way - this is the role in your career that you'll look back on fondly and know you created something truly special and innovative.
  • Huge career upside
    • Our client's success is your success. Through our bonus structures and the high visibility of your work, there is an infinite upside. As a reminder, we're only 6 years old... so you get to contribute in a big way and help us build THE growth agency of Silicon Valley and the world.  Pumped yet?!

Who would NOT want to take this role?

A good match for any role requires a great fit between team members and the company. There are amazing people who aren’t in the right time/space in their careers to thrive and appreciate every role. . . and that’s totally ok! Just trying to keep it real here.

It might not be a good fit for you, IF:

  • You want to be told exactly what to do
    • While we have scripts, processes, and sales materials, and you’ll work closely with our experienced Co-Founder in sales – this role requires creative thinking, problem-solving, and the ability to self-help and self-motivated. So if you're looking for a lot of handholding and guardrails, this might not be the gig for you.
  • You want to stay in your comfort zone
    • You'll have the opportunity to contribute to our lead generation and sales process. This role is for those who like geeking out over sales training and learning digital marketing, not those who just want to punch in and punch out.

Examples of backgrounds/experiences that may be a great fit

As an SDR at our digital marketing agency, we welcome candidates from diverse backgrounds and experiences. While the following list is not exhaustive, here are some examples of backgrounds and experiences that could be an excellent fit for this role:

  • Digital marketing agency sales, successfully completing discovery calls and/or generating leads through outbound for agency services to sophisticated marketing clients.
  • High-Ticket B2B sales, successfully generated leads and worked sales deals for large, complex, expensive solutions through inbound lead conversion and/or outbound.   
  • Hungry sales student, if you have the drive, instincts, and determination for B2B sales and have at least one sales role before, then we’re interested.  This means you're self-motivated to learn sales by reading books, taking courses, watching YouTube videos, practicing scripts, and studying salespeople on your own.


How We Hire: A Look Inside Our Hiring Process

  • Apply Online
    • Now that you have found a position that matches your skills and interests it’s time to apply! You will be asked to answer a few questions about your background.
  • Application Review
    • Applications are read first by our friendly recruiter and hiring manager, if we find that you are a potential match, we will reach out by email to schedule a call with you to learn more about your skills and experience.
  • The Interviews 
    Our interview process consists of 3 interviews and a questionnaire.
    • Short conversation via Zoom video with our Administrator.
    • Conversation with our Co-Founder. He'll give you a feel for the role/company and ask you some questions better to understand your background, experience, and fit.
  • Sample Sales Presentation The final step, you’ll present a mock sales discovery call so we can see you in action.
  • That’s it! 

After the interview process, we will review everything and make a decision as a team. If it's a great fit, we'll present you with an offer and review everything on a call.  If you accept, you'll be part of the team and begin planning for the onboarding process!


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