What are the responsibilities and job description for the Sales Development Representative position at Demandbase?
Introduction To Demandbase
Demandbase is the only pipeline AI platform that empowers GTM teams to automate growth at scale. With a unified view of data, insights, actions, and outcomes, B2B enterprises can seamlessly align and execute their account-based GTM strategies with confidence. Thousands of businesses trust Demandbase to maximize revenue, minimize waste, and consolidate their data and tech stacks – all in one platform.
As a company, we’re as committed to growing careers as we are to building world-class technology. We invest heavily in people, our culture, and the community around us. We have also continuously been recognized as One of The Best Places To Work in the San Francisco Bay Area by Fortune, and One of The 60 Best Companies To Sell For by Selling Power. Our offices are located in San Francisco, New York, Austin, Seattle, India, and the United Kingdom.
About The Role
The Sales Development Representative role exists to convert account intelligence and real buying signals into qualified pipeline. The work requires disciplined research, thoughtful outreach, and the ability to engage multiple stakeholders with relevant business context rather than scripted messaging. Success is measured by the consistency and quality of opportunities created and advanced, and by how effectively this role partners with Account Executives to influence early pipeline strategy and deal progression.
Demandbase offers an SDR environment where outbound work is informed by best-in-class account data, intent signals, and buying-group insight. Strong performers develop durable outbound and account-development skills, gain exposure to complex B2B buying cycles, and build a foundation that translates directly into future Account Executive or GTM leadership roles within a category-defining sales organization.
Responsibilities
At Demandbase, we believe in creating a workplace culture that values and celebrates diversity in all its forms. We recognize that everyone brings unique experiences, perspectives, and identities to the table, and we are committed to building a community where everyone feels valued, respected, and supported. Discrimination of any kind is not tolerated, and we strive to ensure that every individual has an equal opportunity to succeed and grow, regardless of their gender identity, sexual orientation, disability, race, ethnicity, background, marital status, genetic information, education level, veteran status, national origin, or any other protected status. We do not automatically disqualify applicants with criminal records and will consider each applicant on a case-by-case basis.
We recognize that not all candidates will have every skill or qualification listed in this job description. If you feel you have the level of experience to be successful in the role, we encourage you to apply!
We acknowledge that true diversity and inclusion requires ongoing effort, and we are committed to doing the work required to make our workplace a safe and equitable space for all. Join us in building a community where we can learn from each other, celebrate our differences, and work together.
Unsolicited Submissions
At Demandbase, we value thoughtful partnerships and direct connections with candidates. We’re not accepting unsolicited resumes or outreach from third-party recruiting agencies. Any unsolicited submissions will not be reviewed, and no fees will be paid.
Demandbase is the only pipeline AI platform that empowers GTM teams to automate growth at scale. With a unified view of data, insights, actions, and outcomes, B2B enterprises can seamlessly align and execute their account-based GTM strategies with confidence. Thousands of businesses trust Demandbase to maximize revenue, minimize waste, and consolidate their data and tech stacks – all in one platform.
As a company, we’re as committed to growing careers as we are to building world-class technology. We invest heavily in people, our culture, and the community around us. We have also continuously been recognized as One of The Best Places To Work in the San Francisco Bay Area by Fortune, and One of The 60 Best Companies To Sell For by Selling Power. Our offices are located in San Francisco, New York, Austin, Seattle, India, and the United Kingdom.
About The Role
The Sales Development Representative role exists to convert account intelligence and real buying signals into qualified pipeline. The work requires disciplined research, thoughtful outreach, and the ability to engage multiple stakeholders with relevant business context rather than scripted messaging. Success is measured by the consistency and quality of opportunities created and advanced, and by how effectively this role partners with Account Executives to influence early pipeline strategy and deal progression.
Demandbase offers an SDR environment where outbound work is informed by best-in-class account data, intent signals, and buying-group insight. Strong performers develop durable outbound and account-development skills, gain exposure to complex B2B buying cycles, and build a foundation that translates directly into future Account Executive or GTM leadership roles within a category-defining sales organization.
Responsibilities
- Generate qualified sales opportunities from a defined set of target accounts aligned to Demandbase’s ICP
- Research accounts and buying groups to tailor outreach based on business priorities, intent signals, and GTM context
- Initiate first-time conversations through email, phone, and social channels with relevance and precision
- Qualify inbound and outbound interest into well-scoped opportunities that meet sales acceptance criteria
- Partner with Account Executives to align on account strategy, messaging themes, and follow-up plans
- Use Demandbase data and sales tools to prioritize outreach and improve conversion rates
- Maintain accurate CRM documentation for activities, contacts, and opportunity context
- Continuously refine messaging and approach based on performance data, feedback, and coaching
- 1–2 years of experience in SaaS sales development or a high-volume outbound sales environment
- Experience engaging B2B buyers across multiple roles or stakeholders preferred
- Demonstrated ability to write clear, relevant outbound messaging tailored to specific accounts
- Comfort working in a data-driven sales environment using modern sales tools
- Strong listening skills with the ability to adapt messaging based on prospect responses
- Organized approach to managing accounts, follow-ups, and priorities
- Experience with Salesforce, Outreach, LinkedIn Sales Navigator, Gong, or similar tools is a plus
- Hybrid schedule located in either the Austin, TX or Bay Area
At Demandbase, we believe in creating a workplace culture that values and celebrates diversity in all its forms. We recognize that everyone brings unique experiences, perspectives, and identities to the table, and we are committed to building a community where everyone feels valued, respected, and supported. Discrimination of any kind is not tolerated, and we strive to ensure that every individual has an equal opportunity to succeed and grow, regardless of their gender identity, sexual orientation, disability, race, ethnicity, background, marital status, genetic information, education level, veteran status, national origin, or any other protected status. We do not automatically disqualify applicants with criminal records and will consider each applicant on a case-by-case basis.
We recognize that not all candidates will have every skill or qualification listed in this job description. If you feel you have the level of experience to be successful in the role, we encourage you to apply!
We acknowledge that true diversity and inclusion requires ongoing effort, and we are committed to doing the work required to make our workplace a safe and equitable space for all. Join us in building a community where we can learn from each other, celebrate our differences, and work together.
Unsolicited Submissions
At Demandbase, we value thoughtful partnerships and direct connections with candidates. We’re not accepting unsolicited resumes or outreach from third-party recruiting agencies. Any unsolicited submissions will not be reviewed, and no fees will be paid.