Sales Development Representative - Outbound

POSITION OVERVIEW We’re looking for a driven, outbound-focused Sales Development Representative to join our growing SDR team. In this role, you’ll be the first point of contact for prospects at the top of our funnel — converting marketing-sourced leads and self-identified prospects into qualified meetings for our Account Executive team. This is a purely outbound role. Success here is built on calling craft, persistence, and the ability to have sharp, credible conversations with decision-makers in municipal and private waste organizations. If you’re someone who is genuinely comfortable with the discomfort of cold outreach — and who takes pride in the technical side of prospecting — this role is built for you. Routeware is one of the few companies where the work you do in sales is directly tied to an industry that serves communities and the environment. If that kind of mission resonates with you, we’d like to meet you COMPENSATION $55k-65k Base Salary with $100k OTE RESPONSIBILITIES & DUTIES Conduct cold outreach to top-of-funnel leads sourced through marketing nurture campaigns, company-hosted webinars, and industry events including tradeshows, conferences, and exhibitions Independently research and identify additional prospects within your assigned territory to supplement marketing-sourced leads Engage decision-makers primarily through cold calling and email outreach to qualify and advance leads through the funnel Qualify prospects and book introductory meetings for the Account Executive team Collaborate with Account Executives to align on target accounts, messaging, and ensure a seamless handoff of qualified opportunities Consistently meet or exceed monthly SDR activity and pipeline metrics Maintain accurate and up-to-date account and contact information throughout the prospecting process QUALIFICATIONS Direct experience in an SDR or BDR role with a demonstrated focus on outbound prospecting (strongly preferred) Proven track record of meeting or exceeding quota through cold outreach Strong phone presence and comfort leading early-stage discovery conversations Working knowledge of Salesforce and Outreach in a sales development capacity Working experience applying BANT or a similar qualification framework (preferred) Familiarity with MEDDIC (nice to have) Experience selling in a vertical SaaS or general SaaS environment BENEFITS Comprehensive benefits (medical with HSA option, vision, dental, and life insurance) Paid parental leave Medical and Dependent FSA 401K match Unlimited PTO Ten company holidays 1 Volunteer day Summer Friday's Routeware is an Equal Opportunity Employer and prohibits all forms of discrimination or harassment. At Routeware, we are committed to the principle of equality, and all employment decisions are based on job requirements, business needs, and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. Apply To This Job