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Who we are

Samsara (NYSE: IOT) is the pioneer of the Connected Operations™ Cloud, which is a platform that enables organizations that depend on physical operations to harness Internet of Things (IoT) data to develop actionable insights and improve their operations. At Samsara, we are helping improve the safety, efficiency and sustainability of the physical operations that power our global economy. Representing more than 40% of global GDP, these industries are the infrastructure of our planet, including agriculture, construction, field services, transportation, and manufacturing — and we are excited to help digitally transform their operations at scale.

Working at Samsara means you’ll help define the future of physical operations and be on a team that’s shaping an exciting array of product solutions, including Video-Based Safety, Vehicle Telematics, Apps and Driver Workflows, and Equipment Monitoring. As part of a recently public company, you’ll have the autonomy and support to make an impact as we build for the long term.

About the Role

As an Account Development Representative (ADR) at Samsara, you will be trained, both on the job and with formal training programs led by a world-class team of sales professionals, to take on your next role as closing Account Executive.

On a daily basis, you will be responsible for sourcing pipelines for our EMEA business, generating opportunities via outbound outreach.

We have offices in Paris and London and we offer remote working from Germany, France and the United Kingdom.

This is a remote position open to candidates based in France, Germany, and the United Kingdom. This position requires working hours in CEST. Relocation assistance will not be provided for this role.

You should apply if:

• You want to impact the industries that run our world: Your efforts will result in real-world impact—helping to keep the lights on, get food into grocery stores, and most importantly, ensure workers return home safely.
• You are the architect of your own career: If you put in the work, this role won’t be your last at Samsara. Successful ADRs can see promotion to a closing role in two years or less.
• You love talking to people: In this role, you will average 60+ calls to prospective customers daily.
• You have an innate curiosity about how businesses work: One day you’ll meet with someone in waste management and the next you may be learning about the inner workings of a food distribution center. Our top sales team members seek to learn the ins and outs of the businesses they support to make a larger impact.
• You treat rejection as a learning experience: In this role, you will get hung up on and you will get told no. You need to have the resilience to pick up the phone again and again to sell Samsara’s mission.
• You want to be with the best: Samsara’s high-performance Sales culture means you’ll be surrounded by the best and challenged to go farther than you have before.

In this role, you will:

• Drive pipeline through personalized outreach to prospects via phone, emails and LinkedIn
• Have the opportunity to to participate in trade/shows events to represent the Samsara brand and connect with prospective customers and partners.
• Become a product expert and learn the Samsara way of selling
• Keep meticulous records of interactions with accounts in our CRM (Salesforce.com)
• Champion, role model, and embed Samsara’s cultural principles (Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, Win as a Team) as we scale globally and across new offices

Minimum requirements for the role:

• 1-3 years professional experience, ideally in customer facing roles
• 6-12 months sales experience as a minimum
• Highly motivated and committed, with strong desire to work in target driven sales
• Proven track record of consistent over achievement of targets/expectations of previous roles
• Excellent communication skills, verbal and written
• Curious and able to ask insightful questions
• A champion of a Growth Mindset
• Highly proficient in English and in French

An ideal candidate also has:

• Experience in closing-sales roles
• Proven track record of achievements beyond work (e.g. academics, sports, charity, …)
• Willingness to collaborate and influence in a “win as a team” environment
• Excitement about solving new problems in innovative ways
• Motivation to help build a fast-growing business in the IoT and SaaS space

ADR pathways

Through Samsara’s ADR program, there are always opportunities to move to the next level and take on more responsibility during the program and beyond—those who work hard to grow quickly will have the opportunity to advance their careers. With emphasis on continued professional development, the training doesn’t stop after onboarding—we provide opportunities to expand ADRs’ understanding of the market and our competitors, develop hard skills needed in the Sales function, and work with mentors to help our representatives progress through the three levels of our ADR program.

• ADR I representatives focus on inbound leads—conducting a high volume of conversations, sharing the ins and outs of our products, and fostering relationships with those prospects interested in Samsara. At the ADR I level, we provide plenty of learning opportunities including call sessions with more senior Sales team members, training on tools (Salesforce, Salesloft, Lusha), product knowledge, objection handling, and more. Our representatives at this level are go-getters who are able to progress their careers through the opportunities provided for them.

• The next level in the program is ADR II, where our representatives work on top of funnel movement, creating high quality sales engagements, and supporting our Account Executives. Along with the leap into outbound work, those at the ADR II level are continually exposed to learning opportunities and enrolled in specialized trainings including professional writing, persona based messaging, , cold calling 2.0, and collaboration and communication with Account Executives. After building their skills in outbound sales and earning sales certifications, our representatives graduate to the final level of the program.

• The highest level within our organization is ADR III. These ADRs work hand-in-hand with field Account Executives and Enterprise Regional Sales Managers at Samsara. They partner closely on large accounts, implementing detailed territory plans, participating in weekly strategy meetings, and scheduling and attending customer demos. Additionally, ADR IIIs partake in a mentorship program to learn from leadership on the Account Executive team who provide exposure and training ahead of their interview for an Account Executive position.

Total Rewards

At Samsara, we build for the people who keep the global economy moving. We want owners, not passengers, which is why our rewards are designed to fuel high-impact builders. Our compensation program delivers above-market total compensation through a combination of base salary, performance-based bonus/variable pay, and equity (for eligible roles) in a high-growth public company. We meaningfully differentiate pay for our top performers, who have the opportunity to earn above-market compensation that can outpace the broader market over time.

Beyond compensation, we provide the foundations that enable long-term success: a flexible, employee-led remote model, a professional development stipend, comprehensive health and parental leave plans, and more. If you’re ready to build for the long term and own the outcome, your journey starts here.

Flexible Working

At Samsara, we embrace a flexible working model that caters to the diverse needs of our teams. Our offices are open for those who prefer to work in-person and we also support remote work where it aligns with our operational requirements. For certain positions, being close to one of our offices or within a specific geographic area is important to facilitate collaboration, access to resources, or alignment with our service regions. In these cases, the job description will clearly indicate any working location requirements. Our goal is to ensure that all members of our team can contribute effectively, whether they are working on-site, in a hybrid model, or fully remotely. All offers of employment are contingent upon an individual’s ability to secure and maintain the legal right to work at the company and in the specified work location, if applicable.

Belonging at Samsara

At Samsara, we welcome everyone regardless of their background. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender, gender identity, sexual orientation, protected veteran status, disability, age, and other characteristics protected by law. We depend on the unique approaches of our team members to help us solve complex problems and want to ensure that Samsara is a place where people from all backgrounds can make an impact.

Accommodations

Samsara is an inclusive work environment, and we are committed to ensuring equal opportunity in employment for qualified persons with disabilities. Please email accessibleinterviewing@samsara.com or click here if you require any reasonable accommodations throughout the recruiting process.

Our Commitment to Authenticity

We use Tofu, a fraud detection tool, to validate the authenticity of applications and protect against identity fraud. This ensures we are connecting with real people and allows us to prioritize genuine candidates. Please see Samsara’s Candidate Privacy Notice for more information.

Fraudulent Employment Offers

Samsara is aware of scams involving fake job interviews and offers. Please know we do not charge fees to applicants at any stage of the hiring process. Official communication about your application will only come from emails ending in @samsara.com, @us-greenhouse-mail.io or @mail3.guide.co. For more information regarding fraudulent employment offers, please visit our blog post here.

Join our mission to provide governments with exceptional experiences so they can do the same for their communities!

What do we do?💥

We empower governments to deliver exceptional citizen experiences.

Check out our ‘About Us’ page for a deep dive into our product and what makes us exceptional.

How will you help us make an impact? 👩‍💻👨‍💻

Reporting to Natasha Ulanowski, Senior Demand Generation Manager, you’ll be one of the first points of contact for our potential customers, engaging with hundreds of local government agencies across North America.

For inbound leads, you work closely with the Demand Generation team to catch any interest, and provide prospects who have “raised their hand” a friction-free experience to get their questions answered.

When you have no inbound leads to service, you are constantly researching new potential suspects using the attributes of our “Ideal Customer Profile”, working your network and sales tools, following up on high-quality lists, working with your dedicated Business Development Executive on account plans and always tweaking and improving your messages and scripts - using performance data and AI to do it smarter each time.

Above all, you take ownership of every opportunity to engage a new prospect. This is a highly visible position with great opportunities for growth into full-cycle sales, customer success, and other positions across the Go-to-Market team.

As a Business Development Representative at Clariti, you’ll get to :

• Build and execute high-volume, multi-channel outbound sequences - cold calls, personalized emails, LinkedIn touches, and more - with a test-and-iterate mindset informed by open rates, reply rates, and booked meetings.
• Use AI-powered tools to research prospects at scale, surface buying signals, and craft outreach that connects each agency’s specific pain points directly to Clariti’s value proposition.
• Multi-thread into buying committees by identifying the right decision-makers, influencers, and champions within each agency to ensure outreach lands with the people who matter.
• Work with Marketing and Sales to develop target lists, call strategies, and messaging - and find new ways to increase awareness of Clariti.
• Engage your Sales Executive partner to ensure smooth, timely handoff of qualified leads.
• Constantly evolve and improve the lead qualification process.
• Maintain a pipeline of prospects as information is gathered and interest is vetted.
• Keep Salesforce current by logging activities, maintaining accurate contact data, and flagging ideal accounts within your territory.
• Feed market intelligence back to the team by sharing prospect feedback, objections, and competitive insights to sharpen our messaging and GTM playbook

What do you bring to the team? 🧠

• 1- 3+ years relevant B2B sales and/or Govtech experience.
• Extremely comfortable cold-calling prospects on the phone.
• Experience in explaining technical/ complex solutions to key stakeholders.
• Coachable, self-aware and open to feedback.
• Have a curious mindset - not afraid to ask questions to dig deep into learning about your prospect’s pains and challenges.
• Able to learn new concepts quickly and retain large amounts of information.
• Experience in using Salesforce and Dialpad
• Strong written communication skills
• Uses AI sales tools for prospecting research and outreach personalization.
• Data-driven outbound mindset - you track your own metrics, know what your numbers mean, and use them to self-correct without waiting to be coached

Bonus Points 🎉

• Experience in Community Development (permitting, planning, licensing, code enforcement)
• Successful track record in quota attainment.
• Experience in consultative selling.
• Interest in the government technology sector, local governments, public policy and/or in community development/ land development.

You were hired now what?💼

Your first week ✅

• Our IT team will help onboard and set you up in our tools and systems

• Get to know us and what we have to offer!

  • Company orientation; introduction to our product, history, vision and mission
  • HR onboarding, review of all company benefits, policies and procedures

• Get to know the team!

  • Your manager will set up meet & greets with internal stakeholders

• Be set up for success!

  • Company wide and role specific training
  • 1:1s with your manager and team lead will be coordinated and implemented in our HR performance tool - Lattice

Your first 30 days 📈

• BDR Onboarding Bootcamp

  • You will be going through a 2-week onboarding process to learn how to sell our solutions
  • BDR specific topics covered included our Ideal Customer Profile, proofpoints, training on sales tools, cold call practices and qualification
  • By the end of the bootcamp, you will have the opportunity to conduct a mock qualification call with one of our Industry Panel Advisors

• Upon successful completion of the bootcamp

  • You will be assigned to a territory and paired with a Sales Executive
  • 90 day plan reviewed and set with onboarding quota and targets designed (quarterly)
  • Regular cadence set for weekly 1:1s and coaching sessions

Your first 90 days 🎓

• Achieved onboarding targets
• Have a good level understanding of our product and market
• Have a good grasp on prospecting to local governments and qualifying our prospects

Your first year 🤩

• Highlight performance reviews
• Compensation review
• Promotion pathways review

What’s in it for you?🫵

We invest in and empower our team members with competitive compensation packages, well deserved time off and benefits to keep you and your family healthy! *

💰 The base salary for this role is expected to be between $60,000-$70,000 based on the candidate’s skills, experience, and qualifications while considering internal pay equity and our broader pay philosophy. 💰

If you have questions about compensation as we move through the process, we’re happy to discuss further.

*Benefits depend on employment type (full-time, part-time, contract, etc).

Things to Note 📝

Background checks - Because our customers trust us with sensitive information, we require all successful candidates to undergo comprehensive background checks before joining our team. We focus strictly on global sanctions and criminal offences that are directly relevant to employment at Clariti, and follow all applicable privacy and human rights legislation.

Travel- Although we operate as a remote company, all roles are expected to participate in occasional travel for in-person company-wide or departmental meetings, typically 1-2 times per year. Additional travel requirements specific to the role, if any, will be outlined in the job description.

We’re committed to building an inclusive culture where our team members take ownership over projects, tasks, and outcomes; bring a growth mindset to drive continuous learning and self-development; have the ability to communicate courageously in a direct but respectful way; and are customer-focused by keeping the customer at the heart of decision-making. It’s the diversity of our team that helps us make better decisions, by leveraging the diversity in thought & experience across to create impactful solutions as we explore new paths & challenges as we grow. We’re working to create a workplace and team that is as diverse as the communities we serve. We welcome and encourage candidates of all backgrounds to apply.

Questions? We are here to help

If you require accommodations in completing an application, interviewing, completing any pre-employment testing, or otherwise participating in our hiring process for any reason, please direct your questions to hr@claritisoftware.com and we’ll be happy to support you.

Join our mission to provide governments with exceptional experiences so they can do the same for their communities!

What do we do?💥

We empower governments to deliver exceptional citizen experiences.

Check out our ‘About Us’ page for a deep dive into our product and what makes us exceptional.

How will you help us make an impact? 👩‍💻👨‍💻

Reporting to Natasha Ulanowski, Senior Demand Generation Manager, you’ll be one of the first points of contact for our potential customers, engaging with hundreds of local government agencies across North America.

For inbound leads, you work closely with the Demand Generation team to catch any interest, and provide prospects who have “raised their hand” a friction-free experience to get their questions answered.

When you have no inbound leads to service, you are constantly researching new potential suspects using the attributes of our “Ideal Customer Profile”, working your network and sales tools, following up on high-quality lists, working with your dedicated Business Development Executive on account plans and always tweaking and improving your messages and scripts - using performance data and AI to do it smarter each time.

Above all, you take ownership of every opportunity to engage a new prospect. This is a highly visible position with great opportunities for growth into full-cycle sales, customer success, and other positions across the Go-to-Market team.

As a Business Development Representative at Clariti, you’ll get to :

• Build and execute high-volume, multi-channel outbound sequences - cold calls, personalized emails, LinkedIn touches, and more - with a test-and-iterate mindset informed by open rates, reply rates, and booked meetings.
• Use AI-powered tools to research prospects at scale, surface buying signals, and craft outreach that connects each agency’s specific pain points directly to Clariti’s value proposition.
• Multi-thread into buying committees by identifying the right decision-makers, influencers, and champions within each agency to ensure outreach lands with the people who matter.
• Work with Marketing and Sales to develop target lists, call strategies, and messaging - and find new ways to increase awareness of Clariti.
• Engage your Sales Executive partner to ensure smooth, timely handoff of qualified leads.
• Constantly evolve and improve the lead qualification process.
• Maintain a pipeline of prospects as information is gathered and interest is vetted.
• Keep Salesforce current by logging activities, maintaining accurate contact data, and flagging ideal accounts within your territory.
• Feed market intelligence back to the team by sharing prospect feedback, objections, and competitive insights to sharpen our messaging and GTM playbook

What do you bring to the team? 🧠

• 1- 3+ years relevant B2B sales and/or Govtech experience.
• Extremely comfortable cold-calling prospects on the phone.
• Experience in explaining technical/ complex solutions to key stakeholders.
• Coachable, self-aware and open to feedback.
• Have a curious mindset - not afraid to ask questions to dig deep into learning about your prospect’s pains and challenges.
• Able to learn new concepts quickly and retain large amounts of information.
• Experience in using Salesforce and Dialpad
• Strong written communication skills
• Uses AI sales tools for prospecting research and outreach personalization.
• Data-driven outbound mindset - you track your own metrics, know what your numbers mean, and use them to self-correct without waiting to be coached

Bonus Points 🎉

• Experience in Community Development (permitting, planning, licensing, code enforcement)
• Successful track record in quota attainment.
• Experience in consultative selling.
• Interest in the government technology sector, local governments, public policy and/or in community development/ land development.

You were hired now what?💼

Your first week ✅

• Our IT team will help onboard and set you up in our tools and systems

• Get to know us and what we have to offer!

  • Company orientation; introduction to our product, history, vision and mission
  • HR onboarding, review of all company benefits, policies and procedures

• Get to know the team!

  • Your manager will set up meet & greets with internal stakeholders

• Be set up for success!

  • Company wide and role specific training
  • 1:1s with your manager and team lead will be coordinated and implemented in our HR performance tool - Lattice

Your first 30 days 📈

• BDR Onboarding Bootcamp

  • You will be going through a 2-week onboarding process to learn how to sell our solutions
  • BDR specific topics covered included our Ideal Customer Profile, proofpoints, training on sales tools, cold call practices and qualification
  • By the end of the bootcamp, you will have the opportunity to conduct a mock qualification call with one of our Industry Panel Advisors

• Upon successful completion of the bootcamp

  • You will be assigned to a territory and paired with a Sales Executive
  • 90 day plan reviewed and set with onboarding quota and targets designed (quarterly)
  • Regular cadence set for weekly 1:1s and coaching sessions

Your first 90 days 🎓

• Achieved onboarding targets
• Have a good level understanding of our product and market
• Have a good grasp on prospecting to local governments and qualifying our prospects

Your first year 🤩

• Highlight performance reviews
• Compensation review
• Promotion pathways review

What’s in it for you?🫵

We invest in and empower our team members with competitive compensation packages, well deserved time off and benefits to keep you and your family healthy! *

💰 The base salary for this role is expected to be between $60,000-$70,000 based on the candidate’s skills, experience, and qualifications while considering internal pay equity and our broader pay philosophy. 💰

If you have questions about compensation as we move through the process, we’re happy to discuss further.

*Benefits depend on employment type (full-time, part-time, contract, etc).

Things to Note 📝

Background checks - Because our customers trust us with sensitive information, we require all successful candidates to undergo comprehensive background checks before joining our team. We focus strictly on global sanctions and criminal offences that are directly relevant to employment at Clariti, and follow all applicable privacy and human rights legislation.

Travel- Although we operate as a remote company, all roles are expected to participate in occasional travel for in-person company-wide or departmental meetings, typically 1-2 times per year. Additional travel requirements specific to the role, if any, will be outlined in the job description.

We’re committed to building an inclusive culture where our team members take ownership over projects, tasks, and outcomes; bring a growth mindset to drive continuous learning and self-development; have the ability to communicate courageously in a direct but respectful way; and are customer-focused by keeping the customer at the heart of decision-making. It’s the diversity of our team that helps us make better decisions, by leveraging the diversity in thought & experience across to create impactful solutions as we explore new paths & challenges as we grow. We’re working to create a workplace and team that is as diverse as the communities we serve. We welcome and encourage candidates of all backgrounds to apply.

Questions? We are here to help

If you require accommodations in completing an application, interviewing, completing any pre-employment testing, or otherwise participating in our hiring process for any reason, please direct your questions to hr@claritisoftware.com and we’ll be happy to support you.

Who we are Samsara (NYSE: IOT) is the pioneer of the Connected Operations™ Cloud, which is a platform that enables organizations that depend on physical operations to harness Internet of...

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About Figure

Figure Technology Solutions, Inc. (Nasdaq: FIGR; OPEN: FGRS) is the leading blockchain-native capital marketplace for the origination, funding, sale and trading of tokenized assets. More than 480 partners use its loan origination system and capital marketplace. Collectively, Figure and its partners have originated over $30 billion of loans to date, among other products. The fastest growing components are Figure Connect, its credit marketplace, and Democratized Prime, Figure’s on-chain lend-borrow marketplace. Figure’s ecosystem also includes DART (Digital Asset Registry Technology) for asset custody and lien perfection, and $YLDS, a yield-bearing stablecoin registered with the SEC as a security under the Securities Act of 1933.

Figure is the market leader in real-world asset (RWA) tokenization. The company has received triple-A ratings from S&P and Moody’s on multiple loan securitizations, the first of its kind for blockchain finance.

We’re proud to be recognized as one of Forbes’ Top 50 Fintech Companies and CNBC’s World’s Top Fintech Companies.

About the Role

As an Enterprise Sales Development Representative (SDR) at Figure, you will create the first conversation with our largest prospective partners. You will work a named account list rather than a shared lead queue, so you get to know a defined set of companies well and build a point of view on why Figure matters to each one. You will research those accounts, map the people who own the problem we solve, run outbound across email, phone, and LinkedIn, and hand off meetings with enough context that the Account Executive (AE) can run a real discovery call.

This is a role for someone who has already prospected into large, complex organizations, is willing to do the research that makes cold outreach land, and is building toward a closing seat.

What You’ll Do

• Own outbound into a named list of enterprise accounts. Run multi-channel sequences across email, phone, and LinkedIn. Carry a monthly target for qualified meetings and keep activity, notes, and next steps accurate in the CRM.
• Build a point of view on every account before you reach out. Identify who owns the problem Figure solves, map more than one path into the organization, and write outreach that references something specific rather than something generic.
• Qualify inbound and outbound interest against fit, timing, and who else needs to be in the room. Hand the AE the context behind the meeting, not just the calendar invite.
• Build account plans with the Account Executives you support. Agree on which accounts matter this quarter, who you are trying to reach inside each account, and what the entry point is. Bring what you hear in the field back so messaging and target lists get sharper.
• Partner with Marketing on campaigns, target lists, and conferences. Build the list ahead of an event and follow up on every conversation the team has onsite.
• Keep the CRM accurate. Flag stale contacts, wrong titles, and duplicate accounts so the team is not working off records that no longer hold.

What We Look For

• 2+ years in a sales development, business development, or comparable outbound role
• At least one year prospecting into enterprise accounts where more than one person has to say yes
• A record of hitting or exceeding a meetings or pipeline target
• Comfort cold calling and cold emailing people who did not ask to hear from you
• Writing that is short, specific, and clear. You can explain what a company does and why it should care in a few lines
• Research ability. You can read a company’s site, filings, and public commentary and find the reason to reach out
• Discipline on activity and follow-through. You work a plan and keep the pipeline accurate
• Working command of CRM and sales engagement tools
• Resilience. Most outreach gets no response, and you keep going anyway
• Willingness to travel occasionally for conferences and team meetings
• Adhere to all company security policies and data handling procedures.
• Complete mandatory security awareness training within required timeframes.
• Promptly report any suspected security incidents or suspicious activity to the Security team.

What Will Make You Stand Out

• Experience selling into financial institutions or another heavily regulated buyer
• Background in lending, home equity, mortgage, or payments
• Experience as an early SDR in a new segment or channel, where you helped build the motion
• Experience building account plans alongside enterprise Account Executives

Salary

• Base Compensation Range: $60,326 - $77,688/yr
• On-target earnings: $87,472 - $112,647
• Company equity in the form of RSUs

This is the compensation range for the role in the United States. Actual compensation may vary based on a candidate’s experience, skills, location, internal equity, and evolving business needs. While most offers are generally made within the middle of the range, final compensation is determined based on the factors above.

Benefits

• Comprehensive medical, dental, and vision coverage, with 100% employer-paid premiums for employees and their dependents on select plans
• Company HSA, FSA, Dependent Care FSA, 401(k), and commuter benefits
• Employer-paid life and disability insurance
• 11 observed holidays and PTO plan
• Up to 12 weeks of paid family leave
• Continuing education reimbursement

Depending on your residential location certain laws might regulate the way Figure manages applicant data. California Residents, please review our California Employee and General Workforce Privacy Notice for further information. By submitting your application, you are agreeing and acknowledging that you have read and understand the above notice.

Figure will not sponsor work visas for this position. In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification form upon hire.

#LI-RF1 #LI-Remote

About Figure

Figure Technology Solutions, Inc. (Nasdaq: FIGR; OPEN: FGRS) is the leading blockchain-native capital marketplace for the origination, funding, sale and trading of tokenized assets. More than 480 partners use its loan origination system and capital marketplace. Collectively, Figure and its partners have originated over $30 billion of loans to date, among other products. The fastest growing components are Figure Connect, its credit marketplace, and Democratized Prime, Figure’s on-chain lend-borrow marketplace. Figure’s ecosystem also includes DART (Digital Asset Registry Technology) for asset custody and lien perfection, and $YLDS, a yield-bearing stablecoin registered with the SEC as a security under the Securities Act of 1933.

Figure is the market leader in real-world asset (RWA) tokenization. The company has received triple-A ratings from S&P and Moody’s on multiple loan securitizations, the first of its kind for blockchain finance.

We’re proud to be recognized as one of Forbes’ Top 50 Fintech Companies and CNBC’s World’s Top Fintech Companies.

About the Role

As an Enterprise Sales Development Representative (SDR) at Figure, you will create the first conversation with our largest prospective partners. You will work a named account list rather than a shared lead queue, so you get to know a defined set of companies well and build a point of view on why Figure matters to each one. You will research those accounts, map the people who own the problem we solve, run outbound across email, phone, and LinkedIn, and hand off meetings with enough context that the Account Executive (AE) can run a real discovery call.

This is a role for someone who has already prospected into large, complex organizations, is willing to do the research that makes cold outreach land, and is building toward a closing seat.

What You’ll Do

• Own outbound into a named list of enterprise accounts. Run multi-channel sequences across email, phone, and LinkedIn. Carry a monthly target for qualified meetings and keep activity, notes, and next steps accurate in the CRM.
• Build a point of view on every account before you reach out. Identify who owns the problem Figure solves, map more than one path into the organization, and write outreach that references something specific rather than something generic.
• Qualify inbound and outbound interest against fit, timing, and who else needs to be in the room. Hand the AE the context behind the meeting, not just the calendar invite.
• Build account plans with the Account Executives you support. Agree on which accounts matter this quarter, who you are trying to reach inside each account, and what the entry point is. Bring what you hear in the field back so messaging and target lists get sharper.
• Partner with Marketing on campaigns, target lists, and conferences. Build the list ahead of an event and follow up on every conversation the team has onsite.
• Keep the CRM accurate. Flag stale contacts, wrong titles, and duplicate accounts so the team is not working off records that no longer hold.

What We Look For

• 2+ years in a sales development, business development, or comparable outbound role
• At least one year prospecting into enterprise accounts where more than one person has to say yes
• A record of hitting or exceeding a meetings or pipeline target
• Comfort cold calling and cold emailing people who did not ask to hear from you
• Writing that is short, specific, and clear. You can explain what a company does and why it should care in a few lines
• Research ability. You can read a company’s site, filings, and public commentary and find the reason to reach out
• Discipline on activity and follow-through. You work a plan and keep the pipeline accurate
• Working command of CRM and sales engagement tools
• Resilience. Most outreach gets no response, and you keep going anyway
• Willingness to travel occasionally for conferences and team meetings
• Adhere to all company security policies and data handling procedures.
• Complete mandatory security awareness training within required timeframes.
• Promptly report any suspected security incidents or suspicious activity to the Security team.

What Will Make You Stand Out

• Experience selling into financial institutions or another heavily regulated buyer
• Background in lending, home equity, mortgage, or payments
• Experience as an early SDR in a new segment or channel, where you helped build the motion
• Experience building account plans alongside enterprise Account Executives

Salary

• Base Compensation Range: $60,326 - $77,688/yr
• On-target earnings: $87,472 - $112,647
• Company equity in the form of RSUs

This is the compensation range for the role in the United States. Actual compensation may vary based on a candidate’s experience, skills, location, internal equity, and evolving business needs. While most offers are generally made within the middle of the range, final compensation is determined based on the factors above.

Benefits

• Comprehensive medical, dental, and vision coverage, with 100% employer-paid premiums for employees and their dependents on select plans
• Company HSA, FSA, Dependent Care FSA, 401(k), and commuter benefits
• Employer-paid life and disability insurance
• 11 observed holidays and PTO plan
• Up to 12 weeks of paid family leave
• Continuing education reimbursement

Depending on your residential location certain laws might regulate the way Figure manages applicant data. California Residents, please review our California Employee and General Workforce Privacy Notice for further information. By submitting your application, you are agreeing and acknowledging that you have read and understand the above notice.

Figure will not sponsor work visas for this position. In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification form upon hire.

#LI-RF1 #LI-Remote

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🌟 Exciting Remote Opportunity! We're Hiring an Appointment Setter!

Workyard helps construction teams run smoother, more profitable job sites with GPS-verified time tracking, labor costing, and compliance tools, all in one simple app. We help crews and owners spend less time chasing timesheets and more time building.

We’re a fast-growing startup (~70 people) transforming workforce management for construction. And we’re looking for ambitious, curious, and driven SDRs to join our sales team, ideally on the West Coast.

Base Salary: $60,000 - $71,000 + benefits + equity

OTE: $84,000 - $95,000

Final compensation may vary based on experience, qualifications, and applicable wage laws.

About the Role

As a Sales Development Representative at Workyard, you’ll be the first point of contact for prospective customers, primarily those who have already expressed interest through free trials, demo requests or inbound phone calls. Your job is to engage these leads, understand their needs, and qualify them for our Account Executive team.

You’ll use tools like Outreach, Salesforce, and Dialpad to manage your pipeline and execute a high-volume, high-quality outreach strategy across multiple channels.

This is an ideal role if you’re looking to break into SaaS sales, grow with a high-velocity team, and develop skills in both inbound and outbound prospecting.

What You’ll Do

• Engage with mainly inbound leads across channels

• Hit and exceed your weekly and monthly targets for qualified meetings, activity levels, and lead response times

• Conduct thoughtful discovery conversations to qualify prospects for sales demos

• Schedule meetings for Account Executives and ensure a seamless handoff

• Manage your pipeline of leads, keeping activity and opportunity notes updated in Salesforce

• Execute outbound campaigns to supplement inbound leads using Outreach and Dialpad

• Collaborate closely with AEs and Sales leadership to give feedback on lead quality and buyer insights

• Use data to prioritize outreach and tailor your messaging to decision-makers in construction businesses

• Help iterate on outbound sequences and messaging based on what’s working in real conversations

What Success Looks Like

• Consistently hit quota on qualified meetings passed to AEs

• Maintain fast response times and high connection rates via phone, email, and SMS

• Demonstrate strong call discipline and follow-up hygiene in Salesforce

• Build repeatable, scalable outreach workflows using Workyard’s SDR playbook

• Contribute to a positive, high-performance team culture through collaboration and curiosity

You’ll Thrive in This Role If You Are

• Curious and customer-focused: You ask great questions and want to understand the customer’s needs.

• Self-motivated and disciplined: constantly pushing yourself to learn and be productive

• Comfortable on the phone: You don’t hesitate to dial and know that great conversations start with a cold call.

• Coachable: You seek feedback and are excited to learn and improve every day.

• Organized and detail-oriented: You manage your tasks and tools with precision.

• Resilient: You bounce back quickly from “no’s” and see every interaction as a chance to learn.

• Hungry to grow: Whether you’re just breaking into SaaS or have prior exposure, you want to invest in yourself and build a long-term sales career.

Preferred Qualifications

• Experience in a sales or customer-facing role (SDR, retail, customer service, etc.)

• Experience with Salesforce, Outreach, or similar sales tools is a plus

• Background in or familiarity with the construction industry is a bonus

Benefits

Comprehensive benefits including Aetna medical, dental, and vision coverage, Flexible Spending Accounts (FSA), Teladoc virtual care, One Medical membership, Kindbody family-building support, an Employee Assistance Program, 401(k) retirement plan through Empower, and pre-tax commuter benefits (for those based in our San Francisco office).

Equal Opportunity Employer

Workyard is an Equal Opportunity Employer and does not discriminate based on race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, veteran status, genetic information, or any other protected characteristic under applicable law.

Accommodations

Workyard is committed to providing reasonable accommodations for individuals with disabilities during the hiring process. If you require assistance or accommodation, please contact us so we can support you.

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