Sales Development Representative

Summary

Join Runway as their first Business Development Representative and spearhead sales efforts, driving outbound activities and managing inbound leads to build a robust pipeline. Collaborate with the Head of Sales, Account Executives, marketing, and CX teams to refine and execute a sales strategy. This outbound-focused role is crucial in shaping pipeline development, requiring experimentation, iteration, and establishing scalable prospecting practices. The ideal candidate is scrappy, resourceful, thrives in fast-paced environments, and leverages the latest tools and data. Your contributions will directly impact Runway's ability to generate and nurture opportunities, driving revenue growth. This is a full-time position with an OTE range of $90,000-$110,000, including a salary component ranging from $68,000-$83,000, generous early employee equity, and benefits.

Requirements

• 1+ year of outbound SDR/BDR experience : Proven success in sourcing and qualifying leads in a tech or SaaS environment, with experience owning both outbound prospecting and inbound follow-up
• Exceptional communicator : You craft concise, compelling outreach across email, phone, and LinkedIn, and can engage senior-level prospects with confidence
• Scrappy and resourceful : You find creative ways to break through noise — leveraging tools, data, and experimentation to generate pipeline
• Thrives in ambiguity : You’re energized by fast-paced, evolving environments where you can take initiative, figure things out, and drive forward with limited direction
• Tech-forward operator : Comfortable using modern sales tools (e.g., Hubspot, Outreach, Gong, Apollo, Clay) to manage workflow and scale outreach effectively
• Execution and results-driven : You prioritize consistency and follow-through, and are motivated by hitting goals and seeing your work translate to pipeline and revenue
• Growth mindset : You actively seek feedback, reflect on what’s working or not, and continuously look for ways to get sharper in your craft

Responsibilities

• Outbound prospecting : Proactively engage Sr. Director+ prospects to generate new pipeline. Book qualified meetings through cold calling, emailing, LinkedIn outreach, and other outbound activities, targeting potential customers who haven’t yet interacted with the company
• Inbound lead qualification : Manage and qualify leads generated from marketing efforts such as content, SEO, webinars, and events. Prioritize high speed to lead, ensuring quick follow-up and qualification before passing to the sales team
• Maintain high activity and consistency : Execute daily outreach with discipline and urgency, balancing volume and quality across channels to meet pipeline goals
• Create persona-driven talk tracks : Develop talk tracks and outbound messaging tailored to key personas across industries, company sizes, and buying stages
• Utilize modern sales tools : Leverage the latest and greatest tools like list building, automation, and intent data to enhance prospecting and outreach effectiveness
• Collaborate with Marketing and Sales teams : Share insights from prospecting efforts to help refine messaging, targeting, and positioning
• Develop scalable outbound sales motion : Create and influence the development of repeatable processes that allow for efficient handoffs between marketing, SDR, and sales teams, ensuring a seamless customer experience
• Track and optimize performance : Regularly review outreach efforts and lead qualification processes to enhance effectiveness and meet performance targets

Benefits

• Generous early employee equity
• Benefits