Sales Development Representative

About Kintsugi Kintsugi is building the modern tax infrastructure that high-growth businesses rely on — a frictionless platform that automates sales tax, nexus tracking, filings, and compliance for ecommerce, fintech, and software companies. As we scale rapidly, we’re expanding our Business Development team to help reach the thousands of founders, operators, and finance leaders who need a better way to solve sales tax. We have raised 30 million in funds and are in hyper-growth mode. If you thrive in fast-paced environments, love talking to prospects, and want to shape the foundation of a category-defining outbound engine, we’d love to meet you. The Role We’re looking for a motivated Sales Development Representative (SDR) with 12+ months of outbound B2B SaaS experience, ideally targeting finance, operations, or revenue leaders. You are energized by conversations, skilled at crafting tight messaging, and eager to help build a world-class outbound machine from the ground up. You’ll partner closely with our Account Executive team to generate pipeline, experiment with new outreach strategies, and introduce prospects to Kintsugi’s mission of modernizing tax automation for high-growth companies. What You’ll Do Outbound Prospecting & Pipeline Generation Own outbound pipeline generation for your territory and AE partners. Conduct thoughtful account research to craft relevant, high-converting messaging. Build and test multi-channel prospecting motions across phone, email, LinkedIn, and short-form video. Develop and iterate messaging templates and sequences for yourself and the broader SDR team. Activate on Free and PLG leads to ensure optimal conversion Run campaigns around events, content, and product releases Consistently hit or exceed monthly KPI's related to outbound activity Collaboration & Cross-Functional Impact Partner with AEs to identify target accounts, refine ICPs, and improve conversion rates. Work closely with Marketing to share insights on messaging, personas, and campaign performance. Collaborate with Product and Marketing by funneling prospect feedback that helps shape product direction. Execution Excellence Consistently schedule high-quality meetings that convert to revenue. Maintain clean activity logs and pipeline data in Salesforce (or equivalent CRM). Navigate objections gracefully and handle technical or financial conversations with clarity and confidence. Contribute to the development of outbound processes, playbooks, and tooling as we scale. What Makes You Successful in This Role Experience & Skills 12+ months in an outbound SDR role at a B2B SaaS company (finance-tech or ops-tech is a plus). Experience prospecting into C-suite and Leadership roles for B2B eCommerce and SaaS companies, particularly in the fintech space Comfortable leading with the phone as much as email and LinkedIn. Strong written communication, research instincts, and personalization skills. A self-starter who thrives in a fast-paced environment and is excited to build new processes, not just follow them. Excellent problem solving, organizational skills, and attention to detail. High EQ — you represent the Kintsugi brand with empathy, curiosity, and credibility. Cold Calling: Demonstrated proficiency in cold calling with the ability to engage prospects, handle objections, and book meetings BANT / MEDDIC: Familiarity with BANT (Budget, Authority, Need, Timeline) and MEDDIC qualification methodologies Challenger Sales: Exposure to Challenger Sale principles — ability to teach, tailor, and take control of sales conversations Coachability: Strong coachability: receptive to feedback, applies coaching quickly, and has a growth mindset SDR Acumen: Clear understanding of the SDR function: pipeline generation, lead qualification, handoff to AE, and quota attainment Communication: Excellent verbal and written communication skills with a professional and persuasive tone Drive: High energy, resilient, and self-motivated — comfortable working in a fast-paced, metrics-driven environment Mindset You’ve got a strong entrepreneurial mindset: a self-starter with urgency and the ability to work within undefined processes. You’re hungry, coachable, and love getting better every day. You’re energized by experimentation and measurable outcomes. You enjoy collaborating on a small, high-ownership team where your work has visible impact. You’re excited by fintech, operations tooling, or compliance automation — and want to help modern businesses stay compliant without friction. Why Join Kintsugi We’re a fast-growing, product-driven startup tackling a massive and underserved market. You’ll make a significant impact early and help build our outbound engine from the ground up. Your work directly shapes how founders, operators, and finance leaders discover our platform. Competitive compensation, meaningful equity, and the rare chance to help define the future of tax automation. Potential to quickly grow into an account executive role Flexibility to work remote or in our SF HQ - We are a global company with comes with the freedom to work where and how you work most efficiently. Compensation & Benefits Flexibility to work remote or in our SF HQ - We are a global company with comes with the freedom to work where and how you work most efficiently. Salary: $90-95k OTE per year, depending on experience Top tier health, dental, and vision insurance 401k plus matching Remote-friendly within the US.