Sales Development Representative

About Cartage

Cartage is building Wilson, an AI that orchestrates shipments for manufacturers and distributors. Our customers range from lumber mills to furniture manufacturers. If you’re looking to make a difference in an industry that’s ripe for change, Cartage is the place for you. Our culture is built on high ownership and autonomy – we trust each team member to take initiative and drive projects forward. We also value collaboration and transparency at all levels, empowering everyone to do the most meaningful work of their careers as we build the future of logistics.

About the Role

As a Sales Development Representative, you will be at the forefront of Cartage’s growth, acting as the first point of contact for prospective customers and the driving force behind our sales pipeline. In this role, you’ll combine persistence, creativity, and communication skills to turn cold prospects into valuable clients. No two days will be the same – one day you might be cold calling a list of prospects, and the next you could be crafting a thought-leadership post on LinkedIn to engage new leads. This is a high-impact, high-autonomy position, perfect for a self-starter who loves challenges and wants to grow their career in tech sales.

Location

• San Francisco, CA. This role offers flexibility for remote or hybrid work arrangements based out of our San Francisco office.
• Key Responsibilities

• Prospect and generate leads: Proactively identify and create new sales opportunities through high-volume cold calling and other outbound outreach methods.
• Book meetings and drive pipeline: Consistently book at least 10+ meetings per month with qualified prospects by effectively pitching Cartage’s value proposition and following up on leads.
• Multi-channel outreach: Leverage an omni-channel approach – phone calls, emails, video conferencing, and social media – to engage and nurture prospective clients.
• Content engagement: Create and share engaging content (e.g. LinkedIn posts) to build awareness, demonstrate thought leadership, and attract potential customers to Cartage.
• Qualify and hand off leads: Qualify inbound and outbound leads to determine fit, and set up meetings or product demos between prospective customers and the Account Executive team.
• Collaborate with the team: Work closely with sales and leadership on targeting strategies and ensure a smooth handoff of qualified opportunities.
• Manage data & follow-up: Maintain accurate records of prospect interactions and activities in our CRM system, and regularly follow up with leads to drive engagement.
• Own your goals: Take ownership of your pipeline and consistently meet or exceed your monthly targets for meetings booked and opportunities created. Continuously refine your approach based on feedback and coaching.

Qualifications

• Experience: 1–2 years in a sales, business development, or other customer-facing role (SDR/BDR experience is a plus).
• Communication skills: Excellent communication skills via phone, email, and social media, with the ability to engage prospects and clearly articulate value propositions.
• Cold-calling prowess: Comfortable making cold calls and reaching out to new prospects daily, turning cold introductions into warm opportunities.
• Track record of success: Proven ability to meet or exceed sales targets or activity quotas, and a strong motivation driven by results.
• Drive and resilience: High-energy, results-driven attitude with a desire to succeed in a fast-paced, startup environment. Able to handle rejection and persist with a positive mindset.
• Ownership & autonomy: Solution-oriented mindset, with a strong sense of ownership over your work – you take “extreme ownership” of your goals and thrive in an environment with high autonomy.
• Team player: Collaborative and coachable, eager to learn from others and share knowledge. Values transparency and open communication within the team.
• Tech savvy: Familiarity with CRM software and sales tools (e.g. Salesforce, Link