Sales Development Representative

Job Overview

We're hiring a Sales Development Representative to build outbound pipeline across the markets PistonPay serves, including fleets and fuel station networks. You'll be the first conversation a prospect has with PistonPay: prospecting into target accounts, qualifying inbound interest, and booking discovery calls for our Account Executives.

Key Responsibilities

• Prospect operators, owners, and decision-makers through a disciplined mix of cold calls, cold email, and LinkedIn outreach, sustaining a high-volume, high-quality outbound motion (100+ calls per day).
• Qualify inbound leads against our ideal customer profile (ICP) and convert qualified conversations into booked discovery calls for Account Executives.
• Build relationships with prospects and develop qualified opportunities that contribute to a consistent sales pipeline.
• Partner with marketing on campaign development, messaging testing, and refining our ICP.
• Maintain accurate, up-to-date records in Salesforce and Outreach, and bring a clear point of view on what messaging and tactics are working.
• Travel periodically (1- to 3-week sprints) to support in-market pushes and events.

What Success Looks Like

In the first 30 days:

• You have completed onboarding and have a working knowledge of PistonPay's product, ICP, and the customers we serve.
• You are comfortable with our tech stack (Salesforce, Outreach, Slack, Google Workspace) and running a full daily outbound cadence.
• You have made your first calls and sent your first sequences, and are actively building pipeline and relationships with prospects.
• You have booked your first discovery calls for an Account Executive.

In the first 90 days:

• You are consistently hitting daily and weekly activity targets (100+ calls/day) and booking a steady, predictable volume of qualified meetings.
• You have developed repeatable prospecting habits and relationships with prospects that generate qualified pipeline.
• You are a trusted partner to marketing and AEs, actively shaping campaigns and ICP refinement rather than just executing them.
• You have helped document or improve our outbound playbook.

Qualifications & Requirements

Must-have:

• A genuine desire to build a long-term career in sales. This is a launchpad role, not a stopgap.
• Strong written and verbal communication skills.
• Ability to thrive on a high-volume outbound cadence (100+ dials/day) and work cross-functionally with marketing, AEs, and leadership.
• Coachable, competitive, and energized by building something from the ground up.

Nice-to-have:

• Prior SDR, BDR, or summer sales experience.
• Door-to-door sales experience.
• Competitive athletics or sports background.
• Immersive, high-discipline experience (e.g., military service, full-time service programs, or similar).
• Curiosity about or prior exposure to fintech, payments, or trucking/logistics.
• Familiarity with Salesforce, Outreach, Slack, or Google Workspace.

Reporting Structure

This role reports to Sales Leadership, with close day-to-day collaboration alongside our Account Executives and Marketing team. You'll have direct input into how the SDR function is structured and run as we scale.

Compensation & Benefits

• $55,000 to $60,000 OTE
• Meaningful early-stage equity
• Medical insurance
• All hardware and software needed to do your best work
• A front-row seat to building a category-defining payments company from its earliest days