Sales Development Representative

Job Description
Sales Development Representative (Partners + Merchant Direct)
About the Role

We are looking for a high-energy, highly organized Sales Development Representative (SDR) to help expand our partner ecosystem and support direct merchant acquisition. This role sits at the front line of revenue growth - building relationships with referral partners, identifying qualified merchant opportunities, and creating pipeline for the Sales team.

You will work across two core motions:
• Partner-Led Sales - activating, nurturing, and expanding referral partner relationships
• Direct Merchant Prospecting - sourcing and qualifying merchants that fit our platform

This is a high-visibility role where your work directly impacts revenue, partnerships, and market expansion.

What You'll Do
Partner Development

• Engage inbound and outbound partner leads (ISVs, platforms, consultants, agencies, referral partners)
• Maintain consistent communication cadence with active partners
• Educate partners on product capabilities, onboarding process, and ideal customer profile
• Identify partner-sourced merchant opportunities and move them into the pipeline
• Track partner activity and performance inside CRM

Merchant Prospecting & Qualification

• Prospect merchants through outbound channels (email, Linked In, events, industry lists, partner referrals)
• Conduct discovery calls to understand:
  • Business model
  • Payments needs
  • Compliance and regulatory complexity
  • Volume potential and growth profile
• Qualify opportunities and transition to Account Executives or Sales leadership
• Support early deal coordination with onboarding, underwriting, and compliance teams

Pipeline & CRM Management

• Maintain clean CRM records (activities, notes, next steps, deal progression)
• Track outreach metrics and conversion performance
• Support reporting on lead sources, partner activity, and pipeline contribution

Cross-Functional Collaboration

• Work closely with Sales, Partnerships, Marketing, and Onboarding
• Provide feedback on market trends, objections, and competitive intelligence
• Support event follow-up and campaign outreach

Requirements
Who You Are
Core Traits

• Curious and coachable
• Comfortable in a fast-moving startup environment
• Highly organized and process-driven
• Strong communicator (written + verbal)
• Resilient and consistent with outreach

Experience

• 1-3 years in Sales, SDR, Partnerships, or Customer-Facing roles (preferred but not required)
• Experience in fintech, payments, SaaS, or regulated industries is a plus
• Experience working with partners or referral channels is a plus
• Experience using CRM tools (Zoho, Salesforce, Hub Spot, etc.)

What Success Looks Like (First 90 Days)

30 Days

• Complete product and industry training
• Begin outbound and partner outreach
• Run discovery calls with supervision

60 Days

• Independently qualify partner and merchant opportunities
• Consistently hit outreach and meeting targets
• Contribute qualified pipeline

90 Days

• Fully own partner + merchant qualification workflows
• Consistently generate qualified opportunities
• Become a trusted front-line voice of the company

Key Metrics

• Qualified Opportunities Created
• Partner Activation & Engagement
• Meetings Booked
• Pipeline Contribution
• CRM Data Hygiene & Activity Completion

Why This Role Matters

This role is critical to expanding our partner ecosystem and accelerating merchant adoption. You help ensure the right businesses enter the pipeline - improving close rates, onboarding success, and long-term customer quality.

Benefits
Compensation Structure (Example - Adjustable)

• Base Salary + Variable Commission
• Commission tied to:
  • Qualified opportunities created
  • Partner-sourced pipeline
  • Revenue contribution (optional depending on structure)