Sales Development Representative

Company Description

Scaled Agile, Inc. (SAI) is in the middle of a significant transformation. Long recognized as the provider of SAFe®—the world’s most trusted system for business agility—we are evolving into a broader enterprise training and enablement platform focused on unlocking new growth through AI-driven agility.

Today’s organizations face a massive shift: leaders must deliver value faster, make smarter decisions, and harness AI to stay competitive. Our SAFe and enterprise AI training offerings help do exactly that.

As we expand our partner ecosystem, launch new AI‑Native offerings, and modernize our GTM engine, the Marketing organization is building a next‑generation demand and pipeline function—and the BDR/SDR team sits at the center of it.

SAI is headquartered in Boulder, Colorado. There is no requirement that this person live in Colorado, as we have a virtual team with regular in‑person meetings. SAI is a Pledge 1% corporate philanthropy movement member. Through this program, SAI contributes to the local community and seeks to inspire and encourage other companies to do the same.

We’re seeking a motivated Sales Development Representative who will sit within Marketing and partner closely with Sales, Rev Ops, and our global partner ecosystem to drive top‑of‑funnel engagement.

This role is ideal for someone early in their career who wants to learn modern B2B pipeline generation, work with AI‑powered go‑to‑market tools, and grow into sales, partnerships, or demand generation roles.

Pipeline Generation & Qualification ~70% effort is inbound focused

• Engage inbound leads and proactively prospect into enterprise and commercial accounts.

• Conduct discovery to understand business challenges tied to agility, transformation, and AI adoption.

• Map prospect needs to the right SAFe or enterprise AI training solution.

• Qualify leads into Sales Qualified Opportunities (SQOs) for the sales team.

Outbound Prospecting & Account Insight ~30% is outbound focused

• Execute multi‑touch outbound sequences using email, social, events, and AI‑assisted outreach tools.

• Research accounts, identify triggers, and uncover whitespace opportunities.

• Support Sales with account intelligence and strategic meeting preparation.

Marketing Collaboration & Campaign Activation

• Work with Marketing to convert event, workshop, and campaign leads—including AI‑Native roadshows, SAFe Summits, and partner events.

• Follow up with speed and precision on all high‑intent inbound and event leads.

• Partner with ecosystem leaders to identify co‑sourced pipeline opportunities.

AI‑Enabled Prospecting & Tool Usage

• Leverage AI and AI enabled tools (e.g., Gemini, Apollo, ChatGPT, Gong, Outreach AI, Salesforce Einstein, or similar) to:

  • Personalize outreach at scale

  • Conduct and summarize account research

  • Draft messaging

  li

  intent signals

  • Improve discovery notes and data quality

• Use AI ethically and strategically to enhance effectiveness without losing the human touch.

Tools, Process & Reporting

• Maintain high‑quality data in CRM (Salesforce) and sales engagement platforms.

• Provide back to Marketing on ICP patterns, message resonance, and campaign performance.

• Consistent creation of qualified pipeline aligned to Marketing & Sales goals

• Strong follow‑up velocity and high‑quality discovery

• Clean CRM data, crisp documentation, and reliable process execution

• Continually improving outreach and messaging via AI‑enabled workflows

• Strong collaboration across Marketing, Sales, Partners, and Rev Ops

• 1+ years BDR/SDR, inside sales, or customer‑facing experience (SaaS, training, or B2B preferred)

• Strong communication, storytelling, and active listening skills

• Curiosity about business agility, AI, digital transformation, and enterprise learning

• Comfort using AI tools to accelerate workflows or improve outreach (Gemini, Apollo, ChatGPT, Perplexity, Gong AI summaries, Outreach/Salesloft AI, etc.)

• Ability to manage multiple accounts and activities in a fast‑moving environment

• Coachable, growth‑minded, and resilient—comfortable with iteration and change

• Familiarity with CRM systems and sales engagement tools

• Ability to work…