Sales Development Representative; SDR

Aquila Clouds | Hybrid (On-Site / Remote)

About Us

We're building the future of cloud financial management. As cloud spending continues to explode (projected to reach $1T+ by 2025), engineering and finance teams are drowning in complexity—trying to understand who’s spending what, why costs spike unexpectedly, and how to optimize without slowing down innovation. Our platform helps companies automatically identify and eliminate cloud waste, allocate costs accurately across teams, and make smarter infrastructure decisions, and get more application visibility.

Our customers are enterprise software and SaaS companies spending $1M+ annually on AWS, Azure, GCP, OCI, Huawei and VMware. We have both mid‑enterprise and Fortune 500 customers across the world. We have funding through IA (Top VC in India). We’re at an exciting inflection point—strong product‑market fit, growing customer base, and ready to scale our go‑to‑market engine. That’s where you come in.

The Role

As a Sales Development Representative, you’ll be the first point of contact for companies struggling with cloud cost chaos. You’ll identify and engage with VP Engineering, Head of Platform/Infrastructure, and Fin Ops leaders at high‑growth companies, introducing them to a better way to manage their cloud and AI investments. This isn’t about blasting generic emails. You’ll become a Fin Ops expert—understanding the pain points of infrastructure teams, the economics of cloud computing, the essence of effective workload management, and how to have meaningful conversations with technical decision‑makers.

What success looks like:

• Generate 15‑20 qualified meetings per month with target accounts
• Build pipeline worth $500K in potential ARR each quarter
• Maintain 30%+ connect rate on outbound calls
• Achieve 50%+ meeting show rate through strong qualification and follow‑up
• Contribute to refining our ICP and messaging based on frontline insights

Discovery & Prospecting (40%)

• Research and identify high‑fit target accounts based on cloud spend indicators, tech stack, growth signals, and headcount
• Build targeted lists using tools like Linked In Sales Navigator, Zoom Info, and intent data platforms
• Prioritize accounts showing signs of cloud cost pain (rapid growth, engineering hiring sprees, recent funding)

Outbound Outreach (40%)

• Execute multi‑channel campaigns (email, Linked In, phone) to engage prospects
• Craft personalized messages that demonstrate understanding of their specific cloud environment and challenges
• Handle initial objections and qualify interest level
• Book qualified meetings for Account Executives
• Follow up persistently but thoughtfully—understanding when to nurture vs. push

Qualification & Handoff (15%)

• Run discovery calls to understand prospect’s cloud setup, pain points, and buying process
• Qualify leads using BANT or similar framework (Budget, Authority, Need, Timeline)
• Document detailed notes in CRM to set AEs up for success
• Participate in handoff calls to ensure smooth transition

Learning & Optimization (5%)

• Stay current on Fin Ops trends, cloud provider pricing changes, and industry news
• Test and iterate on messaging, cadences, and channels
• Share learnings with the team to improve overall performance
• Contribute to playbook development and best practices

Required Experience & Skills

• 1‑2 years of experience in sales development, inside sales, or similar customer‑facing role (SaaS/tech preferred)
• Proven track record of consistently hitting or exceeding quota (we want to see numbers!)
• Experience selling to technical buyers (engineers, Dev Ops, platform teams) is a major plus
• Comfortable with high‑volume outbound activity—you’re energized by the hunt, not discouraged by “no”
• Strong written and verbal communication—you can explain complex topics simply and persuasively
• Self‑starter mentality—you don’t wait to be told what to do; you identify problems and solve them

Nice to Have

• Background in engineering, operations, or technical support
• Understanding of cloud infrastructure (AWS, Azure, GCP) and related concepts
• Experience in a startup environment (scrappy, fast‑moving, wear‑multiple‑hats)
• Interest in or knowledge of Fin Ops, Dev Ops, or SRE practices
• Experience with account‑based outreach or ABM strategies

Personal Qualities

• Intellectually curious: You love learning about how things work—cloud architectures, pricing models, why engineering teams make certain decisions
• Coachable: You actively seek feedback and implement it quickly
• Competitive: You want to win and track your metrics obsessively
• Resilient: Rejection doesn’t faze you; you learn from it and keep moving
• Team player: You share wins, help teammates, and celebrate collective success
• Mission‑driven: You care about helping companies waste less money and operate more efficiently