About Vanillasoft
Vanillasoft is one of the industry’s most differentiated sales engagement platforms. It empowers sales teams to respond to leads faster, interact more consistently, and generate more qualified sales opportunities. Thousands of users rely on Vanillasoft’s sales cadence automation to drive speed-to-lead, persistence, productivity, and revenue per rep.
The Role
This is, first and foremost, a hunter role.
As a Sales Development Representative, your mission is to source and secure high-quality first meetings for our Account Executives - AE-led discovery and demo conversations that prospects actually attend and that become real pipeline. You will prospect into target accounts, qualify inbound interest, and hand off well-prepared opportunities to your AE partners.
We measure success by outcomes, not activity. You are rewarded for demos that are held, that convert to pipeline, and that ultimately close - with the highest reward reserved for opportunities you source yourself through outbound prospecting.
What Success Looks Like
Your performance is measured on the following outcomes, which align directly to the SDR Incentive Compensation Plan:
- Credited Held Demos: 40 per month; 480 per year (annual quota)
- Source mix: Approximately [70%] outbound / [30%] inbound
- Pipeline conversion: At least [85%] of held demos progress beyond the Qualified stage (measured on a trailing quarter)
- Closed-won conversion: Held demos that convert to Closed Won within [180] days
- Salesforce accuracy: Complete, accurate records on every booked and held demo; RevOps-flagged errors corrected within [5] business days
ResponsibilitiesOutbound prospecting (primary focus)
- Research and target Mid-Market and Enterprise accounts and buyers in collaboration with your AE partners and Marketing.
- Run multi-channel outreach - phone, email, text, and social selling (e.g., LinkedIn) - to start genuine two-way conversations with decision-makers.
- Generate the majority of your booked demos (target ~[70%]) from your own outbound prospecting.
- Use Vanillasoft throughout your workflow to manage cadences and track lead progression, and become a credible subject matter expert on the value Vanillasoft brings to sales teams.
Inbound qualification
- Respond quickly to inbound leads from marketing and self-service channels (e.g., Qualified.com, web forms, content).
- Run SDR-led qualification (discovery) conversations to confirm fit against our ideal customer profile, persona, problem, and timing before booking an AE meeting.
- Book qualified prospects onto AE calendars only when the opportunity genuinely warrants pursuit.
Booking and AE handoff
- Book the first AE-led meeting (discovery or combined discovery/demo) with a confirmed date, time, and meeting link on the AE’s calendar.
- Join the AE-led meeting to make introductions and provide context from your earlier conversations, while the AE leads the conversation.
- Convert the lead to a Contact, Account, and Opportunity in the AE’s name at the Qualified stage, and capture discovery notes using the [MEDDPICC] framework.
- Keep prospects engaged and on track between booking and the scheduled meeting.
No-show rescue and AE assistance
- Act quickly when a prospect doesn’t join a scheduled meeting - re-engage promptly after the scheduled start and work to get the meeting rebooked and held within [10] business days.
- Support AEs on request with multi-threading: booking meetings with additional stakeholders and buying committee members on active opportunities.
Events and brand advocacy
- Represent Vanillasoft at trade shows, conferences, and on social media as a brand evangelist.
- Conduct outreach before, during, and after events, and follow up on event leads according to their assigned follow-up priority.
Salesforce and data integrity
- Maintain Salesforce as the system of record: complete all required demo fields (Demo Booked By, Demo Booked For, seat count, appointment date and time) and source on every booking.
- Ensure every AE meeting is scheduled on the AE’s calendar, synced to Salesforce, and recorded in Gong, Zoom, or another approved system.
- Record outreach, dispositions, and source accurately and honestly. Accurate records are a core requirement of this role.
Collaboration
- Partner closely with AEs on account targeting, handoffs, and opportunity strategy.
- Work with Marketing and Sales leadership to refine messaging and the best ways to communicate our brand value.
- Work with RevOps to review monthly commission statements and promptly resolve any data or crediting questions.
Qualifications
- Early in your sales career and ready to make a name for yourself in one of the fastest-growing software segments.
- Comfortable cold calling and starting conversations with people who have never heard of Vanillasoft.
- Able to create and manage your own prospecting schedule and deliver results with minimal supervision.
- Confident and enthusiastic speaking with prospects by phone and over video.
- Disciplined with detail - you keep a clean CRM and follow process because you know it drives results.
- Someone who understands the value technology provides to businesses.
- A lifelong learner who comes into every opportunity ready to learn and improve.
- A team player: at VanillaSoft we win as a team, so collaboration with AEs and colleagues is crucial.
- Competitive: we believe in friendly competition and want people who take pride in leading the pack.
Nice to have
- [6–12] months of experience in SDR, BDR, appointment setting, or inside sales, ideally in B2B SaaS.
- Experience with Salesforce and sales engagement tools; familiarity with qualification frameworks such as MEDDPICC.
- Bilingual English/French.
Compensation
This role combines a competitive base salary with uncapped variable pay that rewards real, completed outcomes. Full details are set out in the SDR Incentive Compensation Plan and your individual offer or Quota & OTE Letter.
- Held-demo credit: Earned on every credited held demo. Outbound demos pay twice the inbound rate. Paid monthly.
- Closed-won kicker: Additional credit when a held demo converts to Closed Won within [180] days. Paid quarterly.
- AE Assistance credit: Flat credit for rescued no-shows and AE-requested stakeholder meetings that are held. Paid monthly.
- Accelerators: Up to [1.5x] on held-demo credit for exceeding quarterly quota, subject to a pipeline conversion quality gate.
- Ramp: Guaranteed minimum on variable pay during the first [3] months while you build your pipeline.
- SPIFs: Periodic incentives, including event-based SPIFs, announced in writing.
What Your Future Looks Like
- A clear path toward an Account Executive role based on performance.
- Opportunities to participate in trade shows and face-to-face client meetings.
- Opportunities for leadership positions as the organization grows.
What’s In It for You
- Uncapped earning potential that rewards quality pipeline.
- A team environment
- Health insurance benefits.
Vanillasoft is an equal opportunity employer. Accommodations are available on request at any stage of the hiring process. Please contact hr@vanillasoft.com
Attitude and aptitude take precedence over a perfect technical match.
