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Dovetail is a Customer Intelligence Platform that unifies fragmented customer feedback from sales calls, support tickets, and research into a single AI-powered layer. Founded in 2017 with 100+ employees across Sydney and San Francisco, Dovetail serves thousands of teams from Fortune 500 companies to innovative startups.
You'll be a founding member of Dovetail's SDR team, responsible for building the top-of-funnel pipeline generation engine. This is a hands-on role where you'll identify and engage prospects across the total addressable market using multi-channel outreach (email, phone, social, video). You'll work closely with Account Executives, Marketing, and RevOps to develop effective messaging, lead scoring, and ABM-style campaigns targeting enterprise prospects.
Key responsibilities include: proactively researching and engaging prospects; partnering cross-functionally to refine messaging and lead qualification; taking a consultative approach to uncover pain points and articulate the value of an AI-first insights platform; leveraging tools like HubSpot, Clay, Mixmax, and Sales Navigator; documenting repeatable processes and A/B testing messaging; qualifying and handing off high-quality meetings to Account Executives; and representing Dovetail's brand with empathy and curiosity.
You'll bring 1–3 years of SDR or BDR experience in B2B SaaS, ideally at early-stage or scale-up companies targeting product, design, or research personas. You understand how mid-market and enterprise organizations make purchase decisions and can navigate complex account maps. You're fluent with CRMs (HubSpot/Salesforce), prospecting tools (Sales Navigator, Clay, Apollo), and sequence builders (Mixmax, Outreach). You're analytical, data-driven, and comfortable tracking KPIs like meetings set, pipeline influence, and conversion rates. You communicate with clarity and precision, positioning value around customer context. You have high agency, a growth mindset, and genuine curiosity about research, product development, and design.
Success means achieving 100–120% monthly pipeline and meeting targets, demonstrating fluency in Dovetail's mission and product story, developing repeatable outbound processes, and building seamless partnerships across teams. You'll work directly with senior leadership to shape go-to-market strategy and have a clear path to Account Executive or Growth roles within 12–18 months. The role includes structured onboarding with product certification, storytelling, and objection-handling training, plus exposure to best-in-class productivity tools.
