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Reindeer AI is building an agentic AI platform that helps enterprises transform complex business workflows into AI-powered operations. You will build and lead the sales development function in the US, owning team hiring, coaching, playbook development, and quota attainment.
The role requires managing a technical sales motion into enterprise accounts with multi-stakeholder buying committees and six-month+ sales cycles. Your responsibilities include:
**Hiring & Team Building**
Define the SDR profile, source and interview candidates, and onboard new reps. You will scale the team over 12 months and own the quality bar for every hire.
**Coaching & Development**
Conduct weekly call reviews, provide live call coaching, give written feedback on outbound copy, develop ramp plans, and create individual performance plans for reps off pace.
**Playbook Development**
Write and iterate on sequences, talk tracks, objection handling, and account research standards based on data and results.
**Targets & Pacing**
Set quarterly qualified-meeting quotas with monthly sub-targets, track weekly pacing, and flag pipeline risk early.
**Pipeline Quality**
Work with Account Executives on qualification gates, handoff standards, and recovery plays for stalled meetings.
**Systems & Reporting**
Partner with marketing ops on HubSpot routing, lead status definitions, meeting tagging, and dashboards to ensure reporting integrity.
The sale is technical and multi-stakeholder. Prospecting requires reps who can credibly discuss how enterprise teams run processes today and how AI transforms business operations.
**Requirements**
- 6+ years in B2B SDR or BDR roles, including 2+ years leading a team (as manager, team lead, or player-coach)
- Enterprise sales experience: multi-stakeholder deals, 6+ month sales cycles, six-figure ACVs
- Track record of hiring and ramping reps with documented examples of people developed and performance improvements
- Comfort with technical products; ability to learn how AI agents handle specific workflows (e.g., accounts payable exceptions) and explain to business stakeholders without requiring a demo
- Fluency with CRM and sequencing tools; experience with AI tools for GTG and pipeline generation
**Nice to Have**
- Experience selling AI or automation products
- Domain exposure to financial services or logistics
- Early-stage startup experience (seed/Series A) where playbook did not exist
