The Sales Development Representative will prospect new accounts, initiate sales cycles, qualify prospects, and build pipeline for Account Executives through cold calling, email, social selling, and AI-powered outreach. Responsibilities include using intent data and sales intelligence tools, crafting personalized messaging, collaborating with Marketing, meeting activity and opportunity targets, and developing expertise in Cleo’s AI-driven integration platform. The role offers SaaS sales training and advancement into future sales positions.
As a Sales Development Representative, you will play a critical role in supporting the organization’s significant growth while identifying new opportunities for Cleo within prospective accounts. Reporting to Cleo’s Manager of Sales Development, you will be tasked with initiating sales cycles and developing millions of dollars in pipeline for our Sales Team through strategic prospecting and AI-powered outreach. You will become a Cleo product expert, including fluency in Cleo’s AI-driven ecosystem integration capabilities and develop the necessary skills to enjoy a future sales role here at Cleo. This role will require a high level of outbound activity, organization, and smart use of AI tools to maximize your impact.
If you are looking for a career in high-tech/software sales (not just another boring job), then this is the right role for you.
Essential Duties & Responsibilities
- Work in parallel with assigned Account Executive to identify and prospect in-market net new accounts
- Generate new business opportunities through outbound campaign activities, including cold-calling, email, and social selling
- Collaborate with Marketing to drive necessary content creation and any other collateral that will assist in breaking through to targeted accounts
- Continuously improve knowledge of products, industry trends, and sales techniques to enhance sales development skills
- Thoroughly qualify prospects to ensure there is a good fit between Cleo and prospective accounts
- Inspire prospects and create a sense of urgency through clear articulation of Cleo’s value proposition and pain-based selling
- Consistently achieve or exceed monthly opportunity targets
- Attain monthly outbound activity expectations for dials, emails, and total touches against targeted accounts
- Leverage AI-powered intent data and buying signal platforms to prioritize the highest-propensity accounts and personalize outreach at scale
- Effectively craft tailored messaging for specific accounts based on digital activity identified across multiple platforms, including AI-generated insights surfaced through Cleo’s sales tool stack
- Use AI-assisted research and account intelligence tools (e.g., ZoomInfo, Clay, 6sense, or similar) to build hyper-targeted prospect lists and uncover relevant triggers before outreach
- Become proficient in Cleo’s modern sales tech stack: sales engagement and nurturing platforms, AI-powered buying intent tools, and account-based orchestration platforms
- Be part of one of the best on-the-job SaaS sales training programs in the industry, including hands-on enablement on how to sell Cleo’s AI-driven integration platform
AI Fluency Competencies
- Know when and how to use AI in the prospecting workflow: decide which tasks to delegate to AI (research, list building, first-draft messaging, call prep, follow-up) and which require human judgment and relationship-building
- Speak credibly with prospects about how AI and automation are transforming B2B integration and supply chain operations, and connect those trends to Cleo’s platform
- Stay curious and adaptable: proactively experiment with new AI tools and features, and keep your skills current as the technology evolves
Prerequisites
- Have received a bachelor’s degree
- At least one year of related sales experience, demonstrating ability to thrive in a hunter-like sales role
- Effective verbal and written communication skills
- Focus on the positive and strive for continual improvement
- Be results-oriented and driven to carve out a career path within the field of sales
- Display a strong interest in supply chain trends and technology, including how AI and automation are reshaping B2B integration and logistics
- Collaborate and operate well in a fast-paced, team-oriented environment
- Be a quick learner with the ability to solve complex problems
- Adhere to a strong work ethic and maintain a positive outlook
- Enjoy learning about the IT / Software industry
- Comfort using AI tools for prospecting, research, and communication to work smarter and maximize outbound output
- Local candidates only — This role is On-site
- $65,000 annual salary + commission opportunity
- Great Healthcare + Dental + Vision
- Flexible PTO
- Culture of support, encouraging Life-Work balance
- 401k match
- FSA and HSA options
- Employee Assistance Program
- Paid Parental Leave
- Representing a company with 4,000+ clients and a 99% retention rate
- Accelerated title and salary growth potential
- A fun and energetic work environment that makes you excited to go to work every day
We use artificial intelligence (AI) tools to assist in certain stages of our recruitment process, such as resume screening and candidate matching. These tools are designed to support fair and consistent evaluations. If you have questions about this process or would like to request an alternative assessment method, please contact us at [email protected].
Cleo Communications US, LLC is an equal opportunity/affirmative action employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability status, protected veteran status, or any other characteristic protected by law.
Similar Jobs at Cleo
Cloud • eCommerce • Information Technology • Professional Services • Software
Own the technical side of standard B2B SaaS sales cycles, including discovery, solution scoping, demonstrations, POCs, RFP responses, and technical handoffs. Advise customers on EDI, supply chain connectivity, ERP integrations, APIs, and AI capabilities. Collaborate with Sales, Product Management, Customer Success, and Professional Services while managing multiple opportunities and creating reusable presales assets.
Top Skills:
AIAs2EdiEdifactErp SystemsJSONLlmsMachine LearningRestSftpSoapX12XML
Cloud • eCommerce • Information Technology • Professional Services • Software
Own Cleo’s application and product security program across SaaS and customer-hosted products. Lead SSDLC practices, threat modeling, security tooling, vulnerability management, penetration testing, coordinated disclosure, CVE publication, and NIST CSF controls. Define product security standards, roadmap, secure defaults, access controls, and customer-facing advisories. Partner with engineering, product, architecture, and customers while guiding security engineers and consultants. Also establish protections for LLM applications, AI agents, and AI-assisted development workflows.
Top Skills:
Artifact SigningAWSBurp SuiteCi/CdContainer ScanningCveCyclonedxEksGitGithub Advanced SecurityGoIac ScanningJavaJenkinsKubernetesNist Ai Risk Management FrameworkNist Csf 2.0Nist SsdfOwasp AsvsOwasp SammOwasp Top 10 For Llm ApplicationsPolicy-As-CodePythonRbacSAMLSastSbomScaSecrets ScanningSemgrepSlsaSnykSpdxSsoTerraformTypescriptVex
Cloud • eCommerce • Information Technology • Professional Services • Software
Manage customer-facing technology implementation projects from kickoff through closure, owning scope, schedule, budget, quality, risks, and delivery outcomes. Coordinate customers, executives, implementation engineers, and cross-functional teams across multiple concurrent projects. Lead planning, status communication, forecasting, resource management, and budget tracking. Apply and help develop AI-enabled PMO workflows, while communicating the value of cloud-based B2B integration solutions. Travel approximately 15% for customer visits, partner meetings, events, and team planning.
Top Skills:
Artificial Intelligence (Ai)B2B IntegrationCloud ComputingData MovementEdiFile Transfer TechnologiesManaged File Transfer (Mft)Project Portfolio Management (Ppm) Software
What you need to know about the Seattle Tech Scene
Home to tech titans like Microsoft and Amazon, Seattle punches far above its weight in innovation. But its surrounding mountains, sprinkled with world-famous hiking trails and climbing routes, make the city a destination for outdoorsy types as well. Established as a logging town before shifting to shipbuilding and logistics, the Emerald City is now known for its contributions to aerospace, software, biotech and cloud computing. And its status as a thriving tech ecosystem is attracting out-of-town companies looking to establish new tech and engineering hubs.
Key Facts About Seattle Tech
- Number of Tech Workers: 287,000; 13% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Amazon, Microsoft, Meta, Google
- Key Industries: Artificial intelligence, cloud computing, software, biotechnology, game development
- Funding Landscape: $3.1 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Madrona, Fuse, Tola, Maveron
- Research Centers and Universities: University of Washington, Seattle University, Seattle Pacific University, Allen Institute for Brain Science, Bill & Melinda Gates Foundation, Seattle Children’s Research Institute
