Why This Job is Featured on The SaaS Jobs
This Sales Development Representative role stands out in SaaS because it sits at the intersection of account-based go-to-market and data-driven prospecting. Demandbase operates in the B2B revenue intelligence and pipeline automation category, where outbound motion is increasingly shaped by intent signals, buying-group insights, and tighter alignment between marketing and sales systems.
For a SaaS career path, the work builds durable fundamentals that translate across many B2B software models: structured qualification, multi-stakeholder discovery, and disciplined pipeline creation. The emphasis on using account intelligence and modern sales tooling also mirrors how many SaaS companies are evolving SDR teams—from volume-led outreach toward prioritization, relevance, and measurable conversion improvements.
This position fits professionals who prefer methodical research, clear written communication, and iterative improvement based on performance data. It is well matched to early-career sellers who want exposure to complex buying cycles and close partnership with Account Executives, as well as those interested in learning how ABM-style targeting influences day-to-day sales execution in SaaS.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
Introduction to Demandbase:
Demandbase is the only pipeline AI platform that empowers GTM teams to automate growth at scale. With a unified view of data, insights, actions, and outcomes, B2B enterprises can seamlessly align and execute their account-based GTM strategies with confidence. Thousands of businesses trust Demandbase to maximize revenue, minimize waste, and consolidate their data and tech stacks – all in one platform.
As a company, we’re as committed to growing careers as we are to building world-class technology. We invest heavily in people, our culture, and the community around us. We have also continuously been recognized as One of The Best Places To Work in the San Francisco Bay Area by Fortune, and One of The 60 Best Companies To Sell For by Selling Power. Our offices are located in San Francisco, New York, Austin, Seattle, India, and the United Kingdom.
About the Role:
The Sales Development Representative role exists to convert account intelligence and real buying signals into qualified pipeline. The work requires disciplined research, thoughtful outreach, and the ability to engage multiple stakeholders with relevant business context rather than scripted messaging. Success is measured by the consistency and quality of opportunities created and advanced, and by how effectively this role partners with Account Executives to influence early pipeline strategy and deal progression.
Demandbase offers an SDR environment where outbound work is informed by best-in-class account data, intent signals, and buying-group insight. Strong performers develop durable outbound and account-development skills, gain exposure to complex B2B buying cycles, and build a foundation that translates directly into future Account Executive or GTM leadership roles within a category-defining sales organization.
Responsibilities
Generate qualified sales opportunities from a defined set of target accounts aligned to Demandbase’s ICP
Research accounts and buying groups to tailor outreach based on business priorities, intent signals, and GTM context
Initiate first-time conversations through email, phone, and social channels with relevance and precision
Qualify inbound and outbound interest into well-scoped opportunities that meet sales acceptance criteria
Partner with Account Executives to align on account strategy, messaging themes, and follow-up plans
Use Demandbase data and sales tools to prioritize outreach and improve conversion rates
Maintain accurate CRM documentation for activities, contacts, and opportunity context
Continuously refine messaging and approach based on performance data, feedback, and coaching
Qualifications
1–2 years of experience in SaaS sales development or a high-volume outbound sales environment
Experience engaging B2B buyers across multiple roles or stakeholders preferred
Demonstrated ability to write clear, relevant outbound messaging tailored to specific accounts
Comfort working in a data-driven sales environment using modern sales tools
Strong listening skills with the ability to adapt messaging based on prospect responses
Organized approach to managing accounts, follow-ups, and priorities
Experience with Salesforce, Outreach, LinkedIn Sales Navigator, Gong, or similar tools is a plus
Hybrid schedule located in either the Austin, TX or Bay Area
Benefits
Our benefits include options for up to 100% paid Medical and Vision premiums for employees, a flexible PTO policy, paid holidays, and access to mental health and wellness resources. We also provide a 401(k) with pre-tax, after tax, and roth options, as well as short-term/long-term disability, life insurance, and other great benefits.
Our Commitment to Diversity, Equity, and Inclusion at Demandbase
At Demandbase, we believe in creating a workplace culture that values and celebrates diversity in all its forms. We recognize that everyone brings unique experiences, perspectives, and identities to the table, and we are committed to building a community where everyone feels valued, respected, and supported. Discrimination of any kind is not tolerated, and we strive to ensure that every individual has an equal opportunity to succeed and grow, regardless of their gender identity, sexual orientation, disability, race, ethnicity, background, marital status, genetic information, education level, veteran status, national origin, or any other protected status. We do not automatically disqualify applicants with criminal records and will consider each applicant on a case-by-case basis.
We recognize that not all candidates will have every skill or qualification listed in this job description. If you feel you have the level of experience to be successful in the role, we encourage you to apply!
We acknowledge that true diversity and inclusion requires ongoing effort, and we are committed to doing the work required to make our workplace a safe and equitable space for all. Join us in building a community where we can learn from each other, celebrate our differences, and work together.
Unsolicited Submissions
At Demandbase, we value thoughtful partnerships and direct connections with candidates. We’re not accepting unsolicited resumes or outreach from third-party recruiting agencies. Any unsolicited submissions will not be reviewed, and no fees will be paid.
