## About Cargo
At Cargo, we're redefining how teams execute GTM by making them leaner, faster, and engineer-driven. Cargo is the infrastructure layer teams use to build, run, and scale their AI-powered GTM org: agents, workflows, and custom applications that power how a revenue team actually operates.
We sell this infrastructure to GTM orgs, but we run our own pipeline on it. That means our own sales motion is a live proof point of the product. AI and automation handle the repetitive, low-leverage work internally, so our team can focus on the conversations that actually move deals forward.
We're a small team building fast, and we eat our own dog food — Cargo's own pipeline runs on Cargo.
## Role Summary
We're hiring our first Sales Development Representative to help build the top of our funnel, working directly with our founders and our Head of Revenue.
This isn't a role where you're manually prospecting using ten different tools. Cargo's AI and automation handle lead identification, enrichment, and routing, and Tier 2 and 3 accounts flow through automated multi-channel sequences. Your job is the part AI can't do: the strategic, high-value human outreach that breaks through the noise on Tier 1 accounts, the judgment calls on messaging, and the conversations that turn a cold lead into a qualified opportunity.
Automation doesn't shrink the role — it raises the ceiling on what one person can produce. You'll work in the system daily, not just execute it: tuning sequences, flagging what's converting and what isn't, and feeding that signal back into the playbook.
This is also an explicit path to Account Executive. Prove you can generate and qualify pipeline that closes, and you'll be first in line to carry your own quota as we scale the sales team.
## What's Different About This Role
🚀 **Human effort where it counts.** Cargo handles enrichment, sequencing, and signal monitoring on lower-tier accounts. You spend your time on high-value manual outreach — calls, personalized emails, and social touches — where a human actually changes the outcome.
🏆 **Direct line to leadership.** You're not tossing meetings over a wall into a black box. You'll work closely with our co-founder Max and our Head of Revenue to trade insights on objections, what's resonating, and where deals are getting stuck. That feedback shapes the outbound playbook in real time.
💡 **Less admin, more selling.** No manual list-building, no CSV wrangling. Leads arrive pre-scored and tiered; you decide how to work them.
📈 **A real track to AE.** This role has a defined growth path. Strong performance means you're building toward carrying your own pipeline and quota, not stuck doing SDR work indefinitely.
## Key Responsibilities
* Research, identify, and prioritize high-value leads within our target market, using Cargo and automated workflows to cover more ground than a manual process allows.
* Own strategic, human-led outbound — calling, personalized email, and social outreach — on Tier 1 accounts where a tailored approach matters most.
* Run and tune the AI-assisted workflows behind Tier 2/3 outreach, and refine them based on what the data shows is and isn't working.
* Qualify inbound and outbound leads against our ICP before handing off for a deeper sales conversation.
* Share prospect feedback, objections, and market trends with Max and our Head of Revenue, and jointly refine messaging.
* Monitor and report on KPIs — meetings booked, lead quality, conversion rates, and outreach effectiveness.
## What We're Looking For
**Experience & Skills**
* Prior outbound B2B sales experience (SDR/BDR or equivalent), with a track record of booking qualified meetings.
* Comfortable operating and iterating on AI-assisted sales tools and automation. You don't need to have built these systems, but you know how to run and tune one.
* Not afraid to pick up the phone. Calling still works when done right, and you know how to break through the noise.
* Strong written and verbal communication skills in English.
**Mindset**
* High agency. You treat your pipeline like it's your business, not a list of tasks.
* Curious. You ask sharp questions and dig for insight instead of running the same script on every call.
* Self-motivated. You thrive independently and as part of a lean, fast-moving team.
* Coachable and ambitious. You want this role to be a launchpad — you're here to prove you can close, not just book meetings.
* Comfortable with ambiguity. As one of our earliest sales hires, you'll help define the playbook, not just follow one.
## How We Measure Success
* **Qualified meetings booked** — volume and quality against ICP.
* **Meeting-to-opportunity conversion** — are the meetings you book actually turning into workable pipeline.
* **Outreach effectiveness** — response and conversion rates across your owned sequences and channels.
* **Playbook contribution** — the insights and iterations you bring back that make the whole motion sharper.
## Why You Should Work With Us
🚀 **Standard Benefits**
* Travel & team-building — annual team offsite and other team-building events.
* "We Got Your Back" Budget — covers daycare, new glasses, taxis, whatever helps you work better.
* Growing You Budget — for courses, tools, coaching, or new skills.
💎 **Unique Perks**
* Equity for everyone — all full-time employees get a stake in Cargo.
* Workspace budget — set up your ideal desk.
* Team dinners & meetups — on us.
* A real path to AE — this role is designed to grow into full-cycle ownership.
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Cargo is an equal opportunity employer and does not discriminate on the basis of race, religion, national origin, gender, sexual orientation, age, veteran status, disability, or other legally protected status.
Visa sponsorship is not available for this role.
