Opal is the only company building the financial infrastructure behind modern advertising.
Every year, brands and agencies move close to a trillion dollars through paid media channels, but the systems managing that spend are outdated, fragmented, and misaligned with how marketing actually works. Credit limits lag behind growth. Finance teams lack platform to platform visibility. Agencies front capital they shouldn’t have to. Everyone wastes time reconciling chaos at month-end.
Opal’s platform fixes this. We give agencies and advertisers a smarter way to fund, control, and track paid media spend using unlimited virtual cards, real-time guardrails, no hassle cashback and built-in workflows designed specifically for marketing and agency ecosystems. A modern Financial company built for the advertising industry - first of its kind.
We’re backed by major financial partners, growing quickly, and solving a problem that gets more painful as companies scale. If you’re excited by real money, real workflows, and a product that sits at the intersection of finance, marketing, and operations - Opal is the place to build.
About the role
As a Sales Development Representative at Opal, you’ll be the first point of contact for brands and agencies exploring a better way to manage spend. You’ll hunt and qualify opportunities, running outbound and inbound qualification, and building pipelines with a highly targeted approach.
This is a role for someone who’s energized by early conversations, loves learning how businesses work, and wants to build the muscle of a repeatable outbound motion in a fast-moving startup environment.
What you’ll do
- Source new sales opportunities through inbound qualification and outbound outreach
- Qualify prospects through consultative conversations while leveraging BANT-style criteria (needs, timeline, stakeholders, budget)
- Grow the top of funnel through warm and cold outbound campaigns (email, phone, LinkedIn, etc.)
- Research agencies and build smart prospect lists (roles like Founder, COO, CFO, Finance Ops, Media Ops, Ops Lead)
- Maintain accurate relationship and activity data in the CRM (e.g. HubSpot)
- Learn Opal’s ICP deeply and get sharp at identifying real pain: fragmented spend, messy approvals, delayed vendor payments, lack of visibility, slow month-end close, etc.
What you’ll need
- Strong written and verbal communication skills
- Excellent listening skills and energetic presence on calls
- Comfort using modern sales + prospecting tools and workflows
- Discipline around tracking performance, improving efficiency, and iterating fast
- Deep interest in understanding how agencies operate (and where money gets stuck)
- A builder mindset: high ownership, high urgency, and comfort operating in evolving process
Nice to have
- Prior experience in customer-facing, sales, or SDR/BDR roles
- CRM and Sales Automation Tool experience (Hubspot and Apollo are a plus)
- Experience selling into agencies, marketing services, or finance workflows
- Experience at a high-growth startup
- Bachelor’s degree (or equivalent experience)
Why Opal
- High-trust role: you’ll shape how Opal grows and how we talk to the market
- Small team, big impact: you spearhead the learnings that directly influence GTM strategy
- Fast feedback loops: test messaging, learn quickly, and see your results in pipeline
- Real product / real pain: Brands and Agencies are constantly under-credited and under-served: low credit limits, little control over what agencies put on company cards, and rewards that don’t match the scale of media spend.
How to Apply
Please submit your resume using the link below. If we want to move forward with your application, you will receive an email with next steps within 24-48 hours.
https://8y7vzqoibam.typeform.com/to/wm0mv3Kq
