📢 We're Hiring: Sales Development Representative (SDR)
🏢 Tough Leaf | 📍 Remote (US) | 💼 Reports to: VP of Sales, Neah Brooks
💰 Base Salary: $60,000–$75,000 | OTE: $75,000–$120,000 (base + variable)
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ABOUT TOUGH LEAF
Tough Leaf is a fast-growing construction tech company helping general contractors source, vet, and manage certified subcontractors through a mix of SaaS and managed service offerings. We're redefining how the industry approaches compliance, vendor diversity, and subcontractor management — combining deep data with automation to make sourcing faster, smarter, and more transparent.
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THE ROLE
As a Sales Development Representative (SDR), you'll be the first point of contact for new prospects and a key driver of pipeline growth. You'll work closely with our VP of Sales to identify new opportunities, engage target accounts, and set up qualified meetings that move deals forward. This role requires high activity levels, strategic thinking, and the ability to translate curiosity into meaningful conversations.
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RESPONSIBILITIES
📞 Prospecting & Outreach
• Make a minimum of 150 outbound calls per week (≈30/day), with logged outcomes in Salesforce and Gong.
• Add 50+ new contacts per week to active outreach flows using a mix of calls, emails, and LinkedIn.
• Research and add at least 20 new contacts per month via ZoomInfo for account expansion.
• Maintain a diverse outreach mix — no single-channel prospecting.
📈 Pipeline Development
• Identify, qualify, and nurture leads within assigned territories or verticals.
• Set and confirm meetings for the VP of Sales and AEs.
• Assist in early-stage discovery calls, capturing key information before handoff.
• Keep Salesforce clean, accurate, and fully updated — every lead, call, and opportunity logged.
🤝 Collaboration & Follow-Through
• Partner with the VP of Sales and the marketing team to improve outbound messaging and cadence performance.
• Provide feedback on messaging effectiveness and lead quality.
• Attend weekly pipeline reviews and participate in ongoing sales training.
• Follow the sales playbook for call prep, professionalism, and communication standards.
🚀 SaaS Expansion (after 90-day probationary period)
• Convert qualified leads into SaaS trial users and support onboarding during early access.
• Depending on experience and performance, close self-service or lower-tier SaaS deals under the VP of Sales guidance.
• Earn additional commission for SaaS deals closed directly.
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QUALIFICATIONS
✅ Actively employed for 1+ years as an SDR at a construction tech SaaS start-up (2+ years preferred)
✅ Proficient understanding of the construction industry, especially preconstruction.
✅ Proven track record of high-volume outbound calling and meeting generation with cold prospects.
✅ Excellent written and verbal communication skills, with a warm, consultative phone presence.
✅ Proficient in Salesforce, Gong, and outreach tools (ZoomInfo, LinkedIn Sales Navigator, etc.).
✅ Self-motivated, organized, and comfortable operating in a remote startup environment.
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COMPENSATION & BENEFITS
💵 Base salary of $60k–$75k
🎯 OTE (base, commission, and bonuses) of $75k–$120k
🏠 Remote work
💻 Company-provided remote work equipment
🏥 Excellent, high-quality company-paid medical insurance
🦷 Heavily subsidized dental, vision, life insurance, and other optional benefits
🏖️ PTO/Vacation, Sick Days, Paid Holidays
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VARIABLE STRUCTURE
📌 $100 per qualified meeting booked and attended (with decision-maker or manager/C-Suite champion).
📌 $500 bonus for SDR-sourced demos that turn into a closed contract (earned upon first contract payment from client).
📌 15% commission on SaaS revenue closed by the SDR once authorized by the VP of Sales (after 90-day probationary period).
📌 Quarterly activity bonuses for exceeding call, meeting, and conversion goals.
Core SDR Metrics — Meetings & Pipeline Generation:
• Qualified Meetings Booked & Attended: 3 per week (≈12/month) | $100 per meeting attended + additional $50 bonus per demo beyond the 12th qualified demo per month. Meetings must meet the qualification criteria (decision-maker or influencer/champion, confirmed GC/large specialty sub, discovery-worthy). No-show or unqualified meetings don't count.
• Opportunity Advancement Bonus: $500 per opportunity that moves to a closed deal. Paid once the AE or VP of Sales validates advancement and Salesforce stage is updated. Encourages SDRs to pursue high-quality prospects rather than just volume.
• Monthly Activity Bonus: 200+ calls/week & 50+ new contacts added | $500/month. Awarded if weekly targets are exceeded every week in the month and Salesforce hygiene is clean (no unlogged activity).
SaaS Conversion Commissions:
• Trial → Paid Conversion (Closed by AE): 5% of ARR. SDR originated and nurtured the opportunity through discovery and trial. Once closed by VP of Sales or another AE, SDR earns a commission based on annual SaaS deal value.
• Trial → Paid Conversion (Closed by SDR): 15% of ARR. Once approved by VP of Sales, SDRs may close smaller SaaS deals independently and earn higher commission.
Quarterly Performance Bonuses:
• Tier 1: Exceeds meeting & pipeline goals by 20%+ for 2 consecutive months | $1,000 bonus. Rewards consistent top performance.
• Tier 2: 15%+ close rate, averaged over the quarter | $500 bonus. Recognizes quality engagement and lead nurturing.
• Tier 3: Team-based goal hit (quarterly SaaS or revenue target) | $250 bonus. Encourages collaboration across SDR + AE teams.
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WHY TOUGH LEAF
🌱 Fast-growing company tackling one of construction's biggest challenges: equitable and efficient subcontractor sourcing.
🎯 Career path toward the Account Executive role in 12–18 months.
🏆 Direct mentorship from senior leadership and exposure to enterprise deal cycles.
