As a Sales Development Representative, you'll focus on outreach and pipeline generation, leveraging AI tools and CRM to target buyers, book meetings, and manage metrics effectively.
Company Description:
FrontlineIQ™, an UP.Labs company is an AI sales coaching platform built for the world of in-person selling — retail, automotive, wireless, and financial services. Our platform combines voice-based AI roleplay (Theo) and real-time floor coaching (Live Coaching) to measurably change sales behavior and improve financial performance at scale.
We work with marquee customers including Ashley Furniture, Sleep Country, Nebraska Furniture Mart, and Hyundai. We're a seed-stage company in high-growth mode, preparing for a Series A - and we move fast.
We're backed by UP.Labs, a venture studio that partners with leading enterprises to build technology companies from the ground up.
The Opportunity:
Our sales pitch is working. Our ICP is responding. The gap is volume. We need consistent, high-quality outreach to keep the funnel full. The CEO is currently running sales, and we're not looking for management overhead — we're looking for a sharp, execution-focused SDR who treats pipeline-building as a craft. You'll own top-of-funnel, build outreach infrastructure, and scale prospecting using modern AI sales tools.
This is not a support role. You'll have direct access to the CEO, real influence on the GTM motion, and full ownership of the outbound engine from day one.
What You'll Own:
Outreach & Pipeline Generation
- Build and continuously refine a multi-channel outreach engine (LinkedIn, email, phone) targeting VP/Director/C-suite buyers at mid-to-large retail chains and automotive groups
- Use AI SDR tools (Clay, Apollo, Instantly, Amplemarket, or equivalent) to automate, sequence, and personalize outreach at scale
- Maintain a healthy daily cadence of outbound touches and book qualified discovery calls for the CEO and growing sales team
- Own your pipeline metrics — contacts sourced, emails sent, reply rates, meetings booked — and optimize relentlessly
LinkedIn & Social Selling
- Execute a LinkedIn-first strategy: targeted connection campaigns, personalized DMs, content engagement, and Sales Navigator workflows
- Identify and track buying signals (job changes, company growth, hiring activity) to prioritize outreach timing
- Support the CEO's personal LinkedIn presence with strategic engagement to amplify brand visibility
HubSpot & CRM Ownership
- Own HubSpot hygiene — contacts, companies, sequences, and deal stages kept clean and current
- Build and maintain HubSpot sequences, workflows, and reporting dashboards that give full pipeline visibility
- Instrument the funnel so leadership can always see what's working and what's not
Content-Led Outbound
- Leverage FrontlineIQ's case studies, ROI data, and thought leadership to personalize outreach — not spray-and-pray
- Draft compelling cold email and LinkedIn copy that speaks to the pain points of VP Sales, Regional VPs, and HR/L&D leaders in physical retail
- Identify gaps in the prospecting conversation and surface content needs (specific verticals, common objections)
What We're Looking For:
Non-Negotiables
- 1–3+ years in an SDR, BDR, or outbound sales role — ideally in B2B SaaS
- Demonstrated ability to self-manage: you set your own daily targets, track your own metrics, and don't need to be told to follow up
- Hands-on experience with HubSpot (or similar CRM) — you know how to build sequences, not just use them
- Comfortable using AI-powered tools to research, personalize, and scale outreach (Clay, Apollo, ChatGPT, etc.)
- Strong written communication — your cold emails actually get replies
- High standards for organization: your CRM is always current, your follow-ups always happen on time
Strong Assets
- Experience selling to retail, automotive, or multi-location enterprise businesses
- Familiarity with LinkedIn Sales Navigator and social selling techniques
- Prior experience at an early-stage startup where you had to build the process, not just follow one
- Track record of booking qualified meetings at a consistent weekly pace
What This Role Is Not
We've been deliberate about where this role sits:
- This is not a "Head of Sales" title at a startup still figuring out its pitch — we've done that work and the motion is working
- We're not looking for someone who needs significant marketing support or a full team before they can generate pipeline
- We don't need strategy — we need execution. If you're most energized by building decks and playbooks rather than running outreach, this isn't the right fit
- Autonomy is expected. If you need daily direction to know what to work on, this role will be frustrating for both of us
Compensation & Details:
- Base + Commission on meetings booked and deals sourced — structured to reward execution
- Equity: Options available — we want you invested in the outcome
- Reporting to: CEO
Why Join FrontlineIQ™
- You'll work directly with the CEO and have real influence on the GTM motion from day one
- Our product genuinely works — we have anchor customers, strong NPS, and measurable ROI. You'll be selling something you can believe in
- We're building a category. In-person sales is a massive, underserved market for AI coaching
- Early employees are well-positioned as we grow into Series A and beyond
UP.Labs San Carlos, California, USA Office
655 Skyway Rd., San Carlos, CA, United States, 94070
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