Sales Development Representative

Added: April 9, 2024
About DroneDeploy

Build with certainty, operate with confidence. That’s why thousands of construction, oil and gas, and renewable energy companies use DroneDeploy on a daily basis. We help them automate reality capture using drones, robots, and 360 cameras – combining this data in one platform for AI-powered analysis. From aerial and ground views of construction progress to automated gauge readings and methane leak detection, DroneDeploy is shaping the future of reality capture.

At DroneDeploy, we thrive in a remote-first culture, powered by innovation. Growth is limitless, and employee contributions matter. With accolades as a Best Place to Work in the SF Bay Area and a spot on America’s Best Startups list, our team is dynamic, purpose-driven, and dedicated to delivering top-tier reality capture software. We cultivate an environment of opportunity. Our dynamic growth is fueled by the diverse range of ideas nurtured by our team. This is why our commitment to internal advancement is profound. A multitude of paths for professional and personal development are available, where flexible schedules, family-friendly benefits, and remote work options propel our team's journey.

Sales Development Representative (SDR) will be the first point of contact for prospects who express interest in DroneDeploy and schedule qualified discovery meetings for our Account Executives (AEs). The SDRs will work directly under the Sr Manager of Pre-Sales to act as a key partner between marketing and sales. In this role, SDRs will prioritize inbound follow-up to prospects from marketing’s lead generation campaigns and share feedback on campaign effectiveness. SDRs will also provide support directly to our AEs to target companies in various industries and perform outbound activities; cold calling, emailing, social engagement, etc. You will play an integral role in bringing DroneDeploy to new mid-market and enterprise businesses, plus expanding our growing customer base.


  • Achieve and exceed your monthly and quarterly goals for generating qualified opportunities to power the sales pipeline.
  • Provide the best possible customer experience to all inbound prospects (leads) from net new and existing customer accounts by following procedures to ensure assigned leads are engaged and moved through the qualification process.
  • Qualify prospects based on the established criteria of Situation, Pain, Impact, Critical Event, and Decision (SPICED framework) and gather any other critical sales intelligence.
  • Schedule and coordinate discovery meetings between the Account Executive team and decision-makers at new companies or existing customer accounts.
  • Maintain strong overall outreach activity levels to facilitate success (calls, emails, live chat, video meetings, and LinkedIn messages).
  • Proactively provide feedback on workflows, sales tools, lead quality, and results from marketing campaigns.
  • Work closely with the sales and marketing teams to continuously improve demand generation processes and best practices.
  • Research intent signals to find companies considering our products and services or similar solutions on the market. Use data enrichment tools to generate new leads and engage in personalized outreach.
  • Work in partnership with an Account Executive to build account strategies, territory plans, and successfully close new business opportunities.


  • Have previous inbound and outbound sales or sales development experience (1+ years).
  • Demonstrated success in achieving quota as an SDR or similar role in a SaaS environment.
  • A consistent track record of performance in creative, strategic outreach via personalized emails, phone calls, and videos.
  • Prior experience in using sales tools such as Salesforce, Outreach, Drift, 6sense, Zoom, LinkedIn/Sales Navigator, and Zoominfo.
  • Self-aware, coachable, able to implement feedback in the moment and to overcome challenges.
  • Intellectually curious and open to bringing your own unique flavor to the SDR role.
  • You share our values and work in accordance with those values: Build Trust, Simplify, Make It Happen.
  • Able to work between Monday - Friday, 8:00 am to 5:00 pm PT.
  • Able to work 100% remote / In-office at least 1 time a quarter for team building. If local to the SF Bay Area, open to more meetups with the local team for working sessions/training.
  • Must be able to travel domestically up to 25% of the time for events and trade shows.

What success will look like in this role:

  • Deliver consistently against quota, despite imperfect systems and processes.
  • Keeping the inbox at zero while executing meaningful and prompt responses to our prospects.
  • Have the desire and drive to manage a high volume of daily activities; calls, emails, live chat, video meetings, and LinkedIn messages.
  • A strong communicator (verbal and written), with active listening skills and the ability to handle objections and educate prospects in a consultative manner.
  • Extremely detail-oriented and effective note-taker to communicate account status and progress to management.
  • Excellent time management with the ability to multitask, prioritize, and easily adapt to changing needs of the company

$66,600 - $76,500 a year

The base salary range reflects our Tier 1 compensation band, which includes the state of San Francisco, CA. The base salary range may adjust if hired outside a Tier 1 location as our pay bands are based on geolocation. The salary offered may vary based on meeting position requirements, skills, experience, position level, and location. In addition to the base salary, we offer an annual variable, equity, employee benefits, and programs.

Employee Offerings & Benefits include:

(may vary by location)

Innovative company culture

Drone pilot certification

Flexible work schedules

Flexible work location

Family paid leave

Paid healthcare for employees

Professional development & career advancements

Wellbeing activities (live & on-demand)

Flexible paid time off

Employee referral bonus

Commuter savings

DroneDeploy is an equal opportunity employer.

All DroneDeploy employees are responsible for assisting in protecting the company and customer data by following information security policies and procedures.

Please refer to our Recruitment Privacy Notice for information about privacy during the recruiting process.