Sales Development Representative

About this role

BetterCloud is the market leader for SaaS Operations, enabling IT professionals to transform their employee experience, maximize operational and spend efficiency, and centralize data protection. With no-code automation enabling zero touch workflows, thousands of forward-thinking organizations like Global Payments, DraftKings, and CloudFactory now rely on BetterCloud to automate processes and policies across their cloud application portfolio.

With 10+ years experience pioneering the SaaS Operations movement, BetterCloud now serves the world’s largest community of SaaSOps experts. As host of Altitude, the industry’s leading SaaSOps event and publisher of The State of SaaSOps Report, the category’s definitive market research, BetterCloud is recognized by customers (G2) and leading analyst firms (Gartner and Forrester) as the market leader in SaaS Operations Management. BetterCloud is backed, among others, by some of the best technology investors.

ABOUT THE ROLE

BetterCloud is looking for a Sales Development Representative who treats AI as a core part of how they prospect, not an afterthought. This is a dedicated outbound role: you will open conversations with IT and security leaders who are wrestling with sprawl across their AI, SaaS, and cloud environments, and you will help them see how BetterCloud brings governance to all three.

You will work directly with a Sales Director and Account Executives to build and execute targeted outbound plays. The bar is not activity for its own sake, it is qualified pipeline built through sharp research, relevant messaging, and AI-assisted workflows that let you personalize at scale. If you get energy from experimenting with new tools, testing messaging, and having credible conversations about a genuinely complex problem, this role is built for you.

WHAT MAKES THIS AN AI-DRIVEN SDR ROLE

We expect you to adopt, explore, and continuously improve AI tooling that makes your outbound sharper and faster. This is a differentiator we screen for, not a nice-to-have:

- Build and use AI workflows for account research, list-building, lead scoring, and pre-call briefs.

- Draft and iterate messaging with AI across email, LinkedIn, and call scripts, then refine based on reply and conversion data.

- Automate the repetitive so human time goes to high-value conversations, connecting AI tools with the CRM and sales-engagement stack.

- Share what works. Document winning prompts, plays, and workflows so the whole SDR team levels up.

- Use AI responsibly, keeping data handling, accuracy, and brand voice in check – fitting for a company that sells governance.

THE THREE AREAS YOU WILL PROSPECT INTO

You will identify and engage leads across BetterCloud's full governance portfolio, and be able to speak credibly to how these problems connect:

AI GOVERNANCE

- Speak to the risks of AI sprawl: shadow AI tools, ungoverned copilots and agents, data exposure, and the lack of visibility into who is using what.

SAAS GOVERNANCE

- Speak to SaaS sprawl: redundant and unmanaged apps, orphaned accounts, over-provisioned access, wasted spend, and offboarding gaps.

CLOUD GOVERNANCE

- Speak to cloud mismanagement: misconfigurations, access and identity risk, and cost and compliance drift across environments.

The connective thread: AI, SaaS, and cloud sprawl are the same underlying problem – too many tools, identities, and permissions, with too little visibility and control. You will help IT leaders see that a single governance approach beats stitching together point solutions.

WHAT YOU'LL DO

- Own outbound prospecting into target accounts through cold calls, email, LinkedIn, and video – this role is outbound-focused, not inbound.

- Research accounts and identify decision-makers and influencers (IT, security, and infrastructure leaders), pinpoint a need, and set up qualified meetings for your Sales Director and aligned Account Executives.

- Run high-level, consultative conversations with senior IT and security executives about AI, SaaS, and cloud sprawl.

- Partner with your Sales Director to design, test, and refine outbound plays and messaging by segment and persona.

- Hit and exceed monthly targets for qualified meetings and pipeline generated.

- Maintain prospecting status, data integrity, and accurate forecasting in Salesforce (source of truth).

- Continuously experiment with AI tooling to improve targeting, personalization, and conversion.

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ABOUT YOU

- 2 - 4 years of outbound sales development or prospecting experience, ideally in B2B SaaS.

- Demonstrated fluency building or using AI tools in a real workflow – you can point to how AI has made your work better, not just that you have tried it.

- Strong prospecting instincts and the resilience to keep going – “no” doesn't scare you.

- Able to hold high-level conversations with senior executives and translate a technical problem into business value.

- Curious and coachable, thriving in a fast-changing environment and picking up new tools quickly.

- Quantitative track record of exceptional performance against quota.

- Excellent written and verbal communication; you can personalize at scale without sounding generic.

NICE TO HAVE

- Experience selling or prospecting into IT, security, or IT Ops buyers.

- Familiarity with IT/SaaS/security concepts: SaaS management, IAM, cloud security, or governance and compliance.

- Hands-on with Salesforce and a sales-engagement platform (SalesLoft or Outreach), plus tools like LinkedIn Sales Navigator, ZoomInfo, Lusha, Gong, or Clay.

- Experience wiring AI tools into a sales stack (e.g., prompt libraries, custom GPTs, automation platforms).

WHAT SUCCESS LOOKS LIKE

- First 30 days: ramp on BetterCloud's product and the AI/SaaS/cloud governance story, learn the tech stack, and stand up your first AI-assisted research and messaging workflow.

- First 60 days: run consistent outbound across all three pillar

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