As an early-to-mid level AI Growth Specialist (BDR) at Descript, you'll be on the front lines of growth: sourcing and qualifying new business opportunities, building relationships with buyers across modern media, marketing, and enterprise teams, and creating pipeline for our Account Executives.

This role is highly cross-functional , you'll work closely with Marketing, Account Executives, Customer Success, and Product to refine messaging, target the right buyers, and iterate on playbooks that scale.

Responsibilities:

• Drive outbound prospecting through email, phone, social (LinkedIn), and inbound follow-up to generate qualified meetings for the AE team.

• Execute targeted cadences that combine personalization and scale; own the top of funnel for assigned segments.

• Qualify deals against MEDDPICC , build and maintain a healthy pipeline, and pass consistently high-quality opportunities to AEs.

• Hit weekly / monthly activity and pipeline targets (calls, emails, meetings, SQLs).

• Use CRM and sales engagement tools (Salesforce / Unify / Apollo / LinkedIn Sales Navigator) to track activity and report on funnel metrics.

• Collaborate with Marketing to test and optimize messaging, campaigns, and inbound conversion flows.

• Be the voice of the customer , share insights about buyer pain points, competitive signals, and feature requests to Product and GTM teams.

• Help evolve playbooks and onboarding materials for future SDR hires.

Requirements:

• 1–3 years of work experience (SaaS, AI or Investment Banking experience strongly preferred).

• Demonstrated success in outbound prospecting and meeting generation for quota-driven teams.

• Strong written and verbal communication skills , you can write crisp, human outreach and confidently lead discovery conversations.

• Comfortable with high activity levels and a metrics-driven approach to improvement.

• Experience using a CRM and sales engagement tools; comfortable learning and adopting new tooling and processes.

• Grit, curiosity, and the coachability to iterate quickly on feedback.

• Ability to learn our core systems to find targets within our existing customer database

• Passion for creators, video, audio, or modern content workflows is a big plus.

Nice to have:

• Experience selling to marketing, learning & development, product, or media teams.

• Familiarity with audio/video creation workflows or interest in multimedia production.

• Prior experience in a startup or high-growth environment.

• Knowledge of prospecting at enterprise accounts and navigating complex buying groups.

What success looks like (first 3–6 months):

• Consistently hitting activity and meeting targets and contributing a predictable pipeline to the AE team.

• Developing strong, scalable cadences that increase conversion rates from outreach → meeting → SQL.

• Showing strong product knowledge and independently handling discovery calls with high lead quality.

Our hiring process:

• Manager / hiring team interview (role fit & experience).

• Live or recorded roleplay / sales exercise.

• Final conversation with leadership or cross-functional partner.

• Offer.

Base salary range for this role is $60,000-$120,000/year OTE.

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This position follows the Company's hybrid schedule, which currently requires employees to work in the office at one of the following locations a minimum of three days per week: Addison, TX or Durham, NC.

Key Responsibilities:

• Define program scope, objectives, success metrics, milestones, and delivery plans
• Lead and coordinate cross-functional programs consisting of multiple workstreams
• Establish and maintain program governance, cadence, and reporting
• Identify, manage, and mitigate risks, issues, and dependencies
• Drive alignment between strategy, execution, and outcomes
• Track progress and escalate issues as needed
• Prepare and deliver program updates for leadership
• Assist with various program tasks
• Document program plans and processes in SharePoint, Planner or other PM tools

We're looking for a self-motivated, detail-oriented individual with strong project management skills and the ability to multitask and prioritize in a fast-paced environment. The ideal candidate will have experience with cross-functional collaboration, tech savvy with strong data evaluation skills, and an understanding of and strong alignment with our core values.

The annual base salary range for this full-time position is $70,000 to $130,000. This range is an estimate for what Tanium will pay a new hire. The actual annual base salary offered may be adjusted based on a variety of factors, including but not limited to, location, education, skills, training, and experience.

In addition to an annual base salary, team members will receive equity awards and a generous benefits package consisting of medical, dental and vision plan, family planning benefits, health savings account, flexible spending account, transportation savings account, 401(k) retirement savings plan with company match, life, accident and disability coverage, business travel accident insurance, employee assistance programs, disability insurance, and other well-being benefits.

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Key Responsibilities:

• Identify and research target accounts and ideal customer profile
• Execute high-volume, multi-channel outbound outreach (email, phone, LinkedIn)
• Build and optimize outbound sequences and messaging
• Generate qualified meetings and pipeline for Account Executives
• Follow up with leads from events and campaigns
• Maintain accurate activity and pipeline tracking in Salesforce
• Track performance metrics and iterate on outreach strategies
• Develop strong product knowledge to effectively position Truffle
• Collaborate with Sales and Marketing on campaigns and feedback loops

What We're Looking For:

• 2+ years of sales or SDR experience, preferably in SaaS or a technical product
• Strong written and verbal communication skills
• Self-motivated and driven to exceed targets
• Strong organizational skills and ability to manage multiple workflows
• Familiarity with CRM tools such as Salesforce and sales engagement tools such as Outreach, Salesforce, Hubspot

Bonus Points:

• Knowledge of open source software and/or software development
• Interest in cybersecurity, cloud, or infrastructure software
• Previous experience in a fast-growing, fast-paced startup environment

Salary Range:

The target base salary range for this position is between $63,000 to $74,000 for candidates in the United States. The total compensation for this role includes sales commission, with on-target earnings as $100,000. Starting salary will vary based on job-related skills, knowledge, and experience.

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This role will lead product management across systems that serve our employees, candidates, HR and People Operations, Talent Acquisition, and Legal teams. You will be the connective tissue between People, Legal, IT, Security, and Finance , designing and shipping platforms, workflows, and automations that are delightful, compliant, and highly efficient.

Deliver a unified “hire-to-retire and contract lifecycle” experience that reduces friction and manual work for employees, candidates, managers, HR and People Ops, Talent Acquisition, and Legal stakeholders.

Define and own the product vision and strategy for our People Tech and Legal systems ecosystem, spanning HRIS, ATS, performance and engagement tools, learning platforms, compensation, employee relations tooling, and CLM and Legal platforms.

Lead end-to-end product delivery for People Tech and Legal systems, including discovery, requirements, prioritization, launch, adoption, and continuous improvement, with a strong focus on measurable business outcomes.

Use automation, integrations, and GenAI-driven workflows to transform processes such as recruiting, onboarding, internal mobility, performance cycles, policy and document management, and contract review, approvals, and renewals.

Establish and own clear product metrics (for example SLA adherence, time-to-hire, time-to-onboard, cycle time for contract workflows, data quality, and control health) and run the roadmap to move those metrics in meaningful ways.

Partner with Legal, Compliance, Security, and Finance to embed pragmatic controls into systems and workflows, ensuring People and Legal platforms support SOX, SOC 2, privacy, and regulatory requirements while still enabling high-velocity operations.

Act as the principal product partner for People and Legal leadership, influencing how we scale our operating models, controls, and user experience as the company grows, and setting standards other product areas rely on.

We are looking for a strategic thinker, structured problem solver, fast mover, thoughtful risk taker, and deeply customer-obsessed product leader who can operate at both architecture and execution levels.

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You will ensure that every stage of the employee lifecycle, from the moment a contract is signed through offboarding, is supported by scalable systems, clean data, and compliant processes.

Key responsibilities include:

• Systems Architecture & Data Intelligence: Lead the evaluation, implementation, and integration of the HRIS, Performance Management, and Engagement tools to ensure a seamless flow of data across the employee lifecycle.
• Data Integrity & Analytics: Act as the 'single source of truth' for all people data. Serve as the custodian of people data, building automated dashboards and audit processes that allow the People team to track workforce trends and demographics with 100% accuracy.
• Process Automation: Identify manual bottlenecks in the employee experience and implement automated workflows to increase efficiency and reduce human error.

Operational Excellence & Lifecycle Management:

• Scaling Infrastructure: Build and document scalable operational processes related to internal transfers, promotions, leaves of absence, and offboarding, that can support a rapidly growing, distributed organization within a ticketing system (e.g. Service Now, Jira, etc.).
• Onboarding Integration: Partner with IT and Hiring Managers to manage the operational side of onboarding, ensuring new hires have the tools, access, and tribal knowledge to be productive on Day 1.
• Vendor Management: Manage relationships with third-party software and service providers. Manage a distributed workforce, including international compliance, PEO/EOR management, and regional employment law.

Compliance & Risk Management:

• Compliance Administration: Manage the technical distribution, version control, and mandatory acknowledgment workflows for all company policies and the Employee Handbook.
• Regulatory Record-keeping: Build the audit frameworks that ensure people practices (e.g., I-9 verification, labor law postings, and data privacy) meet federal, state, and local requirements.
• Data Privacy: Oversee the security and privacy of employee records, ensuring compliance with data protection regulations.
• Audit Readiness: Maintain 'audit-ready' files and processes for employment eligibility (I-9s), labor posters, and mandatory training.

Culture & Experience Infrastructure:

• Feedback Loops: Administer employee engagement surveys and lifecycle touchpoints, providing the raw data and structural support for People Business Partners to drive cultural change.
• Internal Communications: Manage the 'People Portal' or Intranet, ensuring employees have easy access to the policies and resources they need.

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We are seeking a hands-on Sales Leader to hunt, sell, and close CFOs who will personally carry a quota, close deals, and simultaneously build, refine, and enforce the sales processes and training programs that will scale our team.

What You Will Do

Carry a Personal Quota & Close Deals

• Personally close 10-13 mid-market corporate accounts ($50M-$200M+ in AP spend) annually
• Run your own pipeline: prospecting, discovery, demos, proposals, and closes
• Lead by example—your team will see you in the trenches daily

Build, Document, and Enforce Sales Processes

• Create and maintain sales playbooks, scripts, objection handling guides, and enablement materials
• Implement structured onboarding: new hires are productive within 30 days with clear milestones
• Ensure team members are set up on existing systems (dialers, call recording, CRM workflows) within their first week
• Run weekly roleplay sessions and call reviews—no exceptions

Drive Metrics Visibility & Accountability

• Deliver weekly metrics reports to leadership covering activity, conversion rates, and pipeline progression
• Hold weekly team meetings focused on: Metrics Review, Roleplay/Skills, and QA
• Ensure SDRs are booking 3-4 qualified meetings per week within 60 days of hire
• Track and report on: calls made, emails sent, conversations, meetings set, meetings held, opportunities created, proposals sent, and closes
• Identify underperformance early and address it directly—coaching or exiting within 90 days

Own CRM & Sales Operations

• Ensure 100% of sales activities are logged in Salesforce—pipeline hygiene is non-negotiable
• Leverage existing tools (Salesforce, ZoomInfo, call recording, email automation) before requesting new ones
• Build dashboards and reports that provide real-time visibility into team and individual performance

Requirements

• 5-10 years of B2B payments experience with verifiable quota attainment
• Track record of personally closing mid-market deals ($50M-$500M AP spend accounts)
• Experience building sales processes and training programs from scratch—not just inheriting them
• Demonstrated history of managing SDR/AE teams to specific, measurable outcomes
• Advanced Salesforce proficiency—you can build reports, dashboards, and workflows yourself
• Comfortable in a fast-paced environment where you execute first and refine later

Who You Are

• A doer, not a delegator—you prefer to build it yourself before handing it off
• Metrics-obsessed—you track everything and make decisions based on data
• Process-driven—you document what works and hold people accountable to following it
• Direct communicator—you address issues immediately, not after they fester
• High urgency—you move fast, follow up relentlessly, and don't let things slip
• Resourceful—you leverage existing tools and systems before asking for new ones
• Thick-skinned—you thrive on direct feedback and give it in return

Required Technical Skills

• Salesforce (advanced): pipeline management, reporting, dashboards, workflow automation
• Sales engagement tools: experience with dialers, call recording, email automation platforms
• ZoomInfo or similar prospecting tools
• Sales cycle management for 3-9 month complex B2B sales
• AI tools: you use AI daily for email drafting, research, training content, and productivity

Benefits

• Direct access to CEO with high visibility and autonomy
• Opportunity to build and own the sales function at a high-growth company
• Competitive base salary plus uncapped commission
• Equity/stock options
• Medical, dental, and vision
• Flexible PTO

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As an Account Executive, you'll own the full sales cycle and help build our go-to-market foundation. You'll be responsible for driving new business across multiple customer segments, building strategic relationships, and contributing to our overall sales strategy and processes.

What You'll Do

• Own the complete sales cycle from prospecting to close, focusing on new business acquisition and quota attainment.
• Build and maintain a robust pipeline based on strong inbound interest for our product.
• Conduct outbound prospecting and cultivate strong relationships with startups and enterprises using our self-serve platform, supporting them to scale usage across their organization.
• Deliver compelling technical demonstrations and presentations to prospects ranging from individual developers, founders, and C-suite executives.
• Take a consultative approach to understand customer needs, identify pain points, and tailor solutions that demonstrate measurable business impact.
• Gather competitive intelligence and enterprise customer requirements to inform product development and go-to-market strategy.
• Develop relationships with key ecosystem partners, industry organizations, and channels to create systematic access to qualified prospects.
• Contribute to building repeatable sales processes, playbooks, and best practices as we scale the sales organization.
• Work closely with marketing, product, engineering, and customer success teams to optimize the customer journey and drive growth.

About You

• 5+ years of proven B2B sales success with demonstrated ability to meet/exceed quotas in a consultative selling environment.
• Track record closing $100K+ annual contracts and navigating complex, multi-stakeholder sales processes.
• Experience thriving in an early-stage company environment where you've built processes, adapted quickly, and operated with limited resources.
• Ability to understand and communicate complex technical products to both technical and business audiences.
• Deep understanding of AI/ML landscape, including large language models, API architectures, and developer integration patterns commonly used in AI applications.
• Exceptional presentation and communication abilities across all organizational levels.
• Proficiency with CRM platforms and sales engagement tools.
• Entrepreneurial mindset with ability to work independently, prioritize effectively, and drive results with minimal oversight

Bonus Points

• Experience selling developer tools, AI/ML infrastructure, or API-first products.
• Previous experience as a first sales hire or early sales team member.
• Track record of building sales processes from the ground up.
• Familiarity with PLG (Product-Led Growth) motions and technical evaluation processes

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