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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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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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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