Create sales-development-representative JD.md#4886
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SDR Job Description using Account Exec. as reference
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@PabloFilomeno83 What do yo think now? |
ZJvandeWeg
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Apr 27, 2026
…esentative.md Co-authored-by: Zeger-Jan van de Weg <ZJvandeWeg@users.noreply.github.com>
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@ZJvandeWeg why can't I resolve the other changes? |
allthedoll
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May 1, 2026
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Added some suggestions but fine enough as is! ✨
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@PabloFilomeno83 I went ahead and committed my suggestions and this is good to go IMHO. @ZJvandeWeg are you good on this one? |
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Thank you @allthedoll - awaiting your final approval/feedback @ZJvandeWeg |
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Spoken today with @PabloFilomeno83 and he agreed to remove the Slop and AI adjectives to better describe what this job and role is about. |
PabloFilomeno83
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May 21, 2026
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@ZJvandeWeg how's this edit?
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| ## Job Description | ||
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| We are hiring our first SDR at FlowFuse — a blank-slate, build-it-yourself opportunity for someone who is energised by that kind of challenge. |
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| We are hiring our first SDR at FlowFuse — a blank-slate, build-it-yourself opportunity for someone who is energised by that kind of challenge. | |
| We are hiring our first SDR at FlowFuse. This is an early-stage role where you will help shaping how we handle inbound and outbound sales development. |
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| We are hiring our first SDR at FlowFuse — a blank-slate, build-it-yourself opportunity for someone who is energised by that kind of challenge. | ||
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| There is no existing SDR playbook. No inherited cadences. No handed-down process to maintain. What exists is a growing pipeline of inbound interest, a lean and high-performing sales team, and the expectation that you will figure out — fast — what works and do more of it. |
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| There is no existing SDR playbook. No inherited cadences. No handed-down process to maintain. What exists is a growing pipeline of inbound interest, a lean and high-performing sales team, and the expectation that you will figure out — fast — what works and do more of it. | |
| We don't have an established SDR process or playbook yet. Part of this role is helping us figure out what works and making it repeatable. We already have a steady flow of inbound interest and a small sales team. We need someone who can follow up consistently, learn quickly, and improve the process over time. |
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| There is no existing SDR playbook. No inherited cadences. No handed-down process to maintain. What exists is a growing pipeline of inbound interest, a lean and high-performing sales team, and the expectation that you will figure out — fast — what works and do more of it. | ||
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| Your mandate is broad by design: work leads. Nurture them. Find the approaches that move conversations forward and double down on those. Drop what doesn't. Move fast. Learn faster. Whether that is relentless inbound follow-up, creative outbound sequences, personalised video messages, or something we haven't thought of yet — the right answer is whatever produces results. |
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| Your mandate is broad by design: work leads. Nurture them. Find the approaches that move conversations forward and double down on those. Drop what doesn't. Move fast. Learn faster. Whether that is relentless inbound follow-up, creative outbound sequences, personalised video messages, or something we haven't thought of yet — the right answer is whatever produces results. | |
| Your job is simple in principle: work leads and move conversations forward. Nurture them. Find the approaches that move conversations forward and double down on those. Drop what doesn't. Move fast. Learn faster. That could mean fast inbound follow-up, testing outbound outreach, trying different messaging styles, or experimenting with new approaches. |
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| Your mandate is broad by design: work leads. Nurture them. Find the approaches that move conversations forward and double down on those. Drop what doesn't. Move fast. Learn faster. Whether that is relentless inbound follow-up, creative outbound sequences, personalised video messages, or something we haven't thought of yet — the right answer is whatever produces results. | ||
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| [Results](/handbook/company/values/#-results) and [Iterative Improvement](/handbook/company/values/#-iterative-improvement) are two of FlowFuse's core values. This role is where both are most visible. We expect you to ship your first outreach on day two, measure it by day five, and iterate from there. You will own the SDR and BDR playbook — not inherit it. That means writing it, testing it, revising it, and making it repeatable. |
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| [Results](/handbook/company/values/#-results) and [Iterative Improvement](/handbook/company/values/#-iterative-improvement) are two of FlowFuse's core values. This role is where both are most visible. We expect you to ship your first outreach on day two, measure it by day five, and iterate from there. You will own the SDR and BDR playbook — not inherit it. That means writing it, testing it, revising it, and making it repeatable. | |
| [Results](/handbook/company/values/#-results) and [Iterative Improvement](/handbook/company/values/#-iterative-improvement) are two of FlowFuse's core values. This role is where both are most visible. We expect you to start reaching out to leads early, learn from the responses, and improve quickly. You will own the SDR and BDR playbook, not inherit it. That means writing it, testing it, revising it, and making it repeatable. |
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| ## Who We Are | ||
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| We work hard and we ship things. Results matter more than hours, and learning fast beats waiting for perfect. Nobody is going to hand you a task list here — you're expected to find the work, jump in, and figure it out. If something doesn't work, say so, change course, and move on. No drama, no ego. Just a small team building something real in a space that most software companies ignore, having a lot of fun doing it. If you've ever thrived in an environment where everyone just figures it out, you'll fit right in. |
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| We work hard and we ship things. Results matter more than hours, and learning fast beats waiting for perfect. Nobody is going to hand you a task list here — you're expected to find the work, jump in, and figure it out. If something doesn't work, say so, change course, and move on. No drama, no ego. Just a small team building something real in a space that most software companies ignore, having a lot of fun doing it. If you've ever thrived in an environment where everyone just figures it out, you'll fit right in. | |
| We move quickly and focus on getting useful work done. We care more about outcomes than appearances, and we prefer testing, iterating and learning over over-planning. This is a role for someone comfortable working independently and taking initiative without needing constant direction. If something isn't working, we expect people to speak up and adjust quickly. Just a small team building something real in a space that most software companies ignore, having a lot of fun doing it. If you've ever thrived in an environment where everyone just figures it out, you'll fit right in. |
| ## 90-Day Plan | ||
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| **Week 1–4** | ||
| * Immerse yourself in FlowFuse's product, market, and current GTM motion — specifically how inbound demand currently does (and does not) become meetings |
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| * Immerse yourself in FlowFuse's product, market, and current GTM motion — specifically how inbound demand currently does (and does not) become meetings | |
| * Learn how FlowFuse's product, customers, and current sales process work, specifically how inbound demand currently does (and does not) become meetings |
| **Week 1–4** | ||
| * Immerse yourself in FlowFuse's product, market, and current GTM motion — specifically how inbound demand currently does (and does not) become meetings | ||
| * Learn the MQL definition, current routing logic, and any existing follow-up patterns | ||
| * By week 2: send your first outreach sequences — no waiting for a perfect playbook |
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| * By week 2: send your first outreach sequences — no waiting for a perfect playbook | |
| * By week 2: send your first outreach sequences. Start testing outreach early rather than over-planning |
| * Operate the inbound SDR motion independently with clear daily and weekly discipline | ||
| * Publish a first version of the SDR playbook — even if it is a draft — and treat it as a living document | ||
| * Provide structured feedback to marketing on lead quality and messaging gaps | ||
| * Begin scoping the outbound motion: target account criteria, sequencing approach, first tests |
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| * Begin scoping the outbound motion: target account criteria, sequencing approach, first tests | |
| * Start exploring what an outbound process could look like: target account criteria, sequencing approach, first tests |
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| ## Hiring Plan | ||
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| * **Initial Screening**: Resume and cover letter review for communication quality, early-stage GTM experience, and evidence of a builder or tester mindset |
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| * **Initial Screening**: Resume and cover letter review for communication quality, early-stage GTM experience, and evidence of a builder or tester mindset | |
| * **Initial Screening**: Resume and cover letter review for communication quality, early-stage GTM experience, and evidence of initiative and willingness to experiment |
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| Prepare a 10-minute roleplay or presentation for a hypothetical inbound lead who has requested contact after engaging with FlowFuse content. Assume the prospect is interested in managing Node-RED instances across distributed industrial environments but has not yet committed to a meeting. | ||
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| Your goal: identify the best follow-up approach for this lead, ask the right qualifying questions, handle a first layer of objections, and move toward a booked discovery meeting. |
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| Your goal: identify the best follow-up approach for this lead, ask the right qualifying questions, handle a first layer of objections, and move toward a booked discovery meeting. | |
| Your goal: identify the best follow-up approach for this lead, ask the right qualifying questions, respond to initial objections or concerns, and move toward a booked discovery meeting. |
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SDR Job Description using Account Exec. as reference
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