Sales Development Representative

About the role

As a Sales Development Representative (SDR) at Astronomer, you will be the first point of contact for prospective customers and a key driver of the sales pipeline. Your primary responsibility will be to identify, engage, and qualify high-potential leads, introducing them to Astronomer's Astro platform. You will work closely with the sales and marketing teams to ensure a steady flow of qualified prospects, helping to accelerate the company's growth. This role offers a clear career path toward becoming an Account Executive, making it ideal for individuals eager to develop their sales skills within a technology-driven environment. You will be part of a dynamic team that values proactive outreach, technical understanding, and strategic communication, all while working in a collaborative and fast-paced setting.

Key facts

What you'll do

• Conduct research to identify potential customers and target accounts that align with Astronomer's ideal customer profile.
• Reach out to prospects through outbound calls, personalized emails, and LinkedIn outreach to generate interest and build a robust sales pipeline.
• Qualify inbound and outbound leads by assessing their needs, budget, and level of interest, converting them into Sales Qualified Leads (SQLs).
• Collaborate with the sales team to develop and refine outreach strategies, ensuring high-quality lead flow and effective messaging.
• Use Salesforce, sales automation platforms, and LinkedIn Sales Navigator to track engagement, monitor prospect activity, and optimize outreach efforts.
• Maintain accurate and detailed records of all interactions with prospects within CRM systems.
• Stay informed about industry trends, customer pain points, and Astronomer's evolving value proposition to tailor outreach and conversations effectively.
• Develop a deep understanding of Astronomer's platform, including its technical aspects, to better communicate its benefits to prospects.
• Set up meetings and demos for Account Executives, ensuring a smooth transition from lead qualification to sales discussions.
• Meet or exceed pipeline and activity metrics such as outreach volume, meetings scheduled, and conversion rates.
• Participate in ongoing training sessions, team meetings, and industry webinars to improve sales techniques and product knowledge.
• Support marketing initiatives by providing feedback on lead quality and campaign effectiveness.
• Assist with administrative tasks related to lead management, follow-ups, and documentation to streamline the sales process.
• Foster relationships with prospects by providing timely follow-up and personalized communication to nurture interest.
• Demonstrate a strong understanding of the technical aspects of data engineering, analytics, and related fields to engage technical personas effectively.
• Contribute to a positive team environment by sharing best practices and supporting colleagues in achieving team goals.

Requirements

• Minimum of 1 year of experience in B2B outbound prospecting, business development, or full-cycle sales, including internships.
• Excellent written and verbal communication skills, with the ability to craft compelling outreach messages that generate responses.
• Resilient and self-motivated, capable of handling rejection and maintaining focus on achieving targets.
• Ability to understand and explain technical concepts related to data engineering, analytics, and AI in a clear and relatable manner.
• Comfortable working in an on-site environment in New York City, with a willingness to be present four days a week at the NYC headquarters.
• Strong organizational skills and attention to detail to manage multiple prospects and follow-ups efficiently.
• Familiarity with CRM tools such as Salesforce or HubSpot is a plus, but not required.
• Experience with sales automation platforms and LinkedIn Sales Navigator is advantageous.
• Demonstrated ability to learn quickly and adapt to a fast-paced, evolving environment.
• Passion for technology, data engineering, and analytics, with an interest in AI and DataOps.
• Ability to work collaboratively within a team and contribute to shared goals.

Nice to have

• Experience selling to technical personas such as data engineers, analytics leads, or CTOs.
• Hands-on experience with CRM tools like Salesforce or HubSpot, and sales automation platforms.
• Exposure to the data engineering or analytics space, especially familiarity with Apache Airflow.
• Prior experience in SaaS or enterprise software sales environments.
• Knowledge of AI, DataOps, or related fields that align with Astronomer's platform offerings.
• Understanding of the challenges faced by data teams and how Astro addresses these needs.
• Experience working in a startup or high-growth company environment.

Skills & tools

• Strong communication and interpersonal skills.
• Prospecting and outreach techniques tailored to technical audiences.
• CRM platforms such as Salesforce or HubSpot.
• Sales automation tools like LinkedIn Sales Navigator.
• Industry awareness of data engineering, analytics, AI, and DataOps.
• Ability to analyze prospect data and adjust outreach strategies accordingly.
• Technical aptitude to grasp complex product features and benefits.
• Time management skills to handle multiple prospects and activities efficiently.

Practical notes

• This is an on-site role based in New York City, requiring four days in the office at Astronomer's NYC headquarters.
• The total estimated compensation for this role ranges from $90,000 to $115,000, which includes base salary, potential equity, and a comprehensive benefits package.
• The compensation range is an estimate; actual earnings may vary based on experience, skills, and performance.
• The role involves engaging with both technical and non-technical stakeholders, requiring adaptability and clear communication.
• Astronomer is committed to fostering a diverse and inclusive work environment and is an equal opportunity employer.
• No remote or hybrid options are specified; this is an on-site position.
• The role is ideal for individuals passionate about technology, data engineering, and sales, looking to grow within a fast-paced, innovative company.
• Candidates should be prepared to demonstrate resilience, technical curiosity, and a proactive approach to outreach and qualification.
• The company encourages continuous learning and development, offering opportunities to advance into more senior sales roles.