Enterprise Sales Development Representative

About the role

You run precise outbound entry into commercial construction, owning daily call volume while testing messaging. You discover real contractor pain and convert insights into booked meetings for Account Executives. Your work turns market unknowns into clear value stories that shape how we sell.

Key facts

What you'll do

Generating targeted account lists for enterprise commercial contractors exceeding $75M volume using modern sequencing tools.

Mapping stakeholder ecosystems and documenting decision processes so outreach reflects real construction workflows, not scripts.

Running AI-assisted research workflows to enrich firmographic data and surface timely signals for higher conviction outreach.

Crafting iterative message frameworks that reveal which narratives resonate, then sharing findings to refine market entry strategy.

Treating pipeline as a business outcome, tracking meeting quality and sales-accepted opportunities against monthly targets.

Absorbing commercial construction buyer dynamics, pricing pressures, and project cycles to speak as an insider, not a vendor.

Shaping go-to-market learning by documenting why certain segments respond, enabling marketing and sales to adjust plays quickly.

Using call intelligence and engagement signals to prioritize high-intent prospects and reduce time to first meaningful conversation.

Requirements

You must make 50 plus cold calls daily in prior SDR roles, with call recordings and conversion numbers to verify results.

You must show proven ability to refine outbound sequences beyond default templates, explaining precisely why changes improved outcomes.

You must demonstrate sharp discovery skills, distinguishing true pain questions from surface-level checkbox interviews.

You must have rapidly mastered complex products or unfamiliar industries, becoming a credible voice within short timeframes.

You must have prior experience in construction or specialty trades, understanding buyer behavior in this specific market.

Nice to have

None specified.

Skills & tools

Kojo stack, AI-powered sequencing, enrichment workflows, call intelligence tools.

Practical notes

This role requires full remote work in the United States, with daily availability aligned with business hours.

About Kojo

It is time to build. Whether the focus is creating more housing, upgrading infrastructure, or adapting to climate change, construction remains central to solving our largest challenges. The company is making buildings cheaper and easier to build by transforming how commercial construction companies purchase materials. Founded in 2018, Kojo is one of the fastest-growing construction technology companies globally. Construction represents $10 trillion in annual global spend and underpins roads, schools, hospitals, and offices essential to society. Despite this scale, material purchasing processes have seen minimal innovation for decades and account for up to 40 percent of project costs. This gap represents a significant opportunity.

The Enterprise Sales Development Representative is the first point of contact for most prospects in this underserved market. Conversations are not hard sells; they are introductions to unrealized value for contractors unaware such solutions exist. The quality of outreach, discovery, and judgment regarding buyer readiness will directly influence growth and market learning.

Responsibilities include owning outbound prospecting at approximately 100 cold calls per day targeting enterprise commercial contractors with annual volumes above $75 million. The role requires mapping contact ecosystems and understanding construction workflows to ensure outreach aligns with real buying journeys. You will use AI-powered sequencing, enrichment workflows, and call intelligence tools to prospect more intelligently and surface better signals rather than merely increasing volume.

Developing, testing, and iterating on outbound plays is essential. You will analyze which messages land effectively, which fall flat, and why, then share insights with sales and marketing teams to sharpen market entry. Hitting and exceeding monthly targets for meetings held and sales-accepted opportunities must be treated as business outcomes, not simple task completion.

Success requires becoming a genuine expert in commercial construction. This includes understanding industry players, buying dynamics, pain points, and the moment a contractor recognizes a problem worth solving.

Requirements also include a track record of more than 50 daily cold calls in previous SDR or BDR roles, supported by call recordings, connect rates, and meeting conversion data. Candidates must show the ability to refine outbound sequences with clear explanations of why changes worked. Sharp discovery instincts, rapid mastery of complex industries, and prior experience in construction or specialty trades are required.

Working at Kojo offers a salary dependent on experience, skillset, market dynamics, and internal equity. The role is eligible for a new hire equity grant, and all US-based full-time employees receive the full suite of perks and benefits. More information is available at https://www.usekojo.com/careers. The role is fully remote, with team members working from home 100 percent of the time.