Sales Development Representative

About the role

At Warp, we are building the AI-native Employee Management Platform for ambitious companies. We embed ourselves into every part of a company's people operating layer, and our platform - built from day one on AI architecture - handles HRIS, payroll, IT, benefits, and tax compliance. We process over half a billion dollars annually in payroll and are on track to scale toward $2B. Our go-to-market engine depends on a high-velocity SDR team that can generate qualified pipeline, document winning patterns, and close the feedback loop with product and GTM strategy. The SDR role is owner-operator work: you will treat the sales process as a product, iterate on messaging and channels with the same rigor as engineering, and manage a book of business with zero handholding. Your output will set the velocity for the entire Warp revenue organization.

Location and engagement

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Location: USA

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Engagement: Full-time

What you'll do

• Design and execute outbound campaigns that generate a steady stream of qualified meetings and inject pipeline directly into Warp's revenue engine.
• Analyze buyer behavior to identify ICP patterns and codify them into actionable, repeatable playbooks that can be scaled across the team.
• Conduct rigorous experimentation across channels to discover new high-performing touchpoints and conversion opportunities.
• Synthesize call notes and outcomes to iterate on messaging, positioning, and objection handling on a weekly cadence.
• Log every interaction with precision in Attio to maintain a single source of truth for pipeline and health.
• Translate complex platform capabilities into clear, credible value propositions for technical founders and operations leaders.
• Build operational systems and documentation that allow the SDR team to scale linearly without loss of quality or consistency.
• Maintain a relentless pipeline funnel that de-risks forecasting and supports aggressive growth targets.
• Challenge the status quo by proposing new tools, sequences, and methodologies without being prompted.
• Partner cross-functionally with RevOps to ensure data integrity, reporting accuracy, and alignment between GTM motion and product insights.

Requirements

• 1+ year of excellence in any demanding role such as sales, investment banking, management consulting, teaching, or other high-stakes environments where outcomes are measurable.
• Track record of self-directed learning and rapid skill acquisition to master new domains, including complex platforms and technical concepts, quickly.
• Clear communicator who delivers impact through writing, speaking, and video calls with equal poise and persuasiveness.
• Ability to speak credibly to technical founders and engage with their deepest operational questions about scaling teams, payroll, compliance, and systems complexity.
• Thrives in a startup setting with limited resources and unbounded expectations; comfortable operating within undefined processes that evolve by the hour.
• High sense of urgency and willingness to embrace ambiguity, treating obstacles as puzzles rather than barriers.
• Coachability: actively seeks feedback and implements changes within the same day to accelerate performance.
• Competitive drive: keeps score and hates losing more than you love winning, with a focus on measurable outcomes.
• Present in the office five days per week in New York to leverage speed and proximity, a competitive advantage at this stage of building the category.

Nice to have

• Hands-on experience with sales tools such as Lemlist, Attio, or similar platforms.
• Network within the startup or tech community.
• Experience at a startup that has navigated fast growth and fundraising.

Benefits at Warp

• 100% Health Coverage: Comprehensive medical, dental, and vision plans for you and your dependents.
• 401(k) Matching: Start investing in your future from day one.
• Unlimited PTO: Flexible PTO to recharge while balancing responsibilities and team commitments.
• Commuter Benefits: Pre-tax commuter benefits for your daily trip to our NYC office.
• Catered Lunch Daily: Great food every day, on us, to reduce decision fatigue.
• Quarterly Offsites: Beautiful locations to connect as a team, with past examples including Spain and the Catskills.
• Work

location: This role is based in New York City, and we prioritize candidates who can commit to being on-site five days per week.

Who thrives here

• Former athletes who miss competing.
• People who have built something from nothing.
• Self-taught experts in any domain.
• Those who see rejection as data, not defeat.
• Willingness and openness to learn new things on a daily basis.
• Figure-it-out mindset: You see ambiguity as opportunity, not obstacle.
• Competitive drive and coachability: You keep score, hate losing, and implement feedback immediately.