Sales Development Representative

AVIAN develops infrared camera and AI monitoring systems that detect fire risk and equipment wear in industrial facilities. The Sales Development Representative generates pipeline through outbound prospecting, trade show outreach, lead qualification, and account expansion, then hands qualified opportunities to account executives.

Responsibilities:

• The phones. Most of your day goes into starting conversations with people who did not ask to hear from you: plant managers, maintenance and reliability leaders, safety leaders, operations and executive buyers. You get them talking, you keep them talking, and you book the meeting. Email and LinkedIn support the calls, and you decide who to target and why before you reach out
• Trade shows. Before every show, you work the attendee list to line up meetings at our booth. After, you follow up with everyone who stopped by while it is still warm. Trade shows are one of our best sources of pipeline
• Qualification and handoff. You find out quickly whether the pain is serious, whether there is a reason to move now, and whether the person can make it happen. Then you brief the account executive: what hurts, who is involved, why now
• Doors into sister sites. Many customers run several facilities. Once one plant is happy, you find the right people at the other sites and book the first conversation
• Your stack. ZoomInfo to find the right companies and contacts, HubSpot to run outreach and keep the pipeline clean, and AI tools like Claude and Artisan to research an account and draft first-pass outreach in seconds. The tools do the grunt work. The judgment and the conversations are yours
• The playbook. You write down what works and pass it on: the openers that land, the objections you learned to handle, the target lists that keep producing

Requirements:

• You go find leads instead of waiting for them
• You hear no all day and dial again, and rejection doesn't stick to you
• You can get a busy plant manager to give you two minutes, think on your feet when they push back, and sound like someone worth talking to
• You don't need to know their world yet, but you have to want to understand it
• You keep score, you take feedback fast, and SDR is your way in rather than your ceiling
• Clean CRM (we run HubSpot), disciplined follow-up, nothing forgotten
• You already reach for tools like Claude to move faster, and you know when it helps and when to just pick up the phone
• Bonus points if you've prospected into our core verticals (wood processing, recycling, paper) or built relationships with plant operators, safety leaders, or facilities teams that open doors