Sales Development Representative

Melio builds business-to-business payment tools that help small business owners spend less time in the back office. The Sales Development Representative will drive growth through targeted outbound prospecting, qualify SMB prospects, book meetings for Account Executives, and contribute to pipeline development through data-driven sales activities.

Responsibilities:

• Execute Strategic Cold Outreach: Conduct high-volume, targeted outbound activities including cold calls, personalized emails, and LinkedIn outreach to engage prospects who are not yet familiar with Melio
• Prospect & Identify Ideal Customers: Utilize provided lists and conduct independent research to identify SMB businesses that align with our Ideal Customer Profile (ICP) and pinpoint key decision-makers within those organizations
• Qualify & Convert Prospects: Engage prospects in discovery conversations, effectively qualify their needs and pain points, and successfully book introductory meetings for our SMB Account Executives
• Collaborate on Outbound Strategy: Work closely with your assigned Account Executives and Sales leadership to develop, refine, and execute outbound strategies, adjusting tactics based on performance and market feedback
• Optimize Lead Handoff: Ensure a seamless and effective transition of qualified opportunities to Account Executives, providing comprehensive context to maximize conversion rates
• Contribute to Pipeline Growth: Consistently meet and exceed daily, weekly, and monthly activity and meeting-set targets, directly contributing to Melio's revenue pipeline
• Support Go-to-Market Initiatives: From time to time, assist with various initiatives such as event preparation and follow-up, targeted call blitzes, and other revenue-driving projects
• Document & Analyze Performance: Maintain accurate and up-to-date records of all prospecting activities and customer interactions within Salesforce, contributing to a data-driven approach to performance improvement

Requirements:

• Remote (required to live in one of the following states: AZ, CO, FL, GA, IL, MI, MN, NY, NC, TX, UT,VT)
• 1+ year of dedicated experience in an Outbound Sales Development or Business Development Representative role, with a proven track record of successful cold outreach (cold calling, email, LinkedIn)
• Demonstrated ability to identify target prospects and key decision-makers within a given territory
• Experience conducting high-volume, consistent outbound activities while maintaining quality and personalization
• Strong verbal and written communication skills, with the ability to articulate value propositions clearly and handle objections effectively
• A results-oriented mindset with a strong drive to meet and exceed targets
• Familiarity with CRM software (preferably Salesforce) and sales engagement tools (e.g., Outreach, SalesLoft)
• Ability to work collaboratively with Account Executives and adapt to evolving sales strategies
• Resilience and a positive attitude in the face of challenges, with a strong desire to learn and grow in a sales career
• Fintech, SaaS, or startup experience is a plus, demonstrating an ability to thrive in a fast-paced environment
• Experience in the payments or SMB market
• Familiarity with sales methodologies
• Proven ability to leverage data to improve prospecting effectiveness