Sales Development Representative

Flo Studios is a media and development hub that delivers packaged product development engagements for venture-backed startups and ambitious companies. The Sales Development Representative will own the full sales cycle, including prospecting, discovery, solution positioning, negotiation, closing, pipeline management, and delivery handoff.

Responsibilities:

• Prospect List Development: Research and build a targeted, continuously refreshed prospect list aligned to Flo Studios' ICP - venture-backed startups and ambitious companies with a validated product idea. This includes identifying the right decision-makers within each organization (founders, product leads, or technical stakeholders) and prioritizing outreach based on fit, timing, and likelihood to convert
• Outbound Strategy & Execution: Design, test, and execute outbound outreach sequences across relevant channels (email, LinkedIn, and others as appropriate), tailoring messaging to each segment of the ICP. This includes iterating on subject lines, opening hooks, and follow-up cadences based on response rates, and knowing when to personalize versus when to scale
• Discovery & Qualification: Book, prepare for, and lead discovery calls that go beyond surface-level qualification - understanding a prospect's business goals, technical constraints, budget realism, and timeline, in order to determine genuine fit before investing further sales cycle time
• Solution Scoping & Positioning: Translate what you learn in discovery into the right project tier - MVP, full-scale build, or lighter-scope project - and present Flo Studios' Development Division offering in a way that speaks directly to the client's specific goals, rather than a generic pitch
• Negotiation & Closing: Own the full negotiation process end-to-end, including handling objections around price, timeline, and scope, structuring proposals, and driving the deal to a signed contract without requiring escalation to a separate closer
• Pipeline Management: Maintain accurate, up-to-date records of every deal in your pipeline - including stage, next steps, deal notes, and realistic close-date forecasting - so that pipeline health is visible and predictable at any given time, not just at the point of closing
• Performance Reporting: Report on key sales metrics - including outreach volume, response and conversion rates, and closed revenue - on a regular cadence, using this data to identify what's working and where the pipeline needs adjustment
• Messaging Refinement: Continuously test and refine outbound messaging, targeting criteria, and qualification questions based on real response data and patterns observed in closed-won versus closed-lost deals, treating your own pipeline as a feedback loop for improving conversion over time
• Delivery Handoff: Collaborate closely with the Development Division's delivery team once a deal is signed, ensuring all context, expectations, and scope details are clearly transferred so the project kicks off smoothly and client expectations set during the sales process are honored during execution

Requirements:

• 2-3 years of experience in sales (•strict range• - candidates outside this window will not be considered)
• Demonstrated experience selling into the tech industry
• Proven full-cycle sales experience: prospecting, discovery, negotiation, and closing - not outreach-only or closing-only experience
• Exceptional written and verbal communication skills
• Based in North America or Europe (•non-negotiable;• applications from outside these regions will not be reviewed and will be automatically rejected)
• Experience selling services or custom builds in a digital agency, software studio, or dev-shop environment
• Experience navigating consultative, multi-stakeholder sales cycles for high-consideration, high-ticket purchases
• Familiarity with CRM tools (e.g., HubSpot, Pipedrive, or similar) for pipeline tracking
• A track record of exceeding quota in a commission-driven or performance-based compensation structure
• Prior experience selling to startup founders or technical decision-makers (e.g., CTOs, product leads)