The OpportunityThis is FLORA's SDR Lead hire - a foundational leadership role that will shape the entire top-of-funnel engine we build from here. We're at a pivotal stage where product-led growth meets sophisticated enterprise sales, and this person will be the architect of our outbound engine and the guardian of our inbound high-intent signals.
You won't inherit a polished system. You'll build one. You'll define our playbooks, directly manage and mentor a team of 5-7 SDRs, and partner with Sales and Marketing to turn creative interest into a predictable revenue machine.
How You'll Make an ImpactStrategy & Leadership- Build the Blueprint: Design and iterate on the SDR playbook - from persona-based messaging to multi-channel sequencing across email, LinkedIn, video, and creative "wildcard" outreach.
- Team Development: Run structured 1:1s, pipeline reviews, and call coaching sessions. Set clear performance expectations and develop each SDR's skills and career trajectory. Build and maintain a culture of accountability, learning, and resilience.
- Cross-Functional Bridge: Own the feedback loop between GTM and Product. Translate boots-on-the-ground insights - competitor moves, friction points, feature requests - into actionable strategy for leadership.
Outbound & Account-Based Excellence- Targeting & Research: Identify and map high-value accounts within our ICP (agencies, in-house brand teams, creative studios). Ensure SDRs are prospecting into the right accounts with the right message at the right time.
- Creative Prospecting: Lead unconventional outreach. We sell to the creative class - campaigns should be as visually and intellectually sharp as our product. Test and iterate across email, phone, LinkedIn, and other channels.
- Multi-threading: Engage the full buying committee and build deep roots within target organizations.
PLG & Inbound Optimization- Sales-Assist Motion: Identify when a power user's behavior signals readiness for an enterprise conversation and act on it swiftly.
- Speed-to-Lead: Maintain a rigorous cadence on high-intent inbound signals - converting product usage into commercial opportunities without delay.
Metrics You'll Own- Team Pipeline Generation: Total qualified meetings and pipeline ARR created across the SDR team.
- Conversion Efficiency: Target account 1 engaged conversation 1 qualified opportunity.
- SDR Productivity: Scaling human touch through smart use of automation and data tools (Clay, Day AI, etc.).
- Team Performance: Ramp time for new SDRs, quota attainment, and individual development progress.
- Handoff Quality: Stickiness of opportunities once they reach Account Executives.
What We're Looking ForA systems-oriented leader who is deeply customer-aware, knows how to develop early-career talent, and thrives in the controlled chaos of an early-stage startup.
Required- 4-6+ years of B2B sales experience, with at least 2 years directly managing SDRs - SaaS or creative tech preferred.
- Proven track record of personally hitting quota as an SDR/AE and/or driving team attainment as a lead or manager.
- Modern Stack Mastery: Can get technical and deep with tools like Clay, Monaco, LinkedIn Sales Navigator, etc.. You don't just use tools - you string them together to create unfair advantages.
- Communication: Exceptional written and verbal communication skills. You speak the language of a Creative Director one minute and a Head of Procurement the next - and you can coach others to do the same.
- Analytical Mindset: You live in the data and iterate on weekly conversion trends - not gut feelings.
- Comfort operating in ambiguity: You can prioritize, make decisions, and move with urgency without a perfect playbook.
- Based in Brooklyn, NY
Highly Valued- Experience at an early-stage or high-growth startup.
- Background selling AI, SaaS, or technical products into a new or emerging category.
- Experience building a team from scratch - not just inheriting one.
- Strong opinions about what makes outbound messaging work in today's environment.
- Demonstrated ability to contribute to go-to-market strategy beyond the SDR function.
The Traits That Matter at FLORA- Ownership Mindset: You act like an owner - high standards, proactive problem-solving, no task beneath you.
- Builder Mentality: You'd rather build the system than wait for someone else to hand you one.
- Hustle & Work Ethic: You go the extra mile consistently.
- High Bar + Low Ego: You want to win, you welcome feedback, and you do what's best for the team.
- Daring: You'll scrap a sequence that isn't working and try something bold. You default to doing.
- Intellectually Curious: The AI and creative tech space moves fast. You stay ahead, share what you learn, and adapt.
