Sales Development Representative (SDR)

Team: Revenue / Sales Development ·

Location: Remote (US)

Type: Full-time

FarmRaise is the data infrastructure powering powering modern agriculture & conservation programs. We capture verified, field-level data straight from farmers, ranchers, and landowners and turn it into the enrollment, verification, payments, and reporting that run programs for government, agribusiness, food companies, and NGOs.

Our partners include the University of Missouri, Blue Diamond Growers, Avalo, and others, and we hold a direct USDA-FSA Cooperator Agreement.

You will own top of funnel: researching and reaching the right people across our customer segments, running multi-touch outbound, qualifying interest, and booking quality meetings for our sales team.

This is a research-heavy, segment-specific seat. We sell into a wide range of organizations, and the difference between a booked meeting and a qualified one is almost always how well the outreach was targeted and framed. We know this from our own data, and we are hiring someone who treats targeting as the craft, not an afterthought.

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  Run segment-specific outbound cadences (email-first, multi-touch) across our customer groups: program administrators (conservation districts, nonprofits, state ag agencies), ag retail and co-ops, seed / inputs / research, corporate sustainability and Scope 3, fuel and feedstock (45Z), and commodity groups.

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  Research accounts and contacts to reach the right person, in the right role, with the right job to be done. Verify seniority and contact data before you enroll anyone.

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  Personalize to each segment's reality (program administration, agronomy data capture, field-trial R&D, sustainability claims, feedstock carbon intensity, member engagement). Lead with the prospect's world, not a generic pitch.

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  Qualify and book replies and conversations against a clear fit bar, and book qualified meetings (SQLs) for the Account Executive.

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  Keep the CRM clean. Log activity, maintain contact and segment data in HubSpot, and feed targeting insights back to RevOps.

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  Tighten the playbook weekly with the sales team.

• Account-based and segment-driven. Each customer segment maps to a specific job to be done, with its own messaging and cadence.

• A modern stack. HubSpot (CRM, segmentation, lead scoring, and outbound) and Clay, Claude, and ZoomInfo (enrichment and contact data).

• Consultative, AE-led deals. Enterprise sales cycles with real configuration. You set the table; the AE runs the meeting.

• Fit over volume. We would rather you book five right meetings than twenty wrong ones.

• 1 to 2+ years in a quota-carrying SDR / BDR or outbound sales role selling B2B SaaS with $50k+ ACV.

• A research-first mindset. You enjoy figuring out who the right buyer is and why they would care, and you do not blast lists.

• Strong written communication. You can write a short, human, plain-spoken email that earns a reply, with no jargon, no hype, and nothing that reads as obviously automated.

• Comfort with a modern sales stack (CRM plus sales engagement plus enrichment tools) and a willingness to learn ours.

• Organization and follow-through. You manage a multi-segment cadence calendar without dropping the ball.

• Resilience and coachability. Outbound is a craft and a numbers game, and you iterate on feedback fast.

• Background or genuine interest in agriculture, conservation, food systems, or sustainability.

• Hands-on experience with HubSpot and Clay, and are well-versed in leverage AI to optimize efficiency and workflows.

• Experience selling into multiple buyer types (public sector, co-ops, corporates) and adjusting your approach to each.

• First 30 days: learn the product, the customer segments and their jobs to be done, and the cadence library; shadow the sales team; start prospecting.

• 60 days: running outbound across your assigned segments with clean targeting and personalization, and consistent reply quality.

• 90 days: hitting qualified-meeting (SQL) targets, with a feedback loop into RevOps on what is converting by segment.

• Ongoing: we measure qualified meetings (SQLs), not just meetings booked. Targeting quality and SQL rate are the scoreboard.