Sales Development Representative

Granola

ABOUT US We’re Team Granola 👋, building tools that help humans think and work better. What began as an AI notepad for back-to-back meetings has become a shared team workspace and second brain. Granola spreads organically inside companies, often starting with a senior leader and quickly cascading across teams. Today, Granola is used at many of the world’s top and fastest-growing companies like Vercel, Cursor, Lovable, Decagon as well as leading technology companies like Salesforce and Doordash. Designed and built in London, Granola now serves a predominantly US customer base. To support that growth, we’ve opened a San Francisco office as the hub for our North American go-to-market efforts. ABOUT THE ROLE As a SDR at Granola, you’ll be on the front line of our go-to-market motion. You’ll engage highly engaged users, generate and qualify new opportunities, and help convert early love for the product into meaningful revenue conversations. This is a high-impact role with real ownership: you’ll work across inbound and outbound motions, partner closely with AEs and product, and help shape how we scale our sales engine from the ground up. WHAT YOU’LL DO * Engage with high-intent inbound leads and product-qualified users, qualifying interest and converting engagement into sales opportunities. * Run targeted outbound outreach to priority accounts and personas, using a thoughtful, value-led approach. * Qualify prospects through discovery calls to understand needs, use cases, and buying readiness. * Close high velocity accounts and schedule and hand off high-quality opportunities to Account Executives, setting them up for successful closes. * Collaborate closely with AEs, product, and growth to share insights from the field and improve conversion. * Help build and refine our outbound messaging, qualification criteria, and SDR playbooks based on what works. * Play a hands-on role in shaping the SF office culture and the foundations of the sales team. WHAT WE’RE LOOKING FOR Background & Experience * 1–3+ years of experience as an SDR (or similar revenue-facing role), ideally in B2B SaaS. * Experience handling both inbound and outbound motions. * Strong qualification skills and comfort running discovery conversations. * Familiarity with high-velocity sales environments and modern sales tooling. * Exposure to structured sales training or methodologies is a plus. Skills & Traits * Curious, coachable, and comfortable learning fast in an early-stage environment. * Clear, confident communicator who can engage senior stakeholders. * Highly organized and able to manage multiple conversations in parallel. * Motivated by impact and excited to help build—not just execute—the sales motion. Personal Characteristics * A builder who gets energized creating something from scratch. * Excited to work in-person in the SF office. * Creative, initiative-driven, curious about customer behavior, and eager to own challenges without perfect information. * Values working with people who are kind, ambitious, and pragmatic. COMPENSATION: OTE $80K – $110K • + equity and benefits! Our compensation philosophy is to hire the best people in the market and pay them accordingly with salary, variable, and equity.

Okta

Secure Every Identity, from AI to Human Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence. This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk. San Francisco, CA – Onsite 4 Days/Week (Mon–Thurs) Relocation required if not local – no relocation assistance provided   The Team At Okta, we’re building the world’s identity platform — one that empowers people, protects data, and fuels digital innovation. Our customers (think: JetBlue, T-Mobile, Sonos, Zoom) trust us to help them stay secure, seamless, and scalable in a world where everything and everyone is connected. And behind the tech? People like you — curious, motivated, collaborative learners who want to do meaningful work alongside great teammates.   The Opportunity: Where High Potential Meets High Impact Let’s be real: There are a lot of SDR roles out there. But at Okta, we do things differently. This isn’t just a stepping stone — it’s your launchpad into a long-term sales career in one of the most exciting industries in tech: cybersecurity and identity. We’re looking for driven, curious individuals who thrive in fast-paced environments, embrace feedback, and want to make a tangible impact every day. As an SDR at Okta, you'll do more than prospect — you’ll uncover real business challenges, collaborate cross-functionally, and set the foundation for meaningful customer relationships.   What You'll Be Doing * Research accounts and contacts to develop thoughtful outreach strategies using tools like Salesforce, Outreach, and LinkedIn Sales Navigator * Collaborate with Marketing and Account Executives to plan and execute prospecting campaigns * Engage inbound leads and perform outbound outreach to generate high-quality meetings and opportunities * Conduct discovery conversations to understand business needs and tee up your Account Executives for success * Hit your call, email, meeting, and pipeline goals — and have fun doing it, with team competitions, shout-outs, and ongoing support * Keep your data organized and up-to-date in Salesforce * Work with cross-functional partners to continuously improve how we connect with our customers   What Makes You a Great Fit * Bachelor’s degree or equivalent work experience * 6–12 months of prior business experience preferred * A strong communicator, written and verbal — you know how to connect * Self-motivated and goal-oriented — you take initiative and follow through * Comfortable managing priorities in a fast-paced, evolving environment * Coachable — you’re open to feedback and eager to grow * Curious — you ask great questions and are always looking to learn * Familiarity with sales tools like Salesforce, Outreach, and Sales Navigator is a plus   A Few Logistics * This role is onsite in our San Francisco office 4 days per week (Mon–Thurs) * If you're not already local, you’ll need to relocate within an agreed-upon timeframe — note that Okta does not provide relocation assistance * You’ll attend in-person onboarding in either San Francisco or Chicago to kick off your journey * If you need a reasonable accommodation during the application or interview process, let us know here   Why Okta? You could sell anything — so why not sell something that truly matters? At Okta, we help people and businesses access the technology they need safely and easily. And behind our mission is a culture of trust, growth, and belonging. We invest in our people with real support, meaningful work, and the freedom to take ownership of your career from day one. Join us, and you won’t just be starting a job — you’ll be joining a company that’s defining what’s next in identity, and building a safer digital world for everyone. Learn more about Okta’s Sales Development Program here   #LI-onsite Below is the annual On Target Compensation (OTE) range for candidates located in San Francisco Bay Area. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable) and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit: https://rewards.okta.com/us.  The OTE range for this position for candidates located in the San Francisco Bay area is between: $82,011.43—$82,011.43 USD The Okta Experience * Supporting Your Well-Being  * Driving Social Impact  * Developing Talent and Fostering Connection + Community We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one. Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws. If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation. Notice for New York City Applicants & Employees: Okta may use Automated Employment Decision Tools (AEDT), as defined by New York City Local Law 144, that use artificial intelligence, machine learning, or other automated processes to assist in our recruitment and hiring process. In accordance with NYC Local Law 144, if you are an applicant or employee residing in New York City, please click here to view our full NYC AEDT Notice.

Notion

WHO WE ARE Notion is the collaborative AI workspace where teams and agents think together. We're building one place where your knowledge, projects, meetings, and AI tools live side by side, so work is faster, clearer, and less fragmented. Millions of individuals, small teams, and large companies run their work on Notion. Notinos (our employees) are customer zero in bringing this future of work to life. We care about craft, building things that last, and the belief that great work is still fundamentally human. Our goal isn’t to ship the next feature. Each and every team of Notinos is working to set the standard for how humans work together in the AI era. From building a business’s system of record to making and managing AI agents to automating away the busy work, we care deeply about giving our customers more time for their life’s work. ABOUT US: Notion helps you build beautiful tools for your life’s work. In today's world of endless apps and tabs, Notion provides one place for teams to get everything done, seamlessly connecting docs, notes, projects, calendar, and email—with AI built in to find answers and automate work. Millions of users, from individuals to large organizations like Toyota, Figma, and OpenAI, love Notion for its flexibility and choose it because it helps them save time and money. In-person collaboration is essential to Notion's culture. We require all team members to work from our offices on Mondays, Tuesdays, and Thursdays, our designated Anchor Days. Certain teams or positions may require additional in-office workdays. ABOUT THE ROLE: We're seeking a motivated Sales Development Representative with an entrepreneurial and building spirit to join our sales team! As a team member, you'll be instrumental in helping define our sales motion, meaningfully shape our future product, and drive business revenue, all while having a blast doing it! WHAT YOU'LL ACHIEVE: * Handle inbound requests from prospective customers interested in buying Notion * Organize and take thorough notes on prospects * Qualify those prospects to determine whether or not they’re a good fit for Notion * Prospect and develop new potential accounts by educating contacts about how they can increase their team's collaboration, transparency, and productivity with Notion * Experiment with different audiences, messaging, and channels to generate Enterprise opportunities * Reach out to prospects via email, phone, and LinkedIn to educate them on our product/service * Hold face-to-face and Zoom meetings with prospective customers to understand their business challenges and goals * Help build playbooks and define our sales motion * Hold ownership over pipeline generation tactics and strategic approaches * Learn about our product inside and out and be able to give demos customized to the needs of different personas * Collaborate and influence on performance initiatives, product launches, and service innovation when working with cross-functional partners * Work with our Global and regional Marketing team to build strong program feedback loops * Work with our global GTM team to hit revenue & pipeline generation targets SKILLS AND TOOLSET YOU'LL NEED TO BRING: * Experience in sales or sales development in SaaS tech or a high-growth environment * Engaging and compelling customer skills - high cognitive empathy and ability to craft stories tailored to the customer * A track record of high achievement in current and previous roles hitting or exceeding quotas * A builders mentality who thrives in collaborative environments * A tireless positive attitude with strong grit, especially when navigating unchartered territories * A passion for customers and a natural empathy for their needs * A love for getting to know new people and helping them solve their business problems * You are energized to be part of the building phase for the revenue team in a hypergrowth company * You can put yourself in others’ shoes and see situations from perspectives other than your own NICE TO HAVES: * You've got strong technical chops — comfort with speaking about technical implementations * A growth mindset, positive attitude, and ability to view challenges as learning opportunities, not failures We hire talented and passionate people from a variety of backgrounds because we want our global employee base to represent the wide diversity of our customers. If you’re excited about a role but your past experience doesn’t align perfectly with every bullet point listed in the job description, we still encourage you to apply. If you’re a builder at heart, share our company values, and enthusiastic about making software toolmaking ubiquitous, we want to hear from you. Notion is proud to be an equal opportunity employer. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other applicable legally protected characteristic. Notion considers qualified applicants with criminal histories, consistent with applicable federal, state and local law. Notion is also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, please let your recruiter know. Notion is committed to providing highly competitive cash compensation, equity, and benefits. The compensation offered for this role will be based on multiple factors such as location, the role’s scope and complexity, and the candidate’s experience and expertise, and may vary from the range provided below. For roles based in San Francisco, the estimated range for total on target earnings (including hourly and on target incentive pay) for this role is $85,000 - $100,000 per year. #LI-Onsite By clicking “Submit Application”, I understand and agree that Notion and its affiliates and subsidiaries will collect and process my information in accordance with Notion’s Global Recruiting Privacy Policy. A NOTE ON AI You don’t need deep AI expertise for every role, but we do expect every Notino to be intellectually curious, drawn to tinkering and discovery, and excited to use AI as a real collaborator in their work. For some roles, AI fluency is a core requirement — when that’s the case, we'll say so explicitly in the qualifications. People who thrive here don’t treat AI as a novelty. They use it to think better, and make their work easier for others to build on. EQUAL OPPORTUNITY & ACCOMMODATIONS We hire talented people from a wide range of backgrounds. If you’re excited about this role but don’t meet every bullet, we still encourage you to apply. Notion is an equal opportunity employer and does not discriminate on the basis of any legally protected characteristic. Consistent with applicable law, we will consider for employment qualified applicants with arrest and conviction records. Notion provides reasonable accommodations during the application process; if you need one, please let your recruiter know. Notion is proud to be an equal opportunity employer. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other applicable legally protected characteristic. Notion considers qualified applicants with criminal histories, consistent with applicable federal, state and local law. Notion is also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, please let your recruiter know.