Sales Development Representative - Outbound

About Routeware, Inc.

Routeware is the industry leader in providing software and data analysis that enables public and private enterprises to improve the effectiveness of their waste and recycling programs. Our solutions help organizations save time and money, increase efficiency, improve safety and help make our world a greener place.

Based in Portland, Oregon, the company employs a distributed team across North America and the UK. Our brands, products, and services provide an all-in-one platform to municipal and private waste haulers and other fleet services. As part of an essential and growing industry, we seek solution-oriented team players who want to positively impact the environment. Our work environment is collaborative, dynamic, fast-paced, and fun with a strong appreciation for innovation and initiative.

Our Mission:

• Transform waste collection to drive a better future for generations to come.

Our Values:

• Adaptability - The waste industry and technology are ever-changing, and the Routeware team never stops adapting to be at the forefront of technology innovation, supporting our customers to stay ahead.
• Mission-driven - At Routeware, it matters to us that our work has a lasting positive impact on our customers' outcomes, our fellow team members' well-being, and the long-term sustainability of our environment.
• Human-first - While technology drives our products; the real, live, caring people at Routeware are the true drivers of meaningful outcomes for our customers.

POSITION OVERVIEW

We’re looking for a driven, outbound-focused Sales Development Representative to join our growing SDR team. In this role, you’ll be the first point of contact for prospects at the top of our funnel — converting marketing-sourced leads and self-identified prospects into qualified meetings for our Account Executive team. 

This is a purely outbound role. Success here is built on calling craft, persistence, and the ability to have sharp, credible conversations with decision-makers in municipal and private waste organizations. If you’re someone who is genuinely comfortable with the discomfort of cold outreach — and who takes pride in the technical side of prospecting — this role is built for you. 

Routeware is one of the few companies where the work you do in sales is directly tied to an industry that serves communities and the environment. If that kind of mission resonates with you, we’d like to meet you

COMPENSATION

• $55k-65k Base Salary with $100k OTE

RESPONSIBILITIES & DUTIES

• Conduct cold outreach to top-of-funnel leads sourced through marketing nurture campaigns, company-hosted webinars, and industry events including tradeshows, conferences, and exhibitions 

• Independently research and identify additional prospects within your assigned territory to supplement marketing-sourced leads 

• Engage decision-makers primarily through cold calling and email outreach to qualify and advance leads through the funnel 

• Qualify prospects and book introductory meetings for the Account Executive team 

• Collaborate with Account Executives to align on target accounts, messaging, and ensure a seamless handoff of qualified opportunities 

• Consistently meet or exceed monthly SDR activity and pipeline metrics 

• Maintain accurate and up-to-date account and contact information throughout the prospecting process 

QUALIFICATIONS

• Direct experience in an SDR or BDR role with a demonstrated focus on outbound prospecting (strongly preferred) 

• Proven track record of meeting or exceeding quota through cold outreach 

• Strong phone presence and comfort leading early-stage discovery conversations 

• Working knowledge of Salesforce and Outreach in a sales development capacity 

• Working experience applying BANT or a similar qualification framework (preferred) 

• Familiarity with MEDDIC (nice to have) 

• Experience selling in a vertical SaaS or general SaaS environment 

BENEFITS

• Comprehensive benefits (medical with HSA option, vision, dental, and life insurance)
• Paid parental leave
• Medical and Dependent FSA
• 401K match
• Unlimited PTO
• Ten company holidays
• 1 Volunteer day
• Summer Friday's
  Routeware is an Equal Opportunity Employer and prohibits all forms of discrimination or harassment. At Routeware, we are committed to the principle of equality, and all employment decisions are based on job requirements, business needs, and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate.