Sales Development Representative - Microsoft 365 (Path to Account Executive)

About the Role

This is an outbound-first sales seat with a written promotion path to Account Executive. Your job is to start conversations with IT leaders and executives at mortgage lenders, community banks, credit unions, and healthcare practices, book qualified meetings, and keep every touch logged cleanly in HubSpot. Our leadership team closes alongside you while you ramp, you get credit when your meetings turn into customers, and as you prove yourself you start taking the smaller deals through to signature on your own.

Hunting today is not the boiler-room phone job it used to be. You will run a modern outbound motion: personalized cold email, cold calls, LinkedIn touches, and current AI research and sequencing tools, all aimed at earning the attention of busy executives. If you are early in your sales career and you already reach for AI tools without being told to, this seat was designed for you.

You do not need years of Microsoft sales history. We will teach you the ABT sales playbook, our Guardian product line, and how we sell Microsoft 365 and Copilot. Already knowing your way around Microsoft 365 is a real head start here, and we call that out below, but hunger and coachability come first.

Three things make this seat different from most entry sales jobs

• The promotion path is written down. Hit the ramp targets we set together and you move into a quota-carrying Account Executive seat with a significantly higher earning ceiling. We put the targets in your offer letter so the path is a commitment, not a vibe.
• The coaching is daily. You start every workday with a 15-minute check-in with the CEO: yesterday's conversations, today's plan, live feedback on your talk tracks. You will not be left alone to figure it out.
• You will actually close. As your meetings turn into pipeline, you take the smaller deals to signature yourself with the closing team behind you. That is how the promotion path stops being theoretical.

Where you work: this seat is based in our Folsom, California office, and we are hiring locally for it, so you should live within commuting distance of Folsom. In-person coaching is the fastest way we know to ramp a new seller, and consistent performance is what earns flexibility.

What You Will Own

• Outbound at consistent daily volume: personalized cold email, cold calls, and LinkedIn touches to named prospects in our CRM, powered by modern AI research and sequencing tools
• Booking and confirming qualified first meetings for the closing team
• Closing smaller deals yourself as you ramp, with leadership alongside you
• Clean, honest activity logging in HubSpot, every day
• Learning Microsoft 365, Copilot, and Guardian well enough to hold a credible first conversation with an IT leader
• Supporting our demand-generation and proposal work between outbound blocks: list research, request-for-proposal responses, campaign follow-up

What a Typical Day Looks Like

A 15-minute check-in with the CEO to review yesterday's conversations and set the day's plan. A focused outbound block: calls, personalized emails, LinkedIn touches. A midday working session on your talk tracks or a product teach-in. An afternoon block for follow-ups, meeting confirmations, and prospect research with our AI tooling. You close the day with your activity logged and tomorrow's list built.

Requirements & Qualifications

• At least 1 year in an outbound-heavy sales, appointment-setting, or business-development role, business-to-business or business-to-consumer, and you can tell us your real numbers: calls or conversations per day, meetings set, deals influenced.
• You are comfortable on the phone every day. Cold email and AI tools matter here, and none of them replace a live conversation.
• You are coachable, competitive, and comfortable being measured on activity every week.
• You are authorized to work in the United States.

Strongly preferred, and worth telling us about directly

• Real Microsoft 365 familiarity: you have used it daily at work, supported it, administered it, or sold it. This is the single biggest head start you can bring to this seat.
• Experience in mortgage, banking, credit union, insurance, or healthcare settings; HubSpot or another CRM; Microsoft certifications; college athletics or anything else that says you like scoreboards.

Benefits & Perks

• $25 to $29 per hour base plus a monthly performance bonus tied to activity and booked meetings, with a written promotion path to an Account Executive plan with uncapped commission. We ask for your compensation expectations in the application so we can have an honest conversation early.
• 100% employer-paid medical insurance for employees, plus dental and vision coverage
• 401(k) with employer matching
• Generous paid time off and paid holidays
• Modern, AI-powered sales tooling that takes the administrative work out of selling

How to Apply

• We see a high volume of automated and AI-generated applications.
• To make sure yours gets our attention, send a brief personal note to confirming your application.
• In 3 to 5 sentences, tell us where you are based, the most outbound-heavy stretch of your work history with real numbers, and why this seat is what you want right now.
• Using AI to polish your note is fine, we use AI all day here too.
• We just want your real story.

Interview Process

A 30-minute screen with our CEO, then a live selling exercise where you make practice cold calls with us and get coached on the spot, then a leadership interview, then an offer. We move in about two weeks, start to finish. We tell you about the calling exercise up front because we want people who hear that and think "good, let me show you."