Sales Development Representative/SMB Rep

Orb is on an ambitious mission to provide every business with the infrastructure to unlock their revenue. Best-in class businesses find ways to effectively align their monetization to product usage—whether that's through seats, consumption, feature limits, or usage-based tiers. Orb brings that opportunity to every software company.

We are reimagining billing and invoicing for this era of hybrid pricing in software. Billing is no longer just a finance problem, but also a high-stakes engineering observability problem that customers urgently need solved. At Orb, we take a developer-first, data infrastructure approach to this problem. We make it possible for companies to fully automate their current billing process, and to evolve their monetization strategy over time.

Orb supports the end-to-end workflow for revenue: developers love our product’s extensibility and intuitive API, product managers become empowered to iterate on pricing and packaging much faster, finance teams get fine-grained reporting to facilitate revenue recognition, and customer-facing teams benefit from the transparency Orb brings to the customer relationship.

Orb is the modern billing infrastructure powering revenue workflows for the next wave of AI and software companies. We believe that pricing and billing shouldn’t be a blocker to building and shipping great products. We power billing for highly innovative companies like Vercel, Pinecone, Perplexity, Replit, and work with our customers on some of their most crucial revenue initiatives.

Orb has raised $44.1 million in funding from top-tier investors like Mayfield, Menlo Ventures, Greylock, and founders and operators from companies like Plaid, Datadog, Notion, Asana, HubSpot, and more.

The Sales Development Representative role is often a first or early step to jump-starting a career in GTM. At Orb, we have a culture that celebrates diversity, fosters growth and enablement, and ensures that we provide our SDRs with the tools and the confidence that they need to grow their careers. We invest heavily in the training and development of our team. You will always have the support from our sales enablement org and managers that will maintain 1:1 coaching throughout your career here.

Our SDRs gain an understanding of our product, community, who we sell to, why they care, and what makes us relevant. They learn how to generate a pipeline quickly and effectively as well as how to achieve a good discovery and qualification. The team is a crucial resource for sales teams across Orb to get great talent from. This helps us scale our teams, as well as ensure that we have a culture of meritocracy.

Day-to-day, this might include:

• Identifying high-potential prospects that would be a good fit to work with Orb

• Working with the Sales team to develop and lead inbound & outbound campaigns

• Developing Orb sales and product knowledge

• Interacting and engaging with decision makers across Engineering, Product, and Finance via telephone & digital communication channels

• Managing lead and prospect activity in our CRM  to ensure effective lead management

• Running prospect calls to qualify potential opportunities and qualify opportunities to our sales pipeline

• Identifying and nurture early phase opportunities for future pipeline potential

• Exceeding monthly and quarterly opportunity quota

• Building strong relationships across our GTM team

• Helping to identify and execute GTM experiments that will accelerate Orb’s revenue growth

• Prior experience as an SDR or an adjacent GTM role (Customer Success, Marketing, Solutions Engineering, etc.).

• A self-starter with a track record of hitting and exceeding goals

• Outstanding communication skills both written and verbal

• Time management skills and ability to work either independently or through coaching

• Desire to work in a fast-paced and high growth environment

• Passionate about cutting-edge technology with the aptitude to learn new and exciting software products, as well as, understand business critical solutions quickly

• Low ego/Highly Coachable: Ideal Orb SDRs are individuals who seek out and crave new knowledge through the lens of continuous improvement. Our sales team culture is built around constant feedback and coaching in a bi-directional manner. We expect that all of our sales team is coaching each other from the IC level all the way up to the CEO. It’s critical that our SDRs are actively seeking knowledge through their own vectors of research, in addition to coaching from their peers and leaders alike. This concept also extends past internal sales skills - SDRs should always be curious with our prospects. It’s the cornerstone of Command of the Message and how we identify the transformational changes that only Orb can help them navigate. We seek to better understand through questions and curiosity rather than to show features of our product.

In order to thoughtfully scale the company and avoid downstream inequities, we don’t use leveling titles at Orb. You will not see us use prefixes like “Senior” in our job descriptions. We include experience requirements for every role and compensate employees based on their experience and internal level within Orb.

When you meet our team, you’ll see we’re a group of dedicated and kind individuals who care deeply about solving what is one of the most mission-critical problems for any business.

Every one of us has outsized impact on the business, our product, and our customers—we hold ourselves to a standard of excellence, with the empowerment to take risks and the judgment to focus our time on maximizing leverage.

We are not a culture of long hours, but we approach our work with intensity and a sense of urgency. With a product like ours, minutes matter: we can help accelerate other businesses tremendously if we’re focused on building quickly while maintaining critical attention to detail. When we’re ‘on’, we’re on; we work hard, then we go home.

We will focus on setting you up for success, with the right expectations and enablement. We coach on outcomes, not inputs or style. We show up for each other with kindness, which earns us the ability to have difficult conversations with trust by default and openness to feedback.

As a growing organization, we value in-person collaboration. We see it as a way to achieve our mission faster, in an environment of rapid ideation, strong alignment, and that energy that makes work more fun.

• Medical insurance - 100% coverage for you and dependents

• Dental, vision, and life insurance

• Unlimited PTO, with 15 days minimum encouraged

• 401k plan

• 16-week paid parental leave with equity vesting

• Commuter stipend

• Catered lunches in the office

We work with each other day in and day out, and strongly believe that building a diverse and inclusive team is key to our long-term goals and success as a company. We provide equal employment opportunities to all applicants without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by law.