Sales Development Specialist

Sales Development Specialist

Department: Marketing

Employment Type: Full Time

Location: United States

Reporting To: Director of Growth Marketing

Compensation: $60,000 base + $30,000 commission = $90,000 OTE

Description

Hey 👋 I’m Emily, Director of Growth Marketing at Pinpoint.

We’re a high-growth, bootstrapped HR-tech start-up building and selling software that helps in-house recruitment teams attract, hire, and onboard the right talent. Today, we have a strong foundation in place, with a mature product, rapid growth, strong product-market fit, and happy customers.

In 2025, we’re continuing to build our growth playbook, and we’re looking for a Sales Development Specialist to help us achieve this. You’ll be a vital part of our growth function, working alongside a colleague in the UK, joining the dots between demand generation activity and outbound tactics in the US market.

A few things to note before you apply:

• This role is part of the growth marketing function but involves collaboration with events, partnerships, revops, and sales.
• Our HQ is in Jersey, UK, with a remote team of 70 across the UK and U.S.
• This is a fully remote role for someone based in EST or CST. Occasional in-person team meetups and attendance at U.S.-based industry events are required.
• Our values shape who we are and how we work. We're excited to meet candidates who share these principles and will bring these values to life in their work.
• We’re looking for someone with a growth mindset—you enjoy solving problems, contributing to experiments, and getting things shipped sooner rather than later. You don’t mind making mistakes because you learn from them.
• You'll have plenty of support from the team, but we also want to see you take ownership of your work. You'll need to be proactive to get stuff done.

About the Role:

• Create and execute high-quality outbound sequences, targeting relevant leads and prospects within our US Strategic Account Mapping (SAM) list using LinkedIn, email, calls, and other appropriate channels.
• Develop exceptional AE-tier product knowledge to tailor messaging and outreach, ensuring your growth aligns with the business trajectory.
• Deeply understand our customers and adjust messaging and tactics accordingly, incorporating multi-threading strategies for enterprise-level accounts.
• Represent Pinpoint at US-based industry events, managing the stand and identifying leads for the sales team. Take ownership of pre- and post-event prospecting to maximize ROI.
• Collaborate cross-functionally to plan and execute growth sprints and campaigns. Help build outbound playbooks for the US market as we test target segments.
• Assist in building enrichment and outreach workflows in tools like Clay, working with revops to optimize approaches for specific segments.
• Contribute to revenue goals by generating deals that ensure the Marketing & Sales team consistently achieves targets for new opportunities, pipeline growth, and revenue.

Tech Stack: Hubspot, Clay, LinkedIn, HeyReach, Gong, Notion

About You:

• 1–2 years of experience in a similar role, with a willingness to learn areas outside your current expertise.
• Comfortable engaging with prospects across in-person, phone, and digital channels.
• Understand the challenges of outbound and thrive on adapting to objections and finding solutions.
• Skilled in crafting personalized, conversational email sequences and LinkedIn messages—no generic B2B fluff.
• Proven track record demonstrating our core values.
• Based in EST or CST in the US.
• Highly organized and proactive, ready to tackle tasks and deliver results.
• Excited to join a small, ambitious, multi-skilled growth team, collaborating across functions and reporting into marketing.
• Ability to travel up to 10% of the time.

FAQs

How will success be measured?

• Stage 2 Deals (S2s): The primary focus is on generating Stage 2 deals (deals that progress past a completed first meeting) with prospects within our Ideal Customer Profile (ICP). We'll also track Stage 1 deals (meetings scheduled), but Stage 2 serves as the quality benchmark. You will have a set target of S2s to deliver to the business as your primary KPI.
• Source Balance: Performance and compensation are measured with consideration of different lead sources. For example, compensation for event-driven deals will differ from outbound-driven deals, ensuring fair evaluation across activities and incentivizing activities that bring incremental revenue to the business.
• Competencies and Values: The Pinpoint team is values-led, so you'll be expected to demonstrate these in your work—Fast, Flexible, Human, and Ownership. Your performance will also be measured against competencies including initiative, accountability, and prioritization.

What's a typical day in the life?

• Collaborating on Strategy: Working with Emily to define an approach for a new segment in the U.S., creating email and call sequences, and iterating on feedback.
• Event Prep: Researching attendee lists for upcoming events, identifying high-priority prospects, and gathering insights about their hiring challenges, career sites, and industry benchmarks. Crafting personalized communications and pre-event outreach sequences, and working with the sales team on a prospecting plan for event day.
• Prospect Follow-Up: Calling cold prospects from a previous outreach effort, such as those who received a branded gift, to follow up and drive engagement.
• Team Collaboration: Participating in marketing team meetings and contributing ideas for upcoming campaigns. Brainstorming ideas for personalized follow-up efforts for prospects who engage with specific marketing initiatives.

Where do cold leads come from?

• Inbound Marketing Flows: Leads enter Pinpoint's ecosystem and don't always progress to deals. You'll have a significant stream of "warm" leads from marketing channels and sources to convert to deal stages, as well as "recycled" leads from closed-lost and historic sales processes.
• Event Attendee Lists: You'll target accounts who are attending events Pinpoint is hosting or sponsoring—pre-, during, and post-event.
• Serviceable Addressable Market (SAM) Lists: Leads are often sourced from SAM lists provided by the RevOps team, focusing on untouched accounts within Pinpoint's ICP.
• Targeted Cold Segments: With support from your manager and RevOps, you will target specific segments of the SAM lists, such as prospects using a competitor ATS (Applicant Tracking System).
• Ad Hoc Research & Experimental Outreach: You will need to take initiative to identify and target leads independently based on business priorities and opportunities you spot where you can make an impact. While the majority of your week will be spent on leads from other sources, you'll be expected to dedicate around 15–20% of your time to this.

What We Offer:

We’re committed to being an exceptional workplace and company you are proud to work for. To that end, we offer some great benefits, including:

• Gold-plated healthcare: Enjoy the best medical, dental, and optical coverage money can buy. We've got you and your family covered for all eventualities
• Unlimited holidays: Everyone needs a healthy, happy, and productive life without restrictive holiday limits
• Mental health support: Unlimited and immediate access to counseling for any employees via Spill.
• Retirement matching: Competitive retirement plan to help you achieve your long-term financial goals.
• Remote-first culture: Work where you're most productive. As a remote-first team, we prioritize flexibility and trust. 
• Meaningful equity: You’ll contribute to the team's success and deserve to share in it. To that end, everyone on our team gets a meaningful equity allocation
• Generous paid parental leave:  To help support new parents in the workplace, we offer up to 16 weeks of paid leave
• Learning budget: Annual funds are made available to support both your personal and professional development
• Top-of-the-line equipment: We’ll set you up with the right tools to do your best work—starting with a MacBook Pro, 4K monitors, and the right software to get the job done
• A team that cares: You’ll be joining a team of intelligent, capable, and helpful people that want you to win, our clients to be wowed, and our business to grow

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