Sales Development Representative at Startup
Generates and qualifies opportunities through outbound and inbound prospecting, feeding the Account Executives' pipeline.
In LATAM startups, the Sales Manager is often also the first AE
The ability to sell without an operating marketing function is a key differentiator
High emotional stability is critical: rejection is constant and without structured coaching
Ideal OCEAN+ Profile
At startups (1-50 employees), discipline in pipeline management and follow-up
At startups (1-50 employees), the balance between assertive persuasion and active listening
At startups (1-50 employees), resilience in the face of constant rejection and long sales cycles
At startups (1-50 employees), building long-term relationships with clients
Strengths and Red Flags
Strengths
- High-cadence outbound prospecting
- Rigorous lead qualification using BANT/MEDDIC frameworks
- Closing deals without a recognized brand, selling vision and potential rather than a finished product
- Building the sales process from scratch: ICP, pitch, playbook, and initial metrics
Red Flags
- Abandons follow-up after the first rejection
- Fails to log activity in the CRM consistently
- Depends on a recognized brand and polished marketing materials to sell
- Needs hierarchical approval for every discount or contract exception
Interview Questions
Describe a typical week of prospecting: how many contacts do you attempt, which channels do you use, and how do you prioritize who to contact first?
Evaluates: Conscientiousness and work structure
Tell me about a hard-to-reach prospect you managed to convert into a qualified meeting. What did you do differently?
Evaluates: Creativity and persistence
Tell me about a deal you closed without a 100% finished product.
Evaluates: Tolerance for ambiguity and ability to sell vision
How did you build a sales process from scratch?
Evaluates: Ability to structure without prior resources
More about Sales Development Representative
Career path, personality archetypes and similar roles in the full profile.
This Role in Other Contexts
Sales Development Representative — base profile with no company context
View profile → SMB (51-200 employees)In LATAM SMBs, the Sales Manager reports directly to the owner or CEO
View profile → Enterprise (201-1000 employees)In LATAM enterprise, personal relationships remain decisive
View profile → Global (1001+ employees)Must be able to sell upward to HQ in addition to managing local markets
View profile →Does your next Sales Development Representative at Startup (1-50 employees) match this profile?
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