Sales Development Representative (SDR)
Aquila Clouds, Mission, KS, United States
Aquila Clouds | Hybrid (On-Site / Remote)
About Us
Were building the future of cloud financial management. As cloud spending continues to explode (projected to reach $1T+ by 2025), engineering and finance teams are drowning in complexity—trying to understand who’s spending what, why costs spike unexpectedly, and how to optimize without slowing down innovation. Our platform helps companies automatically identify and eliminate cloud waste, allocate costs accurately across teams, and make smarter infrastructure decisions, and get more application visibility. Our customers are enterprise software and SaaS companies spending $1M+ annually on AWS, Azure, GCP, OCI, Huawei and VMware. We have both mid‑enterprise and Fortune 500 customers across the world. We have funding through IA (Top VC in India). We’re at an exciting inflection point—strong product‑market fit, growing customer base, and ready to scale our go‑to‑market engine. That’s where you come in.
The Role
As a Sales Development Representative, you’ll be the first point of contact for companies struggling with cloud cost chaos. You’ll identify and engage with VP Engineering, Head of Platform/Infrastructure, and FinOps leaders at high‑growth companies, introducing them to a better way to manage their cloud and AI investments. This isn’t about blasting generic emails. You’ll become a FinOps expert—understanding the pain points of infrastructure teams, the economics of cloud computing, the essence of effective workload management, and how to have meaningful conversations with technical decision‑makers.
What success looks like:
Generate 15‑20 qualified meetings per month with target accounts
Build pipeline worth $500K in potential ARR each quarter
Maintain 30%+ connect rate on outbound calls
Achieve 50%+ meeting show rate through strong qualification and follow‑up
Contribute to refining our ICP and messaging based on frontline insights
What You’ll Do
Discovery & Prospecting (40%)
Research and identify high‑fit target accounts based on cloud spend indicators, tech stack, growth signals, and headcount
Build targeted lists using tools like LinkedIn Sales Navigator, ZoomInfo, and intent data platforms
Prioritize accounts showing signs of cloud cost pain (rapid growth, engineering hiring sprees, recent funding)
Outbound Outreach (40%)
Execute multi‑channel campaigns (email, LinkedIn, phone) to engage prospects
Craft personalized messages that demonstrate understanding of their specific cloud environment and challenges
Handle initial objections and qualify interest level
Book qualified meetings for Account Executives
Follow up persistently but thoughtfully—understanding when to nurture vs. push
Qualification & Handoff (15%)
Run discovery calls to understand prospect’s cloud setup, pain points, and buying process
Qualify leads using BANT or similar framework (Budget, Authority, Need, Timeline)
Document detailed notes in CRM to set AEs up for success
Participate in handoff calls to ensure smooth transition
Learning & Optimization (5%)
Stay current on FinOps trends, cloud provider pricing changes, and industry news
Test and iterate on messaging, cadences, and channels
Share learnings with the team to improve overall performance
Contribute to playbook development and best practices
What We’re Looking For
Required Experience& Skills
1‑2 years of experience in sales development, inside sales, or similar customer‑facing role (SaaS/tech preferred)
Proven track record of consistently hitting or exceeding quota (we want to see numbers!)
Experience selling to technical buyers (engineers, DevOps, platform teams) is a major plus
Comfortable with high‑volume outbound activity—you’re energized by the hunt, not discouraged by “no”
Strong written and verbal communication—you can explain complex topics simply and persuasively
Self‑starter mentality—you don’t wait to be told what to do; you identify problems and solve them
Nice to Have
Background in engineering, operations, or technical support
Understanding of cloud infrastructure (AWS, Azure, GCP) and related concepts
Experience in a startup environment (scrappy, fast‑moving, wear‑multiple‑hats)
Interest in or knowledge of FinOps, DevOps, or SRE practices
Experience with account‑based outreach or ABM strategies
Personal Qualities
Intellectually curious: You love learning about how things work—cloud architectures, pricing models, why engineering teams make certain decisions
Coachable: You actively seek feedback and implement it quickly
Competitive: You want to win and track your metrics obsessively
Resilient: Rejection doesn’t faze you; you learn from it and keep moving
Team player: You share wins, help teammates, and celebrate collective success
Mission‑driven: You care about helping companies waste less money and operate more efficiently
J-18808-Ljbffr
About Us
Were building the future of cloud financial management. As cloud spending continues to explode (projected to reach $1T+ by 2025), engineering and finance teams are drowning in complexity—trying to understand who’s spending what, why costs spike unexpectedly, and how to optimize without slowing down innovation. Our platform helps companies automatically identify and eliminate cloud waste, allocate costs accurately across teams, and make smarter infrastructure decisions, and get more application visibility. Our customers are enterprise software and SaaS companies spending $1M+ annually on AWS, Azure, GCP, OCI, Huawei and VMware. We have both mid‑enterprise and Fortune 500 customers across the world. We have funding through IA (Top VC in India). We’re at an exciting inflection point—strong product‑market fit, growing customer base, and ready to scale our go‑to‑market engine. That’s where you come in.
The Role
As a Sales Development Representative, you’ll be the first point of contact for companies struggling with cloud cost chaos. You’ll identify and engage with VP Engineering, Head of Platform/Infrastructure, and FinOps leaders at high‑growth companies, introducing them to a better way to manage their cloud and AI investments. This isn’t about blasting generic emails. You’ll become a FinOps expert—understanding the pain points of infrastructure teams, the economics of cloud computing, the essence of effective workload management, and how to have meaningful conversations with technical decision‑makers.
What success looks like:
Generate 15‑20 qualified meetings per month with target accounts
Build pipeline worth $500K in potential ARR each quarter
Maintain 30%+ connect rate on outbound calls
Achieve 50%+ meeting show rate through strong qualification and follow‑up
Contribute to refining our ICP and messaging based on frontline insights
What You’ll Do
Discovery & Prospecting (40%)
Research and identify high‑fit target accounts based on cloud spend indicators, tech stack, growth signals, and headcount
Build targeted lists using tools like LinkedIn Sales Navigator, ZoomInfo, and intent data platforms
Prioritize accounts showing signs of cloud cost pain (rapid growth, engineering hiring sprees, recent funding)
Outbound Outreach (40%)
Execute multi‑channel campaigns (email, LinkedIn, phone) to engage prospects
Craft personalized messages that demonstrate understanding of their specific cloud environment and challenges
Handle initial objections and qualify interest level
Book qualified meetings for Account Executives
Follow up persistently but thoughtfully—understanding when to nurture vs. push
Qualification & Handoff (15%)
Run discovery calls to understand prospect’s cloud setup, pain points, and buying process
Qualify leads using BANT or similar framework (Budget, Authority, Need, Timeline)
Document detailed notes in CRM to set AEs up for success
Participate in handoff calls to ensure smooth transition
Learning & Optimization (5%)
Stay current on FinOps trends, cloud provider pricing changes, and industry news
Test and iterate on messaging, cadences, and channels
Share learnings with the team to improve overall performance
Contribute to playbook development and best practices
What We’re Looking For
Required Experience& Skills
1‑2 years of experience in sales development, inside sales, or similar customer‑facing role (SaaS/tech preferred)
Proven track record of consistently hitting or exceeding quota (we want to see numbers!)
Experience selling to technical buyers (engineers, DevOps, platform teams) is a major plus
Comfortable with high‑volume outbound activity—you’re energized by the hunt, not discouraged by “no”
Strong written and verbal communication—you can explain complex topics simply and persuasively
Self‑starter mentality—you don’t wait to be told what to do; you identify problems and solve them
Nice to Have
Background in engineering, operations, or technical support
Understanding of cloud infrastructure (AWS, Azure, GCP) and related concepts
Experience in a startup environment (scrappy, fast‑moving, wear‑multiple‑hats)
Interest in or knowledge of FinOps, DevOps, or SRE practices
Experience with account‑based outreach or ABM strategies
Personal Qualities
Intellectually curious: You love learning about how things work—cloud architectures, pricing models, why engineering teams make certain decisions
Coachable: You actively seek feedback and implement it quickly
Competitive: You want to win and track your metrics obsessively
Resilient: Rejection doesn’t faze you; you learn from it and keep moving
Team player: You share wins, help teammates, and celebrate collective success
Mission‑driven: You care about helping companies waste less money and operate more efficiently
J-18808-Ljbffr