Join Cargo as our first Sales Development Representative, working directly with the co-founder and Head of Revenue. You will spearhead strategic outreach for Tier 1 accounts while leveraging our internal AI tools to manage lower tiers. This high-impact role is designed as a direct launchpad into a closing Account Executive position.
Sales Development Representative at Cargo
Cargo is hiring its first Sales Development Representative to lead strategic outreach for their AI-powered GTM infrastructure. Unlike traditional SDR roles, Cargo's own AI handles the manual grunt work, allowing you to focus exclusively on high-value human outreach with a direct path to an Account Executive seat. If you're a high-agency sales professional ready to scale with a founder-led team in California, this $70k-$100k OTE role is your next career launchpad.
What's the next step?
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Location
San Francisco, United States
Compensation
$70k-$100k OTE + Equity
Company
Cargo
Role overview
At Cargo, we’re redefining how teams execute GTM by making them leaner, faster, and engineer-driven. Cargo is the infrastructure layer teams use to build, run, and scale their AI-powered GTM org: agents, workflows, and custom applications that power how a revenue team actually operates. We sell this infrastructure to GTM orgs, but we run our own pipeline on it. That means our own sales motion is a live proof point of the product. AI and automation handle the repetitive, low-leverage work internally, so our team can focus on the conversations that actually move deals forward.
We’re a small team building fast, and we eat our own dog food — Cargo’s own pipeline runs on Cargo.
What you will do
- Execute creative, high-touch multi-channel outreach campaigns including cold calls and personalized emails to convert Tier 1 accounts into qualified opportunities.
- Monitor and tune AI-assisted sequences for lower-tier leads, analyzing conversion data to provide critical feedback for product and playbook improvements.
- Collaborate in real-time with leadership to share market signals, customer objections, and messaging insights that shape the company’s GTM strategy.
Who this is a fit for
- Holds a 4-year college degree and has demonstrated success in outbound B2B sales, specifically in booking qualified meetings and managing pipeline.
- Possesses exceptional communication skills on the phone and a talent for researching accounts to craft unique, high-conversion outreach angles.
- Demonstrates high agency and comfort with AI tools, showing the curiosity needed to operate in an ambiguous, rapidly scaling startup environment.
Why this role is remarkable
- Focus exclusively on high-value, strategic Tier 1 outreach while Cargo’s proprietary AI handles the repetitive lead identification and sequencing for other tiers.
- Work directly alongside the co-founder and Head of Revenue, gaining immediate visibility and a seat at the table to define the sales playbook.
- Explicit career pathing to an Account Executive role as the team scales, supported by a Founding AE hire happening in parallel.
How Jack & Jill work together
I get to know what you’re great at, then find roles you’d never find yourself.Ok, I'll go first. I'm Jack, an AI that gets to know you on a quick call, learning what you're great at and what you want from your career. Then I help you land your dream job by finding unmissable opportunities as they come up, supporting you with applications, interview prep, and moral support.
I recruit from Jack’s network and make the intro when I spot a great match.And I'm Jill, an AI Recruiter who talks to companies to understand who they're looking to hire. Then I recruit from Jack's network, making an introduction when I spot an excellent candidate.
Jack gets to know what you're great at and what you want next, then searches 15 million jobs daily and helps you discover roles at companies like this.
Meet Jack
What happens next?
Jack’s an AI agent for job searching and career coaching. He works for you.
Jill is the AI recruiter working for the company. She recruits from Jack’s network.
If your profile’s a match and Cargo wants to meet, Jill will make the intro. In the meantime, Jack will send you excellent alternatives.