Founding SDR (Sales Development Rep)

A rare moment to sell into urgent demand

A new wave of climate reporting regulation is hitting Australia: Thousands of companies are being forced to act. Most lack a clear understanding of what’s required and all are under pressure.

This is not something coming down the track, it’s happening now.

Trace is already winning in this market. We’re seeing strong inbound demand from events, content and referrals, and we’re converting that demand into customers at a high rate.

You’re stepping into a fast-moving, regulation-driven category, solving a real problem at the CFO level, with a product that already works.

This isn’t a “build from zero” SDR role. It’s a role where you can come in, win early, and help build and scale something while growing with it.

About Trace

Trace is an AI-powered climate compliance partner, delivering audit-ready climate reporting with greater efficiency and cost control.

We’re changing how this work gets done. Traditionally, companies have relied on slow, manual and expensive consulting approaches. We take a different approach, combining software, AI and expert judgement to simplify the process, reduce manual work and give finance and risk teams clarity on what actually needs to be done.

We already work with hundreds of organisations across Australia, including companies like Eucalyptus, Jurlique and Finder.

This is not a typical SDR role

Yes, your core job is to generate pipeline and book meetings: What makes this role different is the combination of execution, ownership and scale.

You’ll be the first SDR in the business. There’s no existing structure to slot into, no territory to fight over, and no rigid playbook to follow. You’ll help define how SDR works at Trace and have a direct impact on how we scale from here.

At the same time, you’re not starting from scratch: You’re stepping into a demand engine that’s already working, with more inbound leads than we can currently convert, a modern and well-built tech stack, and a GTM team that has already tested what works.

There’s a real balance here: structure where it matters, and space to build where it counts.

You’ll also be experimenting with and applying AI tools to increase your output, improve performance and stay ahead. We’re not interested in running a traditional SDR playbook if there’s a better way to do it.

The foundations are in place. Your job is to take advantage of that and help build what comes next.

What you’ll own
Pipeline generation

• Qualify and convert inbound leads from events, content and referrals
• Proactively build and maintain your own pipeline of warm leads through LinkedIn, events, communities and network-driven outreach
• Book high-quality meetings that turn into real opportunities

Pipeline management

• Re-engage dormant opportunities and bring them back into active pipeline
• Nurture prospects through longer buying cycles using thoughtful, value-add touchpoints
• Stay relevant and top of mind by leveraging content, insights and creative outreach until timing is right

Outbound and experimentation

• Build and test campaigns across email, LinkedIn and phone
• Use tools like Clay, Instantly, Dripify, Apollo, Sales Nav and more
• Continuously improve messaging and targeting
• Maximise LinkedIn as a channel for engagement, brand and pipeline

System and playbook development

• Help define and implement and effective SDR strategy at Trace
• Improve workflows, tooling and conversion rates
• Feed insights into content, events, product and sales

Growth & marketing support

• Contribute content ideas based on real customer conversations and market insights
• Support the design and execution of events, including logistics, outreach and follow-up
• Collaborate with the team to test and scale content and growth initiatives that generate pipeline

What success looks like

• Fill the funnel: Consistent generation of qualified pipeline
• Own the phone: Minimum 2 hours per day, 60 dials per day. This is not optional, it’s how we win. You will be calling warm, engaged leads and converting demand while intent is high. In a noisy market where email and LinkedIn struggle to cut through, this is how top performers separate themselves.
• Speed to lead: Strong conversion from lead to meetings. Engage quickly and consistently, ask the right questions, build trust fast with senior stakeholders
• Master the pitch: Build deep expertise in the customer problem and Trace’s product through proactive research, high-quality conversations, shared insights, and continuous refinement of messaging
• Win the room: Lead high-quality, credible conversations with CFOs, finance and risk leaders
• Continuous improvement: Running and optimising a repeatable SDR motion

Who we’re looking for
Experience

• 12+ months as an SDR
• 12+ months in a SaaS startup
• Demonstrated track record of performance

Mindset and behaviours

• You are self-motivated and driven: You take responsibility for your output, manage your time well and don’t need to be pushed to perform.
• You are relentless and resilient: You maintain high activity, handle rejection and keep going when results aren’t immediate.
• You pick up the phone: You know calling is critical. You prefer it over hiding behind email or LinkedIn.
• You have high standards and are always improving: You care about your craft, seek feedback and aim to get better every week.
• You take ownership and build: You don’t wait to be told. You own outcomes and improve what’s working.
• You are fluent in modern sales tools: You’re comfortable across SDR tooling and interested in using AI to improve performance.
• You communicate clearly and confidently: You explain complex topics in a simple, engaging way and can hold your own with senior stakeholders.
• You are low ego and team-oriented: You’re humble, collaborative and focused on helping the team win — check out our values here.

Why join now

• Strong inbound engine already in place
• A rapidly expanding regulatory market over the next 2 years
• Work on a real, current problem that companies need to solve
• Proven product-market fit and strong conversion
• Experienced, hands-on GTM team who have built a working demand engine
• Clear path into closing roles or building the SDR function

What you’ll get

• Competitive salary + commission
• Flexible hybrid working
• A high-ownership role where your impact is visible
• Fast learning, with ongoing coaching and feedback
• Direct collaboration with founders and GTM leadership
• High-trust, supportive culture

This role suits someone who wants to win early, learn quickly, and be part of building something that works. If that sounds like you, we’d love to hear from you.

How to apply

Complete the short form. To standout, please submit a 2-minute video answering the following:

• A prospect has just downloaded our free AASB S2 Preparation Pack. How would you convert them into a meeting?
• How would you break into a Tier 1 target account (ideally the CFO) from a cold starting point?

Keep your answers practical and specific. This is your chance to stand out early.

PLEASE NOTE: We only review applications submitted through this form.