About Time Doctor Time Doctor is a workforce analytics platform that gives leaders AI-powered, actionable insights into how work actually happens. By turning activity and productivity data into practical intelligence, we help organizations make smarter decisions, support employee well-being, and lead with trust — not control — across remote, hybrid, and in-office teams. The Role We're hiring a Senior Outbound Sales Development Representative to own qualified pipeline for our upmarket sales motion. This is not a traditional, top-of-the-ladder SDR seat. You'll work inside an AI-powered outbound system that already surfaces warm, high-intent conversations from companies in our ICP — your job is to turn that interest into qualified meetings, move deals faster, and proactively work our highest-value accounts. This is a senior individual-contributor role for someone who has done outbound before and does it well. We're looking for a self-directed operator who needs minimal hand-holding, brings real commercial judgment to every conversation, and helps raise the bar on how we sell — sharpening talk tracks, surfacing what's working, and setting the standard for the function as the team grows. Who We're Looking For We are NOT looking for: ❌ Reps who rely on spray-and-pray volume over meaningful pipeline ❌ Candidates who lean on scripts and can't hold a real, unscripted conversation ❌ People who measure themselves by activity rather than outcomes ❌ Reps who let warm or inbound leads sit without fast, sharp follow-up We ARE looking for: ✅ A pipeline owner who takes full responsibility for converting interest into booked meetings ✅ Someone who sells in terms of problems, not features — and can run a genuine discovery conversation ✅ A confident phone operator who's comfortable handling skepticism and objections in real time, including reframing concerns about workforce analytics around trust, accountability, and outcomes ✅ A commercially aware operator who understands what actually makes deals move ✅ Someone who works alongside AI tools to move faster, not to replace the human conversation ✅ A coachable professional who takes feedback and implements it on the spot — seniority here means judgment and adaptability, not ego What You'll Do Pipeline Generation & Ownership Own the conversion of warm, AI-generated inbound and outbound responses into qualified meetings. Engage every lead quickly and move it forward with urgency, keeping a consistent flow of high-quality pipeline for Account Executives. High-Impact Sales Outreach Run structured daily call blocks against high-signal accounts — engaged prospects, reactivated leads, existing customers, and closed-lost opportunities. Use the phone as your primary channel to accelerate conversations and qualification. Lead Qualification & Conversion Quickly assess fit, identify buying intent, handle objections, and secure the meeting. Respond to replies with speed and relevance, and hold a high conversion rate from conversation to booked meeting. Social Selling & Community Engagement Show up where target buyers are (LinkedIn, Reddit, and other relevant communities). Build credibility, add to the conversation, and surface opportunities that sit outside traditional sequences. AI-Enabled Workflow Execution Lean on AI-driven systems that handle list building, segmentation, and initial outreach, so your time goes to the high-value human work — qualifying, converting, and advancing opportunities rather than manual prospecting. Raising the Bar Bring your experience to bear on how we sell: feed back what's landing and what isn't, help refine talk tracks and objection handling, and model the standard for a growing outbound function. Job Requirements What we're looking for: - 3+ years in an SDR, BDR, or outbound sales role, with a clear track record of consistently meeting or exceeding pipeline and activity targets - B2B SaaS sales experience — you understand the buyer, the motion, and the sales cycle - Strong phone presence and genuine comfort with high-volume, live calling - Proven ability to run discovery and handle objections without a script - Excellent written communication (email and social selling) - Hands-on experience with CRM systems such as HubSpot - Familiarity with tools like LinkedIn Sales Navigator - Experience working with AI tools such as ChatGPT or Claude in your workflow - Ability to operate effectively in a remote, async-first environment with high autonomy Preferred: - Experience selling into HR, IT, or Operations functions - Background in workforce analytics or an adjacent SaaS category - Experience with AI-assisted outbound or signal-based prospecting - Exposure to upmarket or mid-market sales motions Success in This Role Success will be measured by: - Conversion rate from positive reply to booked meeting - Volume and quality of daily conversations across channels - Meeting show rate - Pipeline sourced for Account...