Reports to: Head of Business Development
Compensation: $50,000 CAD base + finder's fee for every account signed
ROLE OVERVIEW
The Sales Development Representative owns the top of the funnel at Midnight Marketing. You are the first impression we make on most of the market, and you take that seriously.
This is a high-volume outbound role. Every day you are on LinkedIn, in inboxes, and on the phone cold calling, cold emailing, and connecting with prospects who have never heard of us. You understand that volume and consistency are what move the needle, and you bring both, every day. You do not wait to be handed leads - you go find them.
Your primary output is booked, qualified meetings for the Head of Business Development. You open the door, qualify the opportunity, and hand it over with everything they need to close.
This is an entry-level role built for someone ambitious. You will learn the full outbound motion from the ground up, develop deep fluency in the industries we serve, and have a direct line of sight to what you earn. Every account you bring in pays a finder's fee on top of your base. Your effort has a direct and immediate impact on your income.
You work with Growth, Creative, and BD to source the assets required, but the pipeline is yours to build.
This role includes a three-month probationary period.
WHAT YOU'LL DO
Outbound prospecting: High volume, every day
- Execute high-volume outbound activity daily across LinkedIn, email, and cold calling. This is the core of the role and the expectation is consistent, disciplined output.
- Cold call prospects directly. You are comfortable picking up the phone, navigating gatekeepers, and having a real conversation with a decision-maker.
- Write and send personalized outreach sequences across LinkedIn and email.
- Build and maintain target account lists across oilfield services, equipment manufacturing, midstream, and industrial construction, aligned to the ICP set with BD.
- Research accounts before outreach. Understand what the company does, who the buyer is, what they are currently marketing, and where the gap is.
- Monitor engagement signals across LinkedIn, the website, and the podcast audience, and act on warm signals fast.
- Iterate and rewrite outreach sequences when performance drops. Test deliberately rather than sending the same thing at higher volume.
- Support pre- and post-event outreach around industry conferences and trade events, including occasional travel.
Qualification & handoff
- Your primary goal is to book qualified meetings directly into the Head of BD's calendar every week, consistently.
- Qualify inbound leads from the website, podcast, referral network, and marketing campaigns against agreed criteria.
- Run initial qualification conversations to establish fit, budget range, timeline, and decision process.
- Hand off every booked meeting with a complete written summary: what the company does, what prompted the conversation, what they said they need, and what to prepare for. BD should never walk into a meeting unprepared.
- Nurture accounts that are a fit but not yet ready, maintaining contact on a defined cadence rather than letting them go cold.
Systems & intelligence
- Maintain accurate, current CRM records across your pipeline - clear stages, next actions, owners, and dates - at a standard where someone else could pick up your account tomorrow.
- Report on activity, conversion, and pipeline contribution against agreed targets on a consistent cadence.
- Feed market intelligence back to the Growth and Marketing teams: objections heard, language buyers use, competitors named, and content that lands.
- Leverage AI tools and the Midnight Slack agent to support research, list building, and outreach efficiency.
- Contribute to the outbound playbook, documenting what works so the motion is repeatable.
WHAT SUCCESS LOOKS LIKE
- The Head of BD's calendar has qualified meetings booked every week sourced by you.
- You are hitting agreed targets for qualified meetings booked and pipeline sourced consistently.
- Your daily outbound volume is high and your activity is disciplined - calls made, messages sent, follow-ups completed.
- BD walks into every meeting you set with full context and no surprises about fit.
- Your outreach reads like it was written by someone who understands the industry.
- CRM records are accurate, current, and require no chasing from leadership.
- Warm accounts are contacted promptly and consistently.
- You are earning finder's fees consistently because you are closing the top of the funnel effectively.
WHAT YOU BRING
- 1–3 years in an SDR, BDR, inside sales, or comparable outbound role, or a strong track record of high-volume outbound activity in any context.
- Comfortable and confident on cold calls. You do not hesitate to pick up the phone, and rejection does not slow you down.
- Strong written communication skills. You can write short, specific, human outreach and you know the difference between a message that lands and one that reads like automation.
- Resilience and discipline. You maintain consistent high-volume daily activity through long cycles and rejection.
- Sound judgment about account prioritization, qualification, and when a conversation is worth BD's time.
- Genuine curiosity about technical and industrial businesses, with the initiative to learn an unfamiliar industry quickly.
- Excellent organizational skills across a large, active pipeline.
- Working fluency with LinkedIn Sales Navigator, CRM systems, and email sequencing tools.
- Comfort leveraging AI tools to build efficient research and outreach systems.
- Strong written and verbal communication in English.
- Comfortable working in the CST time zone.
WHAT'S A BONUS
- Experience selling into or working within energy, oil and gas, or industrial construction.
- Familiarity with ABM strategies and intent-based prospecting.
- Experience with tools like HubSpot, Salesforce, Apollo, or Outreach.
COMPENSATION
$50,000 CAD base salary plus a finder's fee for every account you bring in and sign. There is no cap on what you can earn from accounts you source.
BENEFITS
- Remote-first work environment with a collaborative, high-performance team culture.
- Finder's fee on every account you sign - your effort directly impacts your income.
- Opportunities to travel to the U.S. for trade shows, industry events, and client visits.
- Hands-on training in outbound sales, industrial marketing, and BD strategy. You will learn fast in this role.
- A clear path to growth within the BD function as the agency scales.
Pay: $50,000.00 per year
Work Location: Remote
