Sales Development Representative

Albi · Chicago, IL

Base: Not disclosed
OTE: Not disclosed
Quota attainment: Not disclosed
Posted: 23d ago

Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.

Ask: “What percentage of fully ramped reps hit quota last year?”

Still open · checked 1h agoon Albi's careers page

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The job

What you'd do: You'll cold call and email restoration business owners and decision makers (60-80 dials/day) to book qualified demos for Albi's AEs. Inbound lead qualification is also part of the role.
Who you'd sell to: Still reading the posting. Check back within the hour.
Where deals come from: Mostly you. Expect a lot of outbound: cold calls, emails and LinkedIn.

The Braun Read

Proceed with caution

A few things here deserve a hard look before you spend time on it.

Pay: No pay listed at all.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Pipeline: Mostly self-sourced. Great if you like outbound, rough if you don't.
Time on market: Open 23 days. Normal, but not fresh.
Company hiring: This is their only open sales role.

Red lights

Heavy call quotas. It sets a daily dial or activity number. Expect to be managed on activity, not outcomes.

Green lights

Real coaching. The posting commits to regular coaching or call reviews. A bad attainment number usually means no coaching and no standard, not bad reps.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
Is the daily activity number a hard requirement, or a guide? What happens if you miss it?
Tells you if you'll be judged on deals or on dials.
2.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
3.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
4.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
5.
What are the base and the OTE for this role?
No point investing hours before you know the number.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

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Full posting

Albi is looking for a driven Sales Development Representative to join our rapidly growing team in our new Chicago office! This is the perfect opportunity for someone early in their career who wants to learn sales the right way, work alongside an extraordinarily passionate and supportive team, and build a long term career in an exciting field. If you're competitive, coachable, and ready to join a company with a proven business model, we'd love to learn more about you. About Us: We are Albi, a restoration management software company transforming how restoration businesses operate. Our platform unifies core business functions into a single, easy to use system, streamlining workflows and connecting office and field operations seamlessly. By automating key processes, we enable restoration companies to boost efficiency, complete more jobs, get paid faster, and ultimately reclaim valuable time. As the first product focused disruptor in the restoration software space, Albi is a PE backed, Series B company driving 350% YoY growth in a previously underserved market, and we're poised for even more. With a team of 81, we are focused on continuing our rapid growth and further establishing ourselves as the premier platform for restoration professionals. Learn more about us at albiware.com, and check out our About Us page to learn about our values and our story. What the role is: As an SDR, you are the first conversation a restoration company has with Albi. Your job is to find the right businesses, start meaningful conversations with owners and decision makers, and book qualified demos for our Account Executives. Every call is a chance to understand how a business runs, uncover the problems holding it back, and show how Albi can help solve them. If you enjoy digging into problems and working through solutions, this is the right role for you. You'll be the engine that drives our pipeline, and your work directly fuels the growth of the company. How you'll spend your time and where it can take you: - Make 60 to 80 dials a day, supported by emails and LinkedIn touches, to restoration business owners and decision makers. - Book 12+ qualified meetings per month for our Account Executives, with clean, detailed hand off notes so every demo starts strong. - Research restoration companies in your assigned territory to understand their size, services, and current software before reaching out. - Respond to and qualify inbound leads quickly to make sure no opportunity slips through the cracks. - Uncover pain points through discovery conversations and determine whether a prospect is a good fit for Albi. - Work your sequences, tasks, and pipeline in HubSpot, keeping all activity and records accurate and up to date. - Participate in regular call coaching, role plays, and team trainings to sharpen your skills. - Learn the restoration industry inside and out, including how our customers run their businesses and who we compete against. - Attend industry tradeshows and events as needed. - Grow your career through clear promotion paths: top performers earn the move to Account Executive to run their own full sales cycle, step into a Senior SDR role with larger territories and mentorship of new reps, or grow into Revenue Operations and other areas of the business. - Get hands on coaching from sales leadership and exposure to every part of a high growth startup. We promote from within and invest heavily in our SDRs. Requirements - Bachelor's degree (any field). - Sales experience is a plus, but not required. Internships, customer facing roles, service industry jobs, and competitive athletics all count. - Restoration experience not required. - A competitive drive and a hunger to win, both individually and as part of a team. - Resilience. You can hear "no" and pick up the phone for the next call with the same energy. - A coachable mindset. You take feedback, apply it right away, and genuinely want to get better every week. - You set big goals for yourself and are motivated by hitting and beating your numbers. - The ability to communicate clearly and persuasively, earning a busy owner's attention and turning a cold call into a booked meeting. - You do your homework. You research every account and walk into each conversation prepared. - Confidence on the phone and comfort talking with business owners and executives. - A problem solver's mindset. You're curious about how businesses operate and can think on your feet when a conversation takes an unexpected turn. - High energy that shows up on the phones every day and lifts the team around you. - You're a good person. You lead with integrity, treat prospects and teammates with respect, and put the team first. - Strong organizational skills and the discipline to manage a high volume of daily activity. - Experience with a CRM like HubSpot is a plus, but not required. - Ability to thrive in a fast paced, rapidly changing startup environment. - A solid work ethic. Benefits Benefits: - Health and vision insurance, with 100% of employee coverage paid by Albi. - 401K with company matching: 100% match on the first 3% you contribute, plus a 50% match on the next 3%. - Unlimited PTO.

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