Sales Development Representative - Trade Fleet

About PistonPay

PistonPay is a pioneering payments company dedicated to transforming how fleets handle fuel payments. As a Series A startup backed by leading investors such as Pear, Spark, and FPV—who also support Anthropic, Dropbox, DoorDash, and Canva—we aim to create the financial infrastructure for the trucking and fleet industry that powers the economy. Our journey is only beginning.

Role Overview

We are seeking a Sales Development Representative (SDR) responsible for outbound engagement with trade fleets including construction, HVAC, electrical, plumbing, and other service-focused fleets. This role involves close collaboration with our founding team and Account Executives (AEs) to build sales pipelines, refine messaging, and develop effective sales strategies tailored to this segment. This is a full-time, on-site position at our Lehi, Utah office, emphasizing the value of working together in person for accelerated team growth.

Key Responsibilities

• Conduct diligent outbound prospecting targeting trade fleet accounts through a blend of cold calls, emails, and LinkedIn outreach, maintaining a high-volume, quality outbound cadence with 100+ calls daily.
• Evaluate inbound leads according to our Ideal Customer Profile (ICP) and convert qualified prospects into scheduled discovery meetings for AEs.
• Collaborate with marketing to develop campaigns, test messaging, and continuously refine our trade fleet ICP.
• Keep accurate and current records in Salesforce and Outreach, providing insights on effective messaging and outreach tactics.
• Contribute to the creation and refinement of the outbound sales playbook for other SDRs as the team grows.

Success Milestones

Within 30 days:

• Complete onboarding and develop strong familiarity with PistonPay’s product, ICP, and trade fleet market.
• Gain proficiency with tools including Salesforce, Outreach, Slack, and G-Suite, and establish a consistent outbound cadence.
• Initiate first calls and email sequences, actively generating pipeline.
• Successfully schedule initial discovery calls for Account Executives.

Within 90 days:

• Consistently meet or exceed daily and weekly activity targets, including 100+ calls per day, producing a steady flow of qualified meetings.
• Develop data-driven insights regarding the effectiveness of messaging, target lists, and channels in the trade fleet segment.
• Serve as a collaborative partner with marketing and AEs, influencing campaign and ICP development beyond execution.
• Assist in documenting and enhancing the outbound sales playbook.

Qualifications and Requirements

• Strong passion for building a long-term sales career; this role is intended as a foundational step, not a temporary position.
• Excellent verbal and written communication skills.
• Ability to sustain high-volume outbound outreach (100+ dials daily) while coordinating across marketing, sales, and leadership teams.
• Coachability, competitive spirit, and enthusiasm for building from the ground up.

Preferred qualifications:

• Previous experience in SDR, BDR, or summer sales roles.
• Experience with door-to-door sales.
• Background in competitive athletics or sports.
• Discipline cultivated through immersive experiences such as religious missions or military service.
• Interest in or exposure to fintech, payments, or trucking/logistics sectors.
• Familiarity with Salesforce, Outreach, Slack, and G-Suite platforms.

Reporting Structure and Collaboration

The position reports to Sales Leadership and involves frequent collaboration with Account Executives and the Marketing team. The SDR will have significant influence on how the SDR function is structured and operates during company growth.

Compensation and Benefits

• On-target earnings between $55,000 and $60,000 annually.
• Equity with meaningful early-stage upside.
• Medical insurance coverage.
• Provision of all necessary hardware and software to perform at your best.
• An opportunity to be at the forefront of building a groundbreaking payments company from inception.

Working Conditions

This role requires full-time, in-person presence at the Lehi, Utah office, five days a week. The work is phone- and computer-intensive, with a core responsibility of making at least 100 outbound calls each day.