Sales Development Representative

Sales Development Representative at Rally

As a Sales Development Representative, you’ll help our customers run better user research and bring the voice of the user into every product decision. Your work will directly shape how modern product, design, and research teams connect with their users and scale high-quality research by building qualified top-of-funnel pipeline for the Sales team. You’ll join our Sales team and partner closely with Account Executives, Marketing, and Customer Experience to create and progress opportunities with mid-market and enterprise prospects. You’ll work with UX researchers, design leaders, and Research Operations managers—mission-driven customers who value curiosity, empathy, and insight. This is a remote-first role within the United States, with regular async collaboration and optional in-person team onsites.

About Rally UXR

Rally is the User Research CRM that helps product, design, and research teams talk to their users quickly, safely, and at scale. Our platform automates the unglamorous parts of research—participant recruitment, outreach, screening, scheduling, consent, and incentives—so teams can spend more time learning from customers and less time wrestling with manual workflows. We're now building Rally's next chapter: an AI-native platform that handles the full research lifecycle, end to end. Trusted by teams at Google, Adobe, Figma, GitLab, Webflow, and others. Backed by Y Combinator, Stage 2 Capital, and Canapi Ventures.

About The Team

Rally Sales is a highly collaborative, user-obsessed group focused on making research smoother for both our customers and their participants. We work closely with UX Researchers, Research Ops leaders, designers, and product managers at some of the world’s most user-centric companies. We use Rally to build Rally—talking to our own users frequently, running studies on our platform, and feeding insights straight into the roadmap. We favor small, empowered teams, high ownership, and a tight feedback loop between customers, product, and engineering.

The Opportunity

Rally is in the middle of a massive shift in how companies run user research: from ad-hoc, one-off projects to continuous learning that informs every product decision. In this role, you’ll help define what that future looks like—for Rally as a product and for the teams who rely on us to run research at scale. You’ll join at a stage where we have a strong product-market fit, a fast-growing customer base, and plenty of hard, interesting problems left to solve. As one of the earliest Sales Development Representatives at Rally, you’ll play a foundational role in building our outbound engine: identifying and engaging the right accounts, telling the Rally story to new prospects, and partnering with AEs to convert interest into revenue. You’ll help shape the playbooks, messaging, and tools that future SDRs will rely on.

What You’ll Do

• Build meaningful relationships with Research and Research Ops leaders, as well as Product and Design stakeholders, at mid-market and enterprise companies.
• Develop warm outbound strategies (email, LinkedIn, events, and other channels) to identify and create qualified opportunities across our target accounts.
• Work closely with Account Executives to support the sales process—prospect, qualify, book meetings, and ensure a smooth handoff into later-stage opportunities.
• Research and deeply understand the needs, org structures, and pain points of target accounts so outreach is relevant, thoughtful, and value-led.
• Become a Rally and Research Ops expert and leverage that knowledge to educate and advise prospects in every interaction.
• Improve our sales process and playbooks over time by experimenting with new tactics, documenting what works, and sharing learnings with the broader team.
• Be the voice of the prospect internally—capturing themes from your conversations and collaborating with Product, Marketing, and Customer Success to inform roadmap, messaging, and handoffs.

What You’ll Bring

• 1+ years of experience in a Sales Development (SDR/BDR) role at a B2B SaaS company.
• Proven capability to generate qualified meetings and opportunities against pipeline and activity targets.
• Exceptional written and verbal communication skills and attention to detail in all forms (docs, emails, Slack messages, presentations) and across all levels (from ICs to executives).
• Strong organizational skills and a track record of managing multiple accounts, sequences, and follow-ups without dropping the ball.
• Excitement to build the foundations of Sales at an early-stage, rapidly growing startup—including refining processes, experimenting with tools (including AI), and helping define “how we do outbound” at Rally.
• An innate curiosity, and strong work ethic; a bias towards impact, creativity, and commercial acumen to innovate on the sales process.

Nice to have

• Experience using CRM systems and sales engagement tools (e.g., HubSpot, Salesforce, Outreach, Apollo) and comfort experimenting with AI in your workflow.
• Experience working in or selling to Research, Design, and Product teams and executives in that space (Heads/VPs of Research, Design, or Product).
• Passion for Rally’s mission and the user research space—you’re excited about helping companies get closer to their users so they can build better products.

If you’re excited about Rally and this role but don’t meet every requirement, we’d still encourage you to apply! We’re interested in what you can do, not just what you’ve done.

How We Work

Rally is a remote-first company with teammates across the US and Canada. We default to async communication, use clear written documentation to keep everyone in the loop, and reserve meetings for collaboration, decision-making, and relationship building.

• Remote-first: Work from anywhere in the US, with core collaboration hours that overlap across US time zones.
• In-person connection: We bring people together for periodic team or company on-sites to build relationships, do deep-dive strategy work, and celebrate wins.
• High ownership: You’ll have real responsibility from day one and a lot of trust to figure out the best way to get to outcomes.
• Customer-driven: We talk to users constantly and use those insights to drive decisions across Product, Design, Engineering, and Go-To-Market.
• AI‑native: We're building an AI‑native product and operating like one internally. We expect everyone at Rally to be actively experimenting with AI tools, challenging how they work, and finding ways to move faster.

Compensation & Benefits

Base salary range (US): $63,000 – $70,000 USD per year. This range reflects the minimum and maximum target for new hires in this role across the United States. Within the range, individual pay is determined by factors such as job-related skills, experience, and location. Additional compensation: This role is eligible for variable compensation (commission) and equity awards in accordance with Rally’s applicable plans, totaling an OTE (base salary plus variable commission) are currently estimated at $90,000 – $100,000 per year. Any such compensation is not guaranteed and is determined at Rally’s discretion under the terms of those plans.

Benefits For US-based Full-time Employees Currently Include

• Competitive compensation and meaningful equity
• Flexible / unlimited PTO policy
• Medical, dental, and vision insurance
• Paid parental leave
• 401(k) retirement plan
• Home office set-up support
• Monthly remote work stipend
• Quarterly in-person team or company gatherings

Benefits may vary based on role, level, and location, and are subject to change as Rally grows.

Our Hiring Process

While the exact steps can vary by role, here’s what you can generally expect:

• Initial conversation: A short call with our recruiting team to learn more about your background and share more about Rally.
• Hiring manager interview: A deeper conversation about the role, your experience, and what success looks like in the first 6–12 months.
• Exercise and presentation/whiteboarding session: Conversations with future teammates and cross-functional partners, plus a practical exercise aligned with the day-to-day work.
• Team and cross-functional conversations: Time with leadership and/or key partners to answer your remaining questions.

We’ll share details at each stage so you know what’s coming and how to prepare!

Rally strives to recruit and retain exceptional talent from diverse backgrounds while ensuring pay equity across our team. Our salary ranges are based on competitive market data for our size, stage, and industry, and may adjust over time as the market evolves. Rally is an equal opportunity employer. We do not discriminate on the basis of race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity or expression, age, disability, veteran status, or any other legally protected characteristic. We’re committed to providing reasonable accommodations to candidates with disabilities throughout the application and interview process. If you need support or an adjustment at any point, please email us at hello@rallyuxr.com and let us know how we can help.

Key skills/competency

• Sales Development Representative
• B2B SaaS Sales
• Lead Generation
• Prospecting
• CRM Systems
• Sales Engagement Tools
• Communication Skills
• Relationship Building
• Outbound Sales Strategy
• User Research