Sales Development Representative

Title: Sales Development Representative Location: Lehi, Utah, United States

About PistonPay

PistonPay is a payments company starting with how fleets manage their fuel payments. We're a Series A company backed by some of the best investors in the world, including Pear, Spark, and FPV (the same firms behind Anthropic, Dropbox, DoorDash, and Canva). We're building the financial backbone for the trucks and fleets that move the economy, and we're just getting started.

Role Overview

We're hiring a Sales Development Representative to build outbound pipeline across the markets PistonPay serves, including fleets and fuel station networks. You'll be the first conversation a prospect has with PistonPay: prospecting into target accounts, qualifying inbound interest, and booking discovery calls for our Account Executives. This is a builder's role focused on developing relationships with decision-makers and creating a consistent pipeline of qualified opportunities.

Key Responsibilities

• Prospect operators, owners, and decision-makers through a disciplined mix of cold calls, cold email, and LinkedIn outreach, sustaining a high-volume, high-quality outbound motion (100+ calls per day).
• Qualify inbound leads against our ideal customer profile (ICP) and convert qualified conversations into booked discovery calls for Account Executives.
• Build relationships with prospects and develop qualified opportunities that contribute to a consistent sales pipeline.
• Partner with marketing on campaign development, messaging testing, and refining our ICP.
• Maintain accurate, up-to-date records in Salesforce and Outreach, and bring a clear point of view on what messaging and tactics are working.
• Travel periodically (1- to 3-week sprints) to support in-market pushes and events.

What Success Looks Like

In the first 30 days:

• You have completed onboarding and have a working knowledge of PistonPay's product, ICP, and the customers we serve.
• You are comfortable with our tech stack (Salesforce, Outreach, Slack, Google Workspace) and running a full daily outbound cadence.
• You have made your first calls and sent your first sequences, and are actively building pipeline and relationships with prospects.
• You have booked your first discovery calls for an Account Executive.

In the first 90 days:

• You are consistently hitting daily and weekly activity targets (100+ calls/day) and booking a steady, predictable volume of qualified meetings.
• You have developed repeatable prospecting habits and relationships with prospects that generate qualified pipeline.
• You are a trusted partner to marketing and AEs, actively shaping campaigns and ICP refinement rather than just executing them.
• You have helped document or improve our outbound playbook.

Qualifications & Requirements

Must-have:

• A genuine desire to build a long-term career in sales. This is a launchpad role, not a stopgap.
• Strong written and verbal communication skills.
• Ability to thrive on a high-volume outbound cadence (100+ dials/day) and work cross-functionally with marketing, AEs, and leadership.
• Coachable, competitive, and energized by building something from the ground up.

Nice-to-have:

• Prior SDR, BDR, or summer sales experience.
• Door-to-door sales experience.
• Competitive athletics or sports background.
• Immersive, high-discipline experience (e.g., military service, full-time service programs, or similar).
• Curiosity about or prior exposure to fintech, payments, or trucking/logistics.
• Familiarity with Salesforce, Outreach, Slack, or Google Workspace.

Reporting Structure

This role reports to Sales Leadership, with close day-to-day collaboration alongside our Account Executives and Marketing team. You'll have direct input into how the SDR function is structured and run as we scale.

Compensation & Benefits

• $55,000 to $60,000 OTE
• Meaningful early-stage equity
• Medical insurance
• All hardware and software needed to do your best work
• A front-row seat to building a category-defining payments company from its earliest days

Working Conditions

This is a full-time, on-site role based in our Lehi, Utah office, five days per week. The role is phone- and computer-intensive, with sustained daily outbound calling (100+ calls/day) as a core, non-negotiable function of the job. Periodic travel (1- to 3-week sprints) is required to support in-market pushes and events.

How to Apply

Please include your resume. You'll also be asked a short question about why you want to work at Piston.