Sales Development Representative (SDR)

Sales Development

We're looking for someone to join us in Sales Development to own a book of pre-tiered accounts. Your primary mission is to generate qualified pipeline by researching, prospecting, and engaging the right companies and stakeholders. You'll spend most of your time leveraging Kernel's data-driven insights to develop hyper-targeted outreach—primarily via calls (80–95% of pipeline for B2B companies comes from calling)—as well as LinkedIn DMs and other channels. You'll partner closely with Marketing and AEs, but your day-to-day will focus on building a research-led, phone-first cadences that convert.

Important to Know

Hours & Intensity: Kernel is growing rapidly. Expect an intense but rewarding environment where you'll be stretching yourself daily. Since many of our prospects are in North America, you should be comfortable scheduling occasional calls or follow-ups outside of standard UK business hours.

Working Location: Minimum 4 days per week in our London office (most teammates are in-office 5 days).

Responsibilities

• Target & Qualify: Identify and research high-fit companies and decision-makers using Kernel's own data. Build and maintain a consistently updated target list with clear qualification criteria.

• Outbound Prospecting: Execute a predominantly phone-driven cadence (cold calls + voicemails) to generate meetings—LinkedIn DMs and email are supplementary. Personalize each touchpoint using the insights you uncover (e.g., department size, recent funding, hiring needs, tech stack).

• Handoff & Collaboration: Book qualified meetings for AEs; provide detailed call notes and context to ensure smooth handoffs. Collaborate with Marketing to refine ICP definitions, messaging, and collateral based on what you learn in the field.

• Metrics & Reporting: Continuously iterate on cadences and messaging based on performance data.

• Continuous Learning: Regularly attend training sessions on Kernel product updates, B2B sales best practices, and industry trends. Share feedback on product feature requests and market insights.

Your Traits

• Phone-First, Hunter Mentality: You not only tolerate cold calling, you embrace it. You see every call as an opportunity to learn and refine your approach.

• Research-Oriented: You love diving into company data, annual reports, tech stacks, financial estimates—to unearth the "why now" for each prospect.

• Entrepreneurial & Resourceful: As one of the first SDRs, you'll wear many hats. You're comfortable setting your own priorities, experimenting with new outbound channels, and creatively solving problems.

• Data-Driven & Analytical: You track your metrics obsessively and use data to continually optimize your outreach. You understand that precision targeting beats volume.

• Excellent Communicator: You can articulate complex ideas simply—whether on the phone, via LinkedIn, or in your call notes. You're a clear writer and an active listener.

• Collaborative: You thrive in cross-functional teams, partnering with AEs, Marketing, and Product to iterate on messaging, ICP definitions, and go-to-market strategies.

Essential Qualifications

• 1–4 years' experience in a B2B sales or SDR role , ideally in a high-growth environment.

• Demonstrated success hitting or exceeding outbound activity targets (calls, meetings booked, pipeline created).

• Comfortable with data and tech—you can quickly learn and leverage Kernel's product to inform your outreach.

• Strong verbal, written, and interpersonal skills—you can conduct a compelling discovery call and succinctly summarize next steps.

• Bias for action—you move quickly, learn from failure, and iterate on your approach daily.

Nice-to-Have

• Familiarity with SDR tech stack : Salesforce, Outreach (or similar sales engagement platforms), Gong (or similar conversation intelligence), ZoomInfo/LinkedIn Sales Navigator.

• Startup/scale-up experience where you've had to build processes from scratch.

• Interest in AI and automation—you're excited by how Kernel leverages machine learning to solve data problems.

What We Offer

• Competitive Base + Commission : An OTE plan that rewards you for over-achieving on pipeline and revenue targets.

• Equity : Option grant on employee-friendly terms so you're invested in our success.

• Work Perks: Paid for team events (dinners/breakfast/etc) when we hit weekly targets. Dinner when you work past 6 pm. 24 days of vacation plus bank holidays. Flexibility to work abroad for up to 2 weeks per year, and flexibility throughout the week for personal appointments.

• Growth & Development: Direct mentorship from founders and senior sales leaders. Regular training on sales methodologies, objection handling, and Kernel's evolving product suite.

• Culture & Environment: A high-energy London office with a collaborative, mission-driven team. The opportunity to help shape the SDR function at a rapidly scaling startup.

How to Apply

If you're passionate about data-driven sales, love spending your days on the phone with top-tier B2B prospects, and want to own your own book of accounts from day one, we'd love to hear from you. Kernel is an equal opportunity employer, diverse candidates are strongly encouraged to apply. We look forward to meeting you!