Sales Development Representative (SF)

About Us

Fondo is an all-in-one accounting platform built for startups, automating bookkeeping, taxes, and tax credits for 2,000+ high-growth companies. We combine powerful automation with expert, CPA-led accounting teams who know startups inside and out, helping founders stay compliant, maximize runway, and focus on growth. Our customers receive an average of $21K cash back from the IRS each year, with some receiving up to $500K.

We’re a remote-first team headquartered in San Francisco, with our GTM team based in SF. Backed by Y Combinator, Money Forward, Liquid 2 Ventures, and Motley Fool Ventures, we’re building the financial infrastructure that helps startups scale.

About the Role

You'll drive pipeline for our Account Executives by working both ends of the funnel: opening new conversations with founders and early finance leaders, and pushing quoted deals and cold leads back toward a decision. Our customers are primarily pre-seed through Series B founders who recently incorporated, just closed a round, or can no longer ignore their books or taxes. Inbound volume is strong; the bottleneck is follow-through. You'll get playbooks to start from and room to improve them, plus a clear path to a closing role.

What You'll Do

- Open new conversations: Build target lists and run multi-channel outbound across email, phone, LinkedIn, and text. Test new angles with Marketing instead of running one script.

- Work the existing pipeline: Run follow-up on quoted deals that went quiet, re-engage closed-lost contacts where timing was the problem, and push every one to a clear yes or no.

- Qualify and hand off: Handle early inbound, qualify fit, and book meetings with clean notes so the AE's first call starts strong instead of starting over.

- Be in the room: Represent Fondo at all Fondo events and select external SF startup events, typically 1–3 times a week, with some weeks more or fewer. turn those conversations into pipeline. Events are a core pipeline source, not an extra.

- Run on data: Keep HubSpot clean and report weekly on activity, conversion rates, and what messaging is and isn't landing.

- Build the playbook: Start from our playbooks, improve what isn't working, and keep the documentation current.

Who You Are

Required

- Outbound experience, 1+ years: as an SDR, BDR, or in a comparable role carrying an activity or meeting target.

- Comfortable going cold: you start conversations by email and phone, and keep going after a quiet week.

- Strong writer: concise, specific outreach founders actually reply to.

- Tech fluent and self-directed: given a playbook and a deal list, you go. You figure out a new tool before asking for a tutorial.

- CRM fluent: HubSpot or a comparable CRM.

- Bay Area-based: able to be in SF regularly for office days, meetings, and events, including evenings.

Strongly Preferred

- Accounting or finance background, with an interest in sales: you’ve worked in accounting or finance and want to move into sales, or you’ve prospected into startup founders for accounting, tax, fintech, payroll, or banking services.

- Domain knowledge: working familiarity with bookkeeping, tax, or R&D tax credits.

- Network: familiarity with YC, Speedrun, and the Bay Area startup ecosystem, and relationships in it.

- Education: a degree in Accounting, Finance, Business, or a related field.

- Ambition: you want a closing seat, and your track record suggests you'll get there.

Don't tick every box? Apply anyway and tell us why you'd be good at this.

How We Work

- Hybrid: about 2 days a week at our downtown SF HQ once ramped; 3–4 days a week for your first few months.

- Ramp: month 1, learn the product, shadow AE calls, and send your first sequences with coaching; month 2, own your lists and book meetings consistently; month 3, carry a full meetings quota.

- Events: you’ll start attending Fondo-hosted events and select extern