Expansion Sales Development Representative

Stord is The Consumer Experience Company, powering seamless checkout through delivery for today's leading brands. Stord is rapidly growing and is on track to double our revenue in the next 18 months. To meet and exceed this target, Stord is strategically scaling teams across the entire company, and seeking energetic experts to help us achieve our mission.

By combining comprehensive commerce-enablement technology with high-volume fulfillment services, Stord provides brands a platform to compete with retail giants. Stord manages over $10 billion of commerce annually through its fulfillment, warehousing, transportation, and operator-built software suite including OMS, Pre- and Post-Purchase, and WMS platforms. Stord is leveling the playing field for all brands to deliver the best consumer experience at scale.

With Stord, brands can increase cart conversion, improve unit economics, and drive sustained customer loyalty. Stord’s end-to-end commerce solutions combine best-in-class omnichannel fulfillment and shipping with leading technology to ensure fast shipping, reliable delivery promises, easy access to more channels, and improved margins on every order.

Hundreds of leading DTC and B2B companies like AG1, True Classic, Native, Seed Health, quip, goodr, Sundays for Dogs, and more trust Stord to deliver industry-leading consumer experiences on every order. Stord is headquartered in Atlanta with facilities across the United States, Canada, and Europe. Stord is backed by top-tier investors including Kleiner Perkins, Franklin Templeton, Founders Fund, Strike Capital, Baillie Gifford, and Salesforce Ventures.

The Expansion SDR is responsible for driving revenue expansion within Stord’s existing customer base by identifying new buyer personas, uncovering adjacent use cases, and generating pipeline for additional Stord solutions beyond the core fulfillment offering.
Unlike a traditional SDR focused on net-new logos, this role operates inside active customer accounts, mapping stakeholder personas, building targeted outbound campaigns, and positioning Stord’s broader consumer experience and growth solutions to the right internal buyers.
This role is critical to expanding Stord’s footprint within current customers and accelerating product adoption across the platform.

What You’ll Do:

Customer Expansion & Persona Discovery

• Identify and map new buyer personas within existing customer accounts beyond traditional operations leaders

• Build customer profiles that include roles, responsibilities, incentives, and pain points across teams such as:

• ecommerce, marketing, CX, growth, product

• Maintain accurate account and contact mapping in Salesforce

Expansion Outbound & Campaign Execution

• Build targeted outbound campaigns focused on upsell and cross-sell motions within the customer base

• Develop messaging tailored to specific personas and solutions, including:

  • Estimated delivery dates

  • Personalized unboxing experiences

  • Post-purchase notifications

  • Branded tracking portals

  • Inventory planning

  • Shipment protection

• Execute outreach across approved engagement tools (email, phone, LinkedIn, sequences)

Pipeline Generation & Handoff

• Generate qualified expansion conversations and meetings for AEs, Expansion AEs, or Account Managers

• Qualify interest, use case, timing, and internal ownership before handoff

• Partner closely with Sales, Account Management, and Customer teams to align on account context

What You’ll Need:

• 3+ years of experience in Sales Development, Business Development, or Account Expansion

• Ability to research, map, and engage multiple stakeholders within a single account

• Strong written and verbal communication skills with a consultative mindset

• Comfortable running outbound motions with existing customers (not just cold outreach)

• Experience working in Salesforce or similar CRM

• Ability to collaborate cross-functionally while owning your own book of accounts

• Bias toward action, experimentation, and iteration in a fast-paced environment

Bonus Points:

• Experience in SaaS expansion, account-based sales, or customer marketing

• Familiarity with ecommerce, fulfillment, supply chain, or post-purchase experience tools

• Sales engagement and prospecting platform experience (Clay, Nooks, HubSpot)