Mid-Market Sales Development Representative

At Terminal Industries, we believe the logistics yard is the last great untapped frontier in supply chain technology, a space that still runs on clipboards, radios, and guesswork. Yet these yards move the trucks, trailers, and containers that power global commerce. Every day, over $50 billion of goods move through more than 50,000 logistics yards in North America alone. Unlocking yard-level data is foundational to improving efficiency, sustainability, and scalability across the supply chain.

That’s why we’re building the world’s first AI-powered Yard Operating SystemTM, a platform that digitizes, automates, and orchestrates everything that happens in the yard. Powered by our Terminal AI Computer Vision system and best-in-class machine learning, we give operators real-time visibility, intelligence, and control to slash dwell times, eliminate phantom costs, and boost throughput.

The result? Safer, smarter, faster yards, and the chance to redefine a trillion-dollar industry from the ground up. Backed by top-tier investors and partnered with leading global logistics companies, we’re not just solving problems, we’re creating the category standard.

We're hiring a talented Sales Development Representative to drive top-of-funnel growth across Mid-Market and Enterprise prospect segments. This is a quality-over-volume role that owns the pipeline from both directions: you'll run thoughtful, multi-channel outbound into mid-market and enterprises and be the fast, sharp first response to inbound interest, qualifying and nurturing leads from marketing, events, the website, and other sources so the right ones reach our AEs. You'll be technically curious enough to speak credibly to the various buyer personas. Reporting to the CMO and working in tight weekly alignment with our AEs, you'll be the tip of the spear for Terminal's enterprise motion and a foundational member of a growing go-to-market team.

You'll own the top of the funnel for our most important accounts from both directions: proactively prospecting into targeted accounts and acting as the fast first response to inbound interest, then setting qualified meetings our AEs can win.

• Own outbound prospecting into targeted accounts with multi-channel sequences (email, phone, LinkedIn) built for appropriate mid-market and enterprise sales cycles.

• Qualify and nurture inbound leads –– respond quickly to marketing generated leads (e.g. website, webinars, podcasts, campaigns, events), sales generated leads, and channel generated leads (as needed) –– assess fit, intent, and move sales-ready leads forward.

• Research accounts and personas, and craft persona-specific messaging that speaks to each stakeholder’s priorities.

• Multi-thread the buying group: map and engage multiple stakeholders within an account rather than a single contact.

• Qualify inbound and outbound leads, book qualified meetings for AEs with the context they need to win.

• Use intent and de-anonymization signals to prioritize accounts showing buying behavior signals.

• Partner closely with AEs in a weekly feedback loop, using lead-quality ratings to continuously sharpen your targeting.

• Maintain clean, accurate pipeline data in the CRM and own and adhere to activity, conversation, and meeting metrics and quotas

• Speak credibly about the Terminal platform, the value it delivers, and become proficient at multi-level objection handling.

A quality-first prospector: resilient, coachable, and genuinely curious about how our customers’ operations work and their pain in Yard Logistics. This role requires a growth mindset, committed to becoming a top 1% achiever. To do so, fluency in autonomous AI outbound tools isn’t a nice-to-have; you'll be co-piloting automated systems and expected to optimize them.

• Must be based in Austin, TX.

• 4-5 years of B2B sales development (SDR/BDR) experience - this is not a first SDR role; we’re looking for someone who has already carried a pipeline number and knows the motion.

• A track record selling into B2B, ideally mid-market and enterprise accounts,able to hold a credible conversation with our target Personas (GM, Ops, IT,,.) and stakeholders.

• AI competency with hands-on experience operating AI SDR platforms (e.g. 11x, Artisan, Ava) or equivalent autonomous outbound tooling. Able to function as a technical owner of the outbound stack — building and tuning sequences, enriching ICP data via Clay or similar, and using LLMs to generate and iterate on messaging.

• Strong outbound - AI messaging and related automation capabilities or comfort level

• Comfortable on both sides of the funnel - qualifying inbound leads and running proactive outbound prospecting.

• Resilient and coachable, you take daily feedback on recorded calls and act on it fast.

• Organized and metrics-driven, you manage your own pipeline and own your numbers.

• Success driven & proven, you consistently hit and exceed your quotas.

• Experience with complex, high-ticket sales cycles.

• Domain experience in supply chain, logistics, or transportation technology.

• Familiarity with the yard management or supply chain software landscape.

• Experience prospecting into Ops, IT, and buying committees.

• Experience at an early-stage, high-growth, venture-backed startup.

• Familiarity with intent-based, signal-driven prospecting workflows.

Joining the Terminal team means being part of a dynamic, innovative environment where your work directly impacts the future of logistics and the global supply chain. You will work closely with a team of experts passionate about operational excellence and technological innovation. We offer competitive salaries, a comprehensive benefits package, and opportunities for professional growth.