About Orb

Orb is on a mission to revolutionize billing infrastructure for the modern era of AI and software. We empower businesses to align their monetization with product usage—whether through seats, consumption, feature limits, or hybrid pricing models. Our developer-first, data-driven approach enables companies to automate their billing processes and adapt their pricing strategies with ease.

With Orb, revenue workflows are seamless for every team: developers love our intuitive API and extensibility, product managers iterate on pricing and packaging faster, finance teams gain fine-grained reporting for revenue recognition, and customer-facing teams build trust through billing transparency. Companies like Vercel, Pinecone, and Replit rely on Orb to power their most critical revenue initiatives.

Backed by $44.1 million in funding from top investors like Mayfield, Menlo Ventures, and Greylock, we’re building a hybrid, in-office culture in downtown San Francisco (3 days/week). Our team thrives on collaboration, focus, and kindness, with a shared commitment to solving high-impact problems for our customers. At Orb, every team member drives meaningful impact, and we’re just getting started.

About the role:

The Sales Development Representative role is often a first or early step to jump-starting a career in GTM. At Orb, we have a culture that celebrates diversity, fosters growth and enablement, and ensures that we provide our SDRs with the tools and the confidence that they need to grow their careers. We invest heavily in the training and development of our team. You will always have the support from our sales enablement org and managers that will maintain 1:1 coaching throughout your career here.

Our SDRs gain an understanding of our product, community, who we sell to, why they care, and what makes us relevant. They learn how to generate a pipeline quickly and effectively as well as how to achieve a good discovery and qualification. The team is a crucial resource for sales teams across Orb to get great talent from. This helps us scale our teams, as well as ensure that we have a culture of meritocracy.

In this role you will:

• Identify high-potential prospects that would be a good fit to work with Orb

• Work with the Sales team to develop and lead inbound & outbound campaigns

• Develop Orb sales and product knowledge

• Interact and engage with decision makers across Engineering, Product, and Finance via telephone & digital communication channels

• Manage lead and prospect activity in our CRM  to ensure effective lead management

• Run prospect calls to qualify potential opportunities and qualify opportunities to our sales pipeline

• Identify and nurture early phase opportunities for future pipeline potential

• Exceed monthly and quarterly opportunity quota

• Build strong relationships across our GTM team

• Help to identify and execute GTM experiments that will accelerate Orb’s revenue growth

About you:

• Prior experience as an SDR or an adjacent GTM role (Customer Success, Marketing, Solutions Engineering, etc.).

• A self-starter with a track record of hitting and exceeding goals

• Outstanding communication skills both written and verbal

• Time management skills and ability to work either independently or through coaching

• Desire to work in a fast-paced and high growth environment

• Passionate about cutting-edge technology with the aptitude to learn new and exciting software products, as well as, understand business critical solutions quickly

• Low ego/Highly Coachable: Ideal Orb SDRs are individuals who seek out and crave new knowledge through the lens of continuous improvement. Our sales team culture is built around constant feedback and coaching in a bi-directional manner. We expect that all of our sales team is coaching each other from the IC level all the way up to the CEO. It’s critical that our SDRs are actively seeking knowledge through their own vectors of research, in addition to coaching from their peers and leaders alike. This concept also extends past internal sales skills - SDRs should always be curious with our prospects. It’s the cornerstone of Command of the Message and how we identify the transformational changes that only Orb can help them navigate. We seek to better understand through questions and curiosity rather than to show features of our product.

Please note: We value in-person collaboration and have built a hybrid, in office culture with 3 days/week at our HQ in downtown San Francisco. We see it as a way to achieve our mission faster, in an environment of rapid ideation, strong alignment, and that energy that makes work more fun. Unless specifically noted in the job above, please plan to join us in person in San Francisco.

Benefits

• Excellent medical, dental, and vision insurance - 100% coverage for you and dependents

• Unlimited PTO (with 15 days minimum encouraged) plus one week of time off during the last week of December

• 401k plan

• 16-week paid parental leave with equity vesting

• Commuter stipend

• Catered lunches in the office

• Meaningful equity in the form of stock options and a unique ten-year exercise window

Equal Opportunity Employer

We work with each other day in and day out, and strongly believe that building a diverse and inclusive team is key to our long-term goals and success as a company. We provide equal employment opportunities to all applicants without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by law.