Who We Are: At OTTO, we're on a mission to revolutionize the way sports teams and organizations manage their players, events, and operations. We create powerful, intuitive tools that help teams perform at their best—both on and off the field/court. We’re committed to innovating, and constantly raising the bar to stay ahead of the competition and deliver game-changing results. And above all, we take pride in our craftsmanship - each line of code, every campaign, and every customer interaction is an opportunity to perform at our peak. If you’re ready to join a team of all-stars, where empathy, agility, and excellence fuel everything we do, we want you on our squad. Let’s break records together!

Location: Minneapolis, Hybrid Office

Department: Marketing, Sales

Reports To: CMO

Compensation: base salary of $55,000–$70,000 with on-target earnings (OTE) of $70,000–$85,000.

We’re looking for a highly organized, process-driven Sales Development Representative (SDR) to accelerate growth in the youth sports technology market. You’ll own the top of the sales funnel, ensuring inbound leads are quickly qualified and converted into booked product demos. Working at the intersection of Marketing and Sales, you’ll also help optimize processes, technology, and outbound sequences to move prospects efficiently through the funnel. You’ll collaborate closely with Sales Leadership, Marketing, and Sales Operations to track funnel performance, test improvements, and ensure our efforts consistently drive pipeline growth. This role is perfect for someone who enjoys direct prospect engagement, thrives in a fast-moving startup, and gets energized by improving systems that deliver measurable results.

Lead Management & Qualification

• Manage and monitor the inbound lead pipeline to ensure Marketing Qualified Leads (MQLs) are promptly evaluated and converted to Sales Qualified Leads (SQLs).
• Conduct constant outreach to qualify prospects and schedule product demonstrations with Account Executives, constantly working to improve speed to Demo/conversation.
• Work closely with the sales team to ensure a smooth handoff of qualified opportunities to the right sales rep(s).
• Track and manage lead stages within Hubspot to ensure accurate pipeline reporting.

Outbound Prospecting

• Oversee outbound sales sequences targeting key segments in youth sports organizations, clubs, leagues, and tournaments as identified by the GTM team.
• Collaborate with marketing and sales leadership to develop and refine outbound messaging.
• Run A/B tests on outreach sequences to continuously improve engagement and conversion rates.
• Ensure proper use of CRM, sequencing tools, and lead routing systems.

Funnel Analytics & Reporting

• Monitor weekly funnel metrics and prepare regular reports for Sales Leadership highlighting performance, trends, and opportunities for improvement.
• Prepare concise reports for Sales Leadership on performance and actionable insights.
• Continuously test and improve processes and sequences to maximize pipeline efficiency.

• 1–2 years experience in sales development, lead generation, or inside sales
• Experience working with CRM platforms (HubSpot, Salesforce, etc.)
• Familiarity with sales sequencing or outreach tools
• Strong organizational and pipeline management skills
• Analytical mindset with comfort reviewing funnel metrics and testing improvements
• Excellent written and verbal communication skills
• Ability to work cross-functionally with sales, marketing, and operations
• Experience in sports technology, youth sports, or sports organizations is a bonus

• You love the challenge of building, you love competing, and the idea of learning, embracing, and leveraging AI is exciting to you
• Join a purpose-driven company empowering sports organizations nationwide
• Be part of a small, high-performing team where your impact is visible every day
• Competitive compensation package with upside for top performers
• Collaborative, supportive culture built on passion, accountability, and customer success