About the role
About Cargo
At Cargo, we're redefining how teams execute GTM by making them leaner, faster, and engineer-driven. Cargo is the infrastructure layer teams use to build, run, and scale their AI-powered GTM org: agents, workflows, and custom applications that power how a revenue team actually operates.
We sell this infrastructure to GTM orgs, but we run our own pipeline on it. That means our own sales motion is a live proof point of the product. AI and automation handle the repetitive, low-leverage work internally, so our team can focus on the conversations that actually move deals forward.
We're a small team building fast, and we eat our own dog food — Cargo's own pipeline runs on Cargo.
Role Summary
We're hiring our first Sales Development Representative to help build the top of our funnel, working directly with our founders and our Head of Revenue.
This isn't a role where you're manually prospecting using ten different tools. Cargo's AI and automation handle lead identification, enrichment, and routing, and Tier 2 and 3 accounts flow through automated multi-channel sequences. Your job is the part AI can't do: the strategic, high-value human outreach that breaks through the noise on Tier 1 accounts, the judgment calls on messaging, and the conversations that turn a cold lead into a qualified opportunity.
Automation doesn't shrink the role — it raises the ceiling on what one person can produce. You'll work in the system daily, not just execute it: tuning sequences, flagging what's converting and what isn't, and feeding that signal back into the playbook.
This is also an explicit path to Account Executive. Prove you can generate and qualify pipeline that closes, and you'll be first in line to carry your own quota as we scale the sales team.
What's Different About This Role
🚀 Human effort where it counts. Cargo handles enrichment, sequencing, and signal monitoring on lower-tier accounts. You spend your time on high-value manual outreach — calls, personalized emails, and social touches — where a human actually changes the outcome.
