Sales Development Representative (SDR)

About HowGood

HowGood is an independent research company and SaaS platform with the world's largest database on food product sustainability. We help food brands, retailers, restaurants, and ingredient suppliers measure, reduce, report, and communicate the environmental and social impact of what they make and sell.

Our platform, Latis, assesses more than 33,000 ingredients across eight sustainability metrics, including on-farm emissions, water use, soil health, biodiversity, animal welfare and labor risk. Sustainability, R&D, and procurement teams at some of the largest food companies in the world use it to make better product and sourcing decisions. HowGood is backed by FirstMark.

The Role

You'll open conversations with the food and CPG companies that need credible sustainability data, and turn them into qualified first meetings for our Account Executives.

This is a chance to be a founding member of HowGood's SDR team. You'll work directly with our Head of Sales, help write the playbook the team members after you will use, and turn the suppliers who join HowGood through SupplierConnect into sales conversations.

What You'll Do

• Prospect into food and beverage brands, CPG manufacturers, retailers, foodservice operators, and ingredient suppliers.
• Cold call, email, and message sustainability, R&D, procurement, and commercial leaders every day, with outreach creative enough to stand out from the other vendors in their inbox.
• Work the suppliers who submit data through SupplierConnect: research each account, find the right buyer, and start a sales conversation.
• Spot buying signals, such as new climate commitments, Scope 3 reporting deadlines, retailer data requests, and new sustainability hires.
• Qualify every meeting against agreed criteria before it reaches an AE's calendar, and hand it off with clear notes.
• Use AI tools to research accounts, personalize outreach, and keep the CRM accurate daily.
• Test messaging by segment, track what converts, and share results with the sales team each week.

What You Bring

Must have

• A prior prospecting role (SDR or BDR) and a prior quota-carrying role, ideally at a B2B SaaS or data company.
• A track record you can show with numbers: meetings booked, quota attainment, pipeline sourced.
• A creative streak. Buyers get dozens of cold emails a week, and you find ways to be the one they answer.
• No fear of the phone. Cold calling is part of every day here, and a no just means you dial the next number.
• Hands-on experience with prospecting and AI tools, such as Apollo, Clay, Amplemarket, or AI research assistants.

Nice to have

• Experience selling into food, CPG, retail, or supply chain companies.
• Familiarity with sustainability topics such as carbon accounting, Scope 3 emissions or ESG reporting.
• Experience selling to enterprise accounts with several stakeholders.
• A second language for prospects in Europe. Preference for German, French, Spanish, and Italian.

How Success is Measured

The main measure is qualified meetings held per month. A meeting counts when it meets our qualification criteria, the prospect attends, and the opportunity advances to the next sales stage.

Period Focus Target Days 1 to 30 Learn Latis, our customers and segments; build first sequences; shadow discovery calls 2 to 3 qualified meetings held Days 31 to 60 Run full outbound volume and Supplier Connect follow-up; refine messaging from reply data 4 to 6 qualified meetings held Days 61 to 90 Fully ramped; own a segment and report on what's working 6 to 8 qualified meetings held per month

We also track activity, reply rates, and how many meetings become opportunities, to see what to improve.

Why HowGood:

Food systems produce about a third of global greenhouse gas emissions, and everyone at HowGood is here because we care about changing that. You’ll join a small, friendly team that shares this goal, and you’ll build a strong network by talking every day with sustainability leaders across food and agriculture. This role is a great springboard for a sales career, as you’ll work directly with our sales team and help build the SDR playbook.

Compensation and Logistics

Item

Detail

Base salary

$70,000 to $80,000

Variable

$100,000 to $115,000 OTE, paid on qualified meetings held that advance to opportunity

Location

Brooklyn, NY office; Europe; or remote

Reports to

Rachel Calomeni, Head of Sales

US Benefits (benefits vary by country)