Sales Development Representative

Plato is building the AI Operating System for Distributors - and sales is how this technology reaches the backbone of the global economy.

As a Sales Development Representative, you are the first point of contact for future Plato customers. You create demand, open conversations, and qualify opportunities in an industry still running on gut feeling and legacy systems.

This role sits at the very start of our go-to-market motion and is critical to everything that follows. You’ll combine classic outbound excellence with modern, AI-supported prospecting, work closely with Account Executives and the Growth Lead, and directly influence how fast Plato scales.

This is a high-impact, hands-on role with a clear path into Account Executive or Growth positions.

Top-of-Funnel & Deal Ownership

• Own the prospecting pipeline end-to-end: from identifying and qualifying leads to booking demos and closing smaller deals.

• Drive outbound activity via cold calling, email, LinkedIn, and account-based outreach across Germany and Europe.

• Act as the first trusted contact for potential customers and set high-quality foundations for AEs on larger opportunities.

Consultative Qualification & Opportunity Creation

• Understand the operational challenges of distributors and translate them into relevant conversation starters.

• Qualify prospects against ICP, use cases, and buying intent with structure and consistency.

• Articulate Plato’s value clearly in early conversations and hand over well-qualified opportunities to AEs.

• Position Plato as the intelligence layer of the modern distributor - from the very first touchpoint.

Pipeline, Handover & GTM Collaboration

• Build and maintain a healthy top-of-funnel in close collaboration with Account Executives.

• Ensure clean, structured handovers with full context, notes, and qualification insights.

• Partner with Marketing and Growth on outbound campaigns, account-based initiatives, and messaging iterations.

• Share learnings from the market to continuously improve targeting and outreach.

Customer Insight & Product Feedback

• Capture structured feedback from early conversations with prospects.

• Identify recurring pain points, objections, and buying signals and feed them back into GTM and Product discussions.

• Help sharpen ICP definitions, messaging, and use-case focus based on real market input.

Sales Excellence & Modern Tooling

• Maintain excellent CRM hygiene, accurate activity tracking, and qualification standards.

• Continuously improve outreach quality, scripts, and sequencing.

• Leverage modern tooling and AI-assisted workflows to accelerate research, personalization, and follow-ups — increasing both efficiency and conversion rates.

Must-Haves

• Strong motivation to work customer-facing and generate opportunities from scratch.

• Hands-on, entrepreneurial mindset — you enjoy testing ideas and building from zero.

• Tech-savvy with a strong interest in AI, automation, and modern B2B software.

• High resilience, ownership, and drive.

• Excellent written and verbal communication skills in German (native) and fluent English.

Nice-to-Haves

• First experience in B2B SaaS, sales, business development, or customer-facing roles.

• Familiarity with cold calling, CRM systems, or outbound tools.

• Curiosity for wholesale, distribution, or operationally complex SMBs.

Plato is building the digital backbone of the global trade economy. Starting with the $53T distribution industry, we empower the modern distributor to connect people and data in a single analytics and workflow hub. By leveraging data science and AI, we automate workflows and combat labor shortages — making SMB distributors competitive with large corporations.

Wholesale is one of the last massive industries still operating on gut feeling and legacy tools. Our founders come from a distributor family and built Plato to modernize how distributors operate — creating a new category of software: the AI Operating System for Distributors.

• A high-impact entry role in a top-tier VC-backed AI startup defining a new software category.

• Direct coaching from founders and senior GTM leaders.

• Clear progression path into Account Executive or Growth roles.

• Competitive compensation with commission upside.

• A collaborative, ambitious in-office culture in Berlin with regular team events.

We are excited to hear from you!

Sophie & Benedikt