September 2025
Beginner
240 pages
6h 6m
English
Content preview from Make It Snow: From Zero to Billions
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14Bottom-Up Sales
“Our SDRs are involved at all levels of sales.”
—Denise Persson
PRESENTING TO CUSTOMERS, progressing deals, negotiating contracts, and closing business are things that can never stop. That’s what experienced account executives (AEs) are really good at. The other thing that can never stop is the idea of prospecting—the constant outreach and marketing follow-up with potential customers to grow the business of the company. That’s why sales development exists and why it is one of the most impactful sales motions a startup needs in order to survive, thrive, and evolve into a global powerhouse.
Your SDRs’ mission is to identify and advance new opportunities within new and existing customers so your account execs can move those opportunities down the sales funnel and convert them into deals. This happens within two domains at Snowflake. The first is having an always-on execution for responding to inbound demand. When people respond to an offer, visit our website, download our content, or sign up for an event, and they have a relevant title at a company we care about, our SDRs engage them further, educate them, and qualify them. You can’t afford to let that play out organically and hope that prospect keeps heading down that journey on their own. The SDR team is there to shepherd them into their next engagement with your company and potentially into a conversation with an account exec. The second motion of SDRs is to execute highly targeted and highly sophisticated ...
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