Sales Development Representative
Sales Development Representatives at AI companies generate and qualify pipeline through inbound and outbound prospecting—working leads from marketing, conducting outreach against target account lists, running discovery calls, and converting qualified prospects into meetings for account executives. The day-to-day is classical SDR work: hitting daily activity targets across email, phone, and social, researching accounts and personalizing outreach, qualifying against ideal-customer-profile criteria, and maintaining CRM hygiene through the funnel. SDRs at AI companies need working fluency in their company's product to talk credibly with prospects, but the depth of technical knowledge required is no different from the SDR role at any high-growth software business. These roles typically sit within centralized SDR teams reporting to sales development leadership, partnering with marketing, account executives, and sales operations on conversion and pipeline health.
Skills
What companies are looking for in this role.
Prospecting and lead generation through multiple outreach channels including cold calling, email, and social media messaging
Qualifying leads and assessing deal quality using standardized frameworks to determine prospect fit and readiness
Conducting discovery conversations to understand customer pain points, business challenges, and requirements
Building and managing a pipeline of sales opportunities with accurate and detailed record-keeping
Scheduling and coordinating meetings between prospects and account executives or sales team members
Executing multichannel prospecting campaigns across phone, email, and social platforms with strategic sequencing
Learning and demonstrating product knowledge to educate prospects on capabilities and value propositions
Researching and identifying target accounts, personas, and decision makers within prospect organizations
Managing high-volume activity requirements and maintaining consistent productivity and performance metrics
Crafting personalized and relevant messaging tailored to specific prospects and their business contexts
Gathering market intelligence and competitive insights to inform product strategy and sales approach refinement
Collaborating with marketing teams to provide feedback on lead quality and optimize campaign performance
Building and defining repeatable sales processes and playbooks as part of early-stage sales team formation
Leveraging artificial intelligence and automation tools to enhance prospecting efficiency and impact
Experimenting with new channels, messaging approaches, and automation techniques to improve conversion rates
Developing expertise in technical and enterprise AI solutions to sell infrastructure and specialized products
Using agentic AI systems to automate lead list building, enrichment, and outreach workflows
Communicating effectively with both technical and business audiences using clear and confident delivery
Demonstrating resilience, persistence, and ability to handle rejection while maintaining motivation and positivity
Adapting sales approach and problem-solving creatively in fast-paced and ambiguous environments
Collaborating effectively with cross-functional teams including marketing, product, operations, and sales leadership
Meeting or exceeding quota and performance targets consistently while balancing quality and activity metrics
Demonstrating strategic thinking by prioritizing accounts and tailoring outreach based on account importance
Exhibiting entrepreneurial mindset and ownership mentality with self-direction and high sense of urgency
Building and nurturing relationships with prospects through consultative and empathetic engagement
Demonstrating high emotional intelligence and cognitive empathy to understand customer needs deeply
Communicating insights and feedback to inform broader organizational strategy and decision-making
Technology
The tools and technologies that define this role.
Open Jobs
148 open Sales Development Representative jobs across 59 companies.
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