Sales Development Representative, Southern California

Observe.AI

Sales Development Representative at Observe.AI generating and qualifying sales leads through various outreach strategies. Collaborating with marketing and sales teams to enhance customer engagement and support business growth.

Posted 5/14/2026full-timeRemote • California • 🇺🇸 United StatesJuniorWebsite

About the role

Key responsibilities & impact

Generate & Qualify Pipeline
Prospect into accounts through outbound channels including cold calling, email, LinkedIn, and sales engagement tools
Secure and qualify meetings with prospective customers by uncovering business challenges and identifying opportunities aligned to Observe.AI’s solutions
Research target accounts and prioritize outreach strategies based on ICP alignment, buying signals, and market opportunity
Consistently achieve and exceed pipeline generation metrics including meetings booked and qualified opportunities
Support Field & Event Marketing Efforts
Partner with Marketing and Sales teams to drive engagement before, during, and after events
Use tools like Vendelux to identify targets and schedule meetings around conferences and industry events
Attend customer-facing dinners, roundtables, forums, and conferences
Become a Product & Market Expert
Develop a strong understanding of Observe.AI’s AI platform and our differentiated position in the contact center and CX market
Clearly communicate value propositions to both technical and business stakeholders
Share market intelligence including customer feedback, competitor activity, and emerging AI trends
Leverage Modern Sales Technology
Utilize tools such as Salesforce, Outreach, ZoomInfo, LinkedIn Sales Navigator, Nooks, and other prospecting platforms to drive efficiency and pipeline visibility
Maintain accurate activity tracking, prospect data, and forecasting hygiene within Salesforce
Collaborate across GTM
Partner closely with Marketing to sharpen messaging. Giving frontline feedback from the market that can directly influence outreach strategy and the evolution of the product roadmap.
Work side by side with Account Executive teams to strategize outreach and ensure seamless opportunity handovers.

Requirements

What you’ll need

1–3 years of experience in sales, business development, customer-facing roles, at high-growth/startup environments (internship experience welcome)
Bachelor’s degree business, communications, or IT fields preferred
Strong interest in enterprise sales and AI technology
Highly motivated by goals, performance metrics, and career growth
Self-starter who is curious, coachable, resilient, and comfortable operating in a fast-moving environment
You are persistent, organized, and follow through with all follow-ups. You understand that success in sales comes from consistent effort over time.
Strong written and verbal communication skills with the ability to tailor messaging to different audiences
Comfortable using modern AI and productivity tools such as ChatGPT, Claude, Gemini, or similar platforms to improve workflow and efficiency
Naturally collaborative team player who enjoys sharing best practices and learning from others
Energetic and confident, engaging with prospects through high-volume dialing and other outbound activities You bring a ‘smile and dial’ attitude and can quickly overcome objections smoothly and move forward with ease.
Willing and able to travel approximately 20–30% of the time for customer meetings, industry events, conferences, and team collaboration opportunities.

Benefits

Comp & perks

Competitive compensation including equity: Market-aligned base pay, performance incentives, and meaningful equity ownership
Excellent medical, dental, and vision insurance options: Comprehensive medical, dental and vision benefits for employees and eligible dependents
Flexible Paid Time Off: Our unlimited, flexible PTO policy empowers you to take the time you need to recharge, maintain balance, and perform at your best.
Additional Time to Recharge: 10 company holidays, an annual company-wide Winter Break, and paid parental leave to fully support life outside of work.
401(k) plan: Long-term financial planning support with tax-advantaged retirement savings
Quarterly Lifestyle Spending Account: Flexible quarterly stipend to support wellness, learning and professional development, and personal growth
Monthly Mobile + Internet Stipend: Support for remote and hybrid work connectivity needs
Pre-tax Commuter Benefits: Tax-efficient transit and commuting support for hybrid and in-office employees
Autonomy and Agency: Play a meaningful role in scaling a category-defining GenAI platform transforming the future of customer experience.

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

salesbusiness developmentcustomer engagementpipeline generationmeeting qualificationoutbound prospectingmarket researchAI technologyperformance metricsactivity tracking

Soft Skills

self-startercuriouscoachableresilientorganizedstrong communicationcollaborativepersistentgoal-orientedengaging