Sales Development Representative (Southern California)

Observe.AI is an AI Agents platform for customer experience, helping organizations deliver efficient customer service at scale. They are seeking a driven Sales Development Representative to generate and qualify pipeline, support marketing efforts, and become a product expert in the AI-driven customer experience market.

Responsibilities:

• 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:

• 1–3 years of experience in sales, business development, customer-facing roles, at high-growth/startup environments (internship experience welcome)
• 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
• Bachelor's degree business, communications, or IT fields preferred