Sales Development Representative (Southern California)

About Us Observe.AI is the AI Agents platform for customer experience, designed to help organizations deliver faster, smarter, and more efficient customer service at scale. The platform enables businesses to deploy specialized AI Agents that autonomously execute work across the full CX lifecycle—from handling customer conversations to supporting frontline teams and optimizing operations. Each AI Agent is purpose-built for a specific role, equipped to understand context, make decisions, take action, and continuously improve outcomes. This allows organizations to increase resolution speed, elevate service quality, and reduce operational costs while empowering your frontline team to focus on higher-value work. Built on a CX-native foundation, Observe.AI helps leading brands like DoorDash, Affordable Care, Signify Health, and Verida improve customer satisfaction, boost agent productivity, and deliver consistent, scalable performance across every customer interaction. Why Join Us Observe.AI is transforming the customer experience industry with AI-powered solutions that help enterprises improve customer experience, agent performance, and operational efficiency at scale. As a leader in the CX space, we’re building the future of AI-driven customer conversations — and we’re looking for ambitious SDRs who want to help shape it. This is an opportunity to break into enterprise sales at a fast-growing AI company, work alongside top-performing Account Executives, sharpen your sales skills, and make a meaningful impact in one of the most exciting categories in tech. We’re looking for a driven, curious, and resilient Sales Development Representative who thrives in a fast-paced environment and is energized by building pipeline, creating opportunities, and connecting with prospective customers. What You’ll Be Doing 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. What You'll Bring to the Role 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. Why You’ll Love It Here 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. Salary Range The base salary compensation range targeted for this full-time position is $95,000 - $110,000 per annum. Compensation may vary outside of this range depending on a number of factors, including a candidate’s qualifications, skills, competencies and experience. Base pay is one part of the Total Package that is provided to compensate and recognize employees for their work, and this role may be eligible for additional discretionary bonuses/incentives and equity (in the form of options). This salary range is an estimate, and the actual salary may vary based on the Company’s compensation practices. Our Commitment to Inclusion and Belonging Observe.AI is an Equal Employment Opportunity employer that proudly pursues and hires a diverse workforce. Observe AI does not make hiring or employment decisions on the basis of race, color, religion or religious belief, ethnic or national origin, nationality, sex, gender, gender identity, sexual orientation, disability, age, military or veteran status, or any other basis protected by applicable local, state, or federal laws or prohibited by Company policy. Observe.AI also strives for a healthy and safe workplace and strictly prohibits harassment of any kind. We welcome all people. We celebrate diversity of all kinds and are committed to creating an inclusive culture built on a foundation of respect for all individuals. We seek to hire, develop, and retain talented people from all backgrounds. Individuals from non-traditional backgrounds, historically marginalized or underrepresented groups are strongly encouraged to apply. If you are ambitious, make an impact wherever you go, and you're ready to shape the future of Observe.AI, we encourage you to apply. For more information, visit www.observe.ai.