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 wh